Start date Duration Cost Location Status
12/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
11/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
10/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
9/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
8/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
7/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register
6/15/2023 5 Days 7350 AED Dubai, United Arab Emirates Register

Course description

The objectives of this workshop are to improve the outcomes of negotiations by enhancing your negotiating skills. You will learn to apply a structured approach to negotiating which, combined with the practice sessions incorporated into this programme, will improve your

negotiating confidence. You will be exposed to the Breakthrough Negotiation Strategy to help you achieve results in difficult and complex negotiations.

You will learn how to:

  • Plan and prepare for negotiations
  • Recognise the vital steps in a negotiated settlement and to exhaust one step before proceeding to the next
  • Improve your communication skills and achieve better results
  • Resolve impasse and handle difficult negotiations
  • Negotiation in teams
  • Negotiation in an international petroleum environment taking into account cultural differences


This introductory/intermediate level workshop is aimed at personnel with limited negotiating experience who want to improve their abilities and confidence in this core business activity. It is suitable for a variety of professionals working in the oil and gas industry, both in commercial and inter-personal negotiations.


Course content

Extensive use (bout 70% of class time) is made of realistic, oil industry based role play negotiating scenarios. These are based on a variety of commercial and non-commercial situations that delegates are likely to experience in real-life. Scenarios are underpinned with teaching of principles and methodology (about 30% of class time) that students are encouraged to apply in their practice sessions. Class numbers are kept low to ensure maximum student participation and coaching from the class instructor.

  • What do we mean by negotiation?
  • Are you a potential negotiator?
  • Key negotiating steps
  • Five keys to preparation
  • Knowing your subject, knowing your counterpart, preparing your tactics
  • An invaluable tool - preparation checklists
  • The importance of initiation and how to initiate
  • The importance of presentation after initiation are before bargaining
  • Developing your bargaining strategy
  • Effective bargaining techniques
  • How and when to avoid premature bargaining
  • How to resolve impasse and deal with conflict
  • Getting concessions
  • How to recognise closing signals
  • Confirmation and follow-up
  • Seven steps to effective communication
  • Verbal and non-verbal communication
  • Learning how to listen
  • Dealing with different personalities
  • How to communicate to influence the other side
  • Negotiating by phone or e-mail
  • How to negotiation in teams
  • What we mean by Breakthrough Strategy
  • Recognising cultural differences
  • How cultural differences affect negotiations
  • Preparing for international negotiations
  • The causes of negotiationg conflict
  • How to assess your own conflict management style
  • How to handle conflict negotiations

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