Negotation of an Oil Exploration/Production Contract, Professeur Michel Vuillod, ENSPM, Institut Français du Pétrole

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Esther Petrilli-Massey

International Oil and Gas Resource Management Seminar, April 27-30, 2008; held in Libreville, Gabon

Economia e finanças Negócios

Negotiation of an Exploration/Production Contract IFP Training

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Negotiation Plan ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Negotiation Plan (1/3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Negotiation Plan (2/3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Negotiation Plan (3/3) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Frameworks (1/5 ) SWOT Us Them Strengths Weaknesses Opportunities Threats

Frameworks (2/5) Objectives and Issues Complementary Divergent Objective Objective Issue n° 1 Issue n° 2 Issue n° 3 Issue n° 4 Issue n° 5 Issue n° 6

Frameworks (3/5) Value Scale Negotiation Issues Value scale of issues 1 2 3 4 Us Them

Negotiation Positions (1/4) Buyer PAI buyer PO PR Buyer PR seller PO PAI seller Seller

Negotiation Positions (2/4 ) Buyer PAI buyer PO PR buyer PR seller PO PAI seller Seller Possible Agreement Zone (PAZ))

Buyer PAI buyer PO PR buyer Seller PO PR seller PAI seller Restricted PAZ Negotiation Positions(3/4)

Negotiation Positions(4/4) Buyer PR PR 1 buyer (MAX) PR 1 seller (MIN) seller Negative PAZ

Frameworks (4/5) Informations Us Them Obtain Give Filter through Hide

Frameworks (5/5) Complete Scenario Framework Value of issues Us Them Technique Negotiation issue (Issue) Us Them Us Them Us Them Us Them (Issue) (Issue) (Issue)

Negotiation process Concessions and values of corresponding points (values of 3, 2, and 1) Techniques of structuring issues Circumstance and moments were concession intervenes Remarks Them Us

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Negotation of an Oil Exploration/Production Contract, Professeur Michel Vuillod, ENSPM, Institut Français du Pétrole

1. Negotiation of an Exploration/Production Contract IFP Training

7. Frameworks (1/5 ) SWOT Us Them Strengths Weaknesses Opportunities Threats

8. Frameworks (2/5) Objectives and Issues Complementary Divergent Objective Objective Issue n° 1 Issue n° 2 Issue n° 3 Issue n° 4 Issue n° 5 Issue n° 6

9. Frameworks (3/5) Value Scale Negotiation Issues Value scale of issues 1 2 3 4 Us Them

10. Negotiation Positions (1/4) Buyer PAI buyer PO PR Buyer PR seller PO PAI seller Seller

11. Negotiation Positions (2/4 ) Buyer PAI buyer PO PR buyer PR seller PO PAI seller Seller Possible Agreement Zone (PAZ))

12. Buyer PAI buyer PO PR buyer Seller PO PR seller PAI seller Restricted PAZ Negotiation Positions(3/4)

13. Negotiation Positions(4/4) Buyer PR PR 1 buyer (MAX) PR 1 seller (MIN) seller Negative PAZ

14. Frameworks (4/5) Informations Us Them Obtain Give Filter through Hide

15. Frameworks (5/5) Complete Scenario Framework Value of issues Us Them Technique Negotiation issue (Issue) Us Them Us Them Us Them Us Them (Issue) (Issue) (Issue)

16. Negotiation process Concessions and values of corresponding points (values of 3, 2, and 1) Techniques of structuring issues Circumstance and moments were concession intervenes Remarks Them Us

Negotation of an Oil Exploration/Production Contract, Professeur Michel Vuillod, ENSPM, Institut Français du Pétrole

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