Communