Energy Negotiation Skills Masterclass

This course forms module 2 of the Energy Contracting, Dispute Management & Negotiation Training Week. Course overview This 2-day course is designed to introduce both lawyers and non-lawyers alike to the key techniques, tools and strategies of successful negotiation of contracts in the energy sector. The emphasis of the conference will be to provide a practical understanding of negotiation techniques and how to successfully utilise these approaches in your daily work to enable you to achieve the best outcomes. This course is aimed at those who are interested in acquiring a detailed understanding of how to successfully negotiate energy contracts. This course is delivered by combining real life commercial experience together with a practitioner's perspective. Course objectives By the end of the course, delegates will have: A firm, substantive and practical understanding of the negotiation process A firm understanding of how to use the best techniques, tools and strategies of successful negotiation Who should attend Attendance at this conference is a must for senior management and inhouse lawyers including contracts / operations / commercial directors / managers and other senior personnel involved in energy and construction and engineering projects.
Day 1 What is a successful negotiation? To understand what is a successful negotiation one must first understand what is meant by the word 'negotiation'. Negotiation is defined as: 'a dialogue between two or more people or parties, intended to reach an understanding, resolve a point or points of difference, to produce an agreement upon courses of action, to bargain for individual or collective advantage, to craft outcomes to satisfy various interests of two people/parties involved in the negotiation process. Negotiation is a process where each party involved in negotiating tries to gain an advantage for themselves by the end of the process. Negotiation is intended to aim at compromise' A successful negotiation is therefore what? (15 minutes for the delegates to prepare their own views) What is a successful negotiation? (continued) Review of responses from delegates Principles of successful negotiation When does a negotiation start? When does it end? What you need to know before the formal negotiation starts Deciding on the negotiation team Preparing for the negotiation Conduct of the negotiation Principles of successful negotiation (continued) Know the value of that which you are buying or selling Know the strengths and weaknesses of the party with whom you are negotiating Always try to understand the position of the party with whom you are negotiating Wherever possible, obtain intelligence regarding the other parties position Day 2 Negotiation skills and management of the negotiation process Where and when to hold negotiations Timing Who to use in your negotiation team Preparation for the negotiation Practical negotiation skills Understand that negotiating with parties from different ethnic backgrounds require different approaches (UK/ Northern Europe/ Southern Europe/ Middle East/ Japanese/ Korean/ Chinese/ US) and discuss. Understanding the different negotiation approaches and when to use them Understanding how to elicit the best responses from a party Understanding the way to ask the right questions Knowing when to push and when to let go Negotiation do's and don'ts Refreshment break Group practical Review of group practical Questions and answers Course summary and close