Negotiation Mastery in the Petroleum Industry

Introduction:

This course will teach you the art of creating value and managing emotions during negotiations. We will explore negotiating across different cultures and handling complex multi-party scenarios. By the end of the training, you will be equipped to tackle various negotiation situations and achieve favorable outcomes in your business interactions. Join us to elevate your negotiation skills and build lasting relationships.

Objectives:

By the end of this program, participants should be able to:

• Master comprehensive negotiation skills.
• Apply principles of value creation.
• Navigate and resolve difficult negotiation situations.
• Utilize emotional intelligence effectively in negotiations.
• Build and sustain strong relationships during negotiations.
• Demonstrate cultural competence in diverse negotiation contexts.
• Handle multi-party negotiations and organizational challenges.

Training Methodology:

• Learning by Doing Methods
• Simulation Games
• Case Study Analysis
• Creative Problem Solving Exercises
• Guided Conversations
• The Art of Negotiation
• Multicultural Competence Training

Course Outline:

Unit 1: Negotiation Fundamentals:

• Introduction: Meaning and Significance
• BATNA/Reservation Point/ZOPA
• Distributive vs. Integrative Bargaining
• The Negotiation Process: Preparation, Discussion, Clarification, Bargaining, Closure
• Negotiation Simulation Exercise
• Reviewing and Analyzing Real-Life Negotiation Cases
• Critical Analysis of Real-Life Negotiation Cases

Unit 2: Creating Value vs. Claiming Value:

• Understanding Value Creation in Negotiation
• Tips for Maximizing Gains
• When to Collaborate Instead of Compete
• Identifying Common Interests and Trade-offs
• Real-Life Examples of Mutual Benefits
• Applied Value Creation Concept Justifications

Unit 3: Best Practices for Difficult Situations:

• Dealing with Difficult People in Negotiation
• Managing Aggressive and Uncooperative Parties
• Breaking Deadlocks
• Managing Difficult Negotiation Settings
• Difficult Negotiation Exercise
• Review and Analysis

Unit 4: Dealing Effectively with Emotions and Relationships:

• Recognizing and Managing Emotional Triggers
• Building Trust in Negotiations
• Emotional Communication Skills
• Handling Emotional Negotiation Scenarios
• Emotional Negotiation Exercise
• Review and Analysis

Unit 5: Negotiating Across Cultures:

• Understanding Cultural Differences in Negotiation
• Cultural Styles of Communication from Different Countries
• Avoiding Intercultural Misunderstandings
• Successful Cross-Cultural Negotiation Strategies
• Cross-Cultural Negotiation Plan

Unit 6: Multi-Party Negotiations and Organizational Challenges:

• Dynamics of Multi-Party Bargaining
• Coalition Formation and Teamwork
• Organizational and Team Problems in Bargaining
• Multi-Party Negotiation Simulation
• Critical Analysis of Multi-Party Negotiations
• Final Group Discussion and Q&A