pe918 negotiation skills and techniques for oil & gas engineers

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NEGOTIATION SKILLS & TECHNIQUES FOR ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS

22 – 23 February 2016 | Kuala Lumpur, Malaysia

Your Expert Course Director Dr. David Challis David was employed by Shell Australia for 15 years in a broad range of roles that included, Engineering Manager, Maintenance Manager and Change Manager. David has extensive: Practical negotiation experience with contractors, vendors, service agents, trade unions and purchasers of equipment and products & experience working with organisations and individuals to develop negotiating capabilities. He holds Bachelors and Masters Degrees in Power Electrical Engineering (UNSW) and a PhD in Change Management (University of Melbourne -

1996). David has co-authored an international text (“Patterns of Excellence”) with Professor Danny Samson of Melbourne University that describes managerial excellence in leading international organisations.

What past participants said: “David has done a very good job. He is a very good facilitator and explore my knowledge in negotiating for various situations” Project Manager, CUEL Limited “Gain knowledge and tools one can can use” Rig Manager, Seadrill “Thank you David. Looking forward to attend next courses” Operation Support Engineer, Seadrill

Previous participants including the following world-class organisations: SapuraCrest Petroleum, Shell Global Solutions, Pertamina Hulu Energi ONWJ, PCPP Operating Company, Wilhelmsen Ship Management, TL Offshore, Carigali-PTTEPI Operating Company, PT Worley Parsons Indonesia, Petrotechnical Inspection,

Talisman Malaysia, PT Pertamina Hulu Energi, Sarawak Shell Berhad, PNOC Exploration Corporation and many others.

Back by popular demand!

Conduct this training course in-house for more effective savings!

Call us at +65 6741 9927 or email to [email protected]. For more information, visit us at www.petroedgeasia.net

NEGOTIATION SKILLS & TECHNIQUES FOR ENGINEERS & TECHNICAL PROFESSIONALS IN OIL & GAS 22 – 23 February 2016 | Kuala Lumpur, Malaysia

About the Course This is a two day training course that is aimed at providing professionals in the oil & gas business with a comprehensive set of core negotiating skills. Negotiations take place in many situations e.g. between peers, manager and subordinate, company and trade unions, company and government. The skills learnt on this course will be useful in all of these situations. However the course puts a focus on the skills needed in commercial negotiations. A particular emphasis is placed on the relationship and negotiations typically carried out between client and contractor, vendor or the provider of services. A mixture of theory, examples and practical exercises are used, so that participants understand the principles and get an opportunity to try them out. The case studies used are real cases encountered in the oil and gas industry.

Why Attend this Course? Many technical experts find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them. By attending this course participants will add to their technical know-how a core competence in negotiation skills. They will thus become formidable negotiating opponents.

Who should attend? This is a course specially prepared for, and aimed at, middle-managers and technical and other staff who let contracts, but with limited previous exposure to negotiations, and who will need these skills in the near future.

Your Expert Trainer: Dr. David Challis David is a consultant, manager and engineer with more than 30 years’ experience in a broad range of positions. He spent 15 years with the Shell group and during this time gained extensive negotiating experience with contractors, vendors, service agents, trade unions and purchasers of equipment and products. Over the last 15 years, David has worked with a broad range of multinational businesses across the globe in a wide range of negotiation related roles including:

Developing negotiating capability and skillsets,

Advising on negotiation strategies,

Establishing Alliances, Joint Ventures and Partnerships, &

Remediating Alliances, Joint Ventures and Partnerships.

He has many years of teaching experience to technical staff both in a corporate setting, and in an academic setting for Melbourne University in Melbourne Australia. Several thousand people from around the world have benefited from his courses. He brings an engineer’s practical perspective, and can readily empathize with technical staff making forays into the commercial world of negotiations. David is joint author (with Professor Danny Samson) of Patterns of Excellence ISBN 0273638769, published by Financial Times Management. This has been adopted by a number of blue chip companies as the core text for management development. CORPORATE EXPERIENCE: 15 years with Shell in a broad range of international & domestic technical and managerial and change management roles. CONSULTING EXPERIENCE:

5 Years with McKinsey Consulting Group

4 Years with Melbourne Business School

mailto:[email protected]




2 DAY COURSE OUTLINE

Day One

Introductions and Admin matters

Course focus and structure

What is negotiation? Negotiation theory Purpose and benefits of negotiation The fundamental elements of a negotiation

Exercise: The maintenance department of a Malaysian petrochemical operation has gone to tender for some schedule of rates work. A Head Office review is interesting to say the least. Teams of participants will act as client and contractor to clarify issues, find a way forward and strike a deal.

Coffee

Identification of the typical negotiations seen in industry

How individuals have different styles/responses to negotiations

Soft or hard negotiating styles

Negotiator traits

Exercise: characteristics of the most effective negotiators participants have known

Negotiating styles (win-lose, win-win)

Is win-win always the best approach?

When to go for win-lose. Exercise: What is a successful negotiation?

Lunch

Preparing for the negotiation

Goals – setting your minimum and maximum objectives for each negotiable issue – expected outcomes – When to say no and walk away.

Identifying sources and types of information about the other party’s position

Identifying and valuing potential concessions. What would you want in return?

The importance of creating a vision before developing detailed tactics

Choice of one to one or team-team negotiations

Putting together an effective negotiating team

The role of individuals in a team

Benefits of outside associates

The benefits a mediator can bring to a negotiation

Exercise: Two technically acceptable offers to clean & inspect a (largely) over-ground pipeline have been received from two different contractors. Discussions and negotiations are needed with each of the contractors to come up with a clear “best” value option. Teams of participants will act as client and contractor. In this exercise participants are asked to identify the necessary activities, choices and decisions to be made before the face to face negotiation starts. A structured preparation sheet is given out to provide a framework to guide the process.

Tea

Different negotiating strategies and factors which affect the choice

Evaluation of comparative strengths and weaknesses Strong position Weak position

How to zero in on what the buyer will pay and the seller will take

Handling a “take it or leave it” situation

“What if” and “Would you consider tactics” and how to handle them.

Exercise: Pipeline case study. Two technically acceptable offers to clean & inspect an over-ground pipeline have been received from two different contractors. Pre-negotiation preparation has been done in an earlier exercise. Teams of participants will act as client and contractor. Each contractor aims to win the job. The aim is for the client side to come up with a clear “best value” option. This option can then be recommended to the tender board for letting.

End of Day 1





2 DAY COURSE OUTLINE

Day Two

What we have learnt so far?

Thorough preparation is key, goals, concessions etc Know more of the detail than the other side Using creative thinking to develop options for mutual gain

(making the pie bigger)

Managing specific aspects of the meeting

Style of the meeting (collaborative or aggressive) How to create a climate for success Using creative thinking to develop options for mutual gain

(making the pie bigger) Get yourself in the other party’s shoes Do’s and don’ts to improve question asking ability Managing confrontation, conflict, intimidation and anger The benefits of parallel informal discussions on specific

aspects Managing the “experts” Use of time and time-outs – giving yourself time to think Record stage agreements as you go. How should these

agreements be recorded and by whom?

Coffee

Bargaining

Ensuring the negotiator opposite has the authority to strike a deal himself

The benefits of limited authority

Avoiding getting stuck into a position

The power of simple solutions

Have patience

Use of force majeure

Using time and time-outs to give yourself time to think

Nibbles Exercise: Utara Refinery wants to introduce a grading system for its

technicians. The idea is to encourage the acquisition of additional

skills. Teams of participants will act as client and union to strike a

deal.

Lunch

Impact of different cultures on international negotiations

Tactical use of interpreters

Separating the people from the problem

Differences in the decision process in different cultures

Managing the close

How to test when the other side is ready to close

Different techniques to promote closure The Agreement

Ensure that the key points of the agreement are documented as you go along

These should be agreed at the end of the meeting

He who writes the minutes wins!! Exercise: Utara Off-Shore high voltage motors. UOS has historically repaired and overhauled its high voltage electric motors using its own technicians. High voltage availability and maintenance costs are reasonable but certainly not world class. UOS has offers from two motor repair contractors for the complete monitoring, overhaul and repair of these machines with payment based on the future availability of the turbines. Teams of participants will act as client and contractor. Each contractor aims to win the job. The aim is for the client side to come up with a clear “best value” option. This may be to stay with own maintenance or let to a contractor.

Tea

Summarising the negotiation process

Final questions and clarifications

Individual action plans for return to work

Course questionnaires & close


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petroEDGE® delivers energy industry skills-based training courses in major cities around Asia, catering for every stage of your organisation’s development path. Since our inception, we have provided wide range of management development training, business strategy and technical skills training courses to over 100 leading international corporations and government establishments. Our growing client profile:

Almansoori Wireline Services (Thailand) Maersk Drilling PT Perusahaan Gas Negara

Arabian Bridge Company for Oil Services Maersk Oil Qatar PT PLN (Persero) Kantor Pusat

Asetanian Marine Pte Malakoff Corporation Berhad PTT Exploration & Production

Bangladesh Oil, Gas & Mineral Corp Malaysia LNG PTTEP International Limited

Bergen Group ASA Malaysia Marine & Heavy Engineering PTTEP Iran Company Limited

BG Exploration and Production India Malaysia-Thailand Joint Authority PTTEP Oman Company

BJ Services Company Middle East Media Chinese International PVD Offshore Services Co.

BP Exploration & Operating Vietnam Mid-Continent Equipment Group Pte Ranhill Engineers & Constructors

BP Exploration Operating Company MISC Berhad Rhodia Asia Pacific Pte

BP Indonesia / Singapore & Vietnam Mitsui Oil Exploration Co. Repsol

Brunei LNG MMS (Insurance Brokers) Royal Norwegian Embassy

Brunei Petroleum Murphy Oil Corporation Sabah Shell Petroleum Co

Brunei Shell Petroleum Co National Healthcare Group Sapura Energy

Cairn Energy India Pty Nations Petroleum (SE Asia) Sapuracrest Petroleum Berhad

Carigali Hess Operating Co. Newfield Peninsula Malaysia Inc. Sarawak Shell Berhad

Carigali PTTEPI Operating Company Nipon Oil Exploration (Malaysia) Saudi Arabian Oil Company

CGG Veritas (M) Oceaneering International Saudi Basic Industries Corp

Charnavon Petroleum Offshore Geo-Surveys Schlumberger Oilffield (S) Pte

Chevron Asia South Optimal Chemicals (M) Scomi Oiltools

Chevron Thailand E & P Optimal Olefins (M) Shell Eastern Petroleum

CNOOC PC Vietnam Shell MDS (Malaysia)

Cuulong Joint Operating Company PCPP Operating Company Shell Saudi

Det Norske Veritas (DNV) As Pearl Energy (Nam Conson) Sime Darby Plantation Sdn Bhd

Det Norske Veritas Pte PERMATA Singapore Petroleum Co.

Dof Subsea Australia Pty Permata - PMTSB SN Aboitiz Power

DPS Bristol (M) Pertamina Learning Center S-Oil Corporation

Esso Malaysia Berhad PetroEnergy Resources Corp. Talisman Malaysia

ExxonMobil E & P Malaysia Inc. Petrofac Malaysia Limited Tately N.V.

First Gas Power Corporation Petroleum Insitute of Thailand Technip Geoproduction (M)

Genting Oil & Gas Petroleum Well Logging Co. Teknik Janakuasa

Geomechanics International Petrolux Temasek Holdings Pte

Greatwall Drilling Company PETRONAS Holdings Tenaga Nasional Berhad

Halliburton Energy Services, Inc. PETRONAS Carigali Thang Long JOC

Hercules Tanjung Asia PETRONAS Carigali Vietnam Limited TL Offshore

Hess (Thailand) Limited Petronas Dagangan Berhad Total (China) Investment Co. .

Hoang Long Hoan Vu JOC PETRONAS Gas TOTAL E&P Indonesia

Intisari Oildfield Service PETRONAS Methanol (Labuan) Trans Thai Malaysia

Intra Oil & Services Bhd PETRONAS Penapisan (Melaka) Transwater API

Japan Vietnam Petroleum Compan Petrousaha Engineering Services Tri-M Technologies (S)

Kavin Engineering & Svcs Pte Petrovietnam Drilling & Well Services Truong Son JOC

Kebabangan Petroleum Operating Co. Powertium Marine UMW Standard Drilling

KUFPEC Regional Ventures (Indonesia) Premier Oil Indonesia University New South Wales

Lam Son JOC PT Halliburton Indonesia Vastalux

Lion Rig Builder Pte PT Medco E&P Indonesia Vinyl Chloride (Malaysia)

Lundin Malaysia B.V. PT Pertamina (Persero) Head Office YTL Power International Berhad





IN-HOUSE TRAINING SOLUTIONS petroEDGE® focuses on skills development in 3 main areas – Engineering, Management and Strategy for Upstream Exploration and Production Business. Our In-House Training Solutions Team offer a full spectrum of short courses, curricular competency based solutions that can be customised to your long term and short term business needs.

Types of In-House Programmes offered

FUNDAMENTAL PROGRAMMES Introduction to Exploration & Production Drilling Essentials LNG Fundamentals

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TECHNICAL PROGRAMMES Operations Geology (Level 2) Basin Analysis (Level 2) HPHT Well Engineering Deepwater Well Engineering Deepwater Well Operations Well Intervention

Well Integrity Management (Drilling & Production) HAZOP Assessment & Leadership HPHT Completions Techniques Well Operations and Maintenance Stuck Pipe Prevention & Fishing

Train-the-Trainer: Gas Processing Level 1 Train-the-Trainer: Gas Processing Level 2

MANAGEMENT & SOFTSKILLS PROGRAMMES Technical Report Writing & Presentation Skills Writing Standard Operating Procedures

EPCIC Contract Management Techniques Advanced Budgeting & Forecasting in Oil & Gas E & P Accounting Finance for Non-Finance Leadership & Team Dynamics

“TRAIN-THE-TRAINER” PROGRAMME The "Train-the-Trainer" program has proven to be one of the most cost effective methods for embedding the process of delivering and facilitating crucial training programmes within your organisation in terms for sustainable skills and knowledge development. “Train the Trainer” programme and its specific deliverables provide in-depth concept knowledge, instructor training, and facilitation skills. This experience prepares select employees to become internal Program Leaders, licensed to teach internally. The internal trainer can play a critical role in developing and implementing programs that align the organization for success. This programme will be a carefully designed approach for sustainable and effective organisational improvement. The role-out will reflect the immediate on and on-going challenges faced within your organisation.

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EARLY BIRD RATE Register before 22nd

January 2016 STANDARD RATE TEAM DISCOUNTS

KUALA LUMPUR | MALAYSIA 22 – 23 February 2016

SGD 2,799 SGD 3,099

petroEDGE recognises the value of learning in teams.

Group bookings at the same time from the same company receive the following: 3 or more at 5% off 5 or more at 7% off 8 of more at 10%

All other promotions including early bird are exclusive of the group discount.

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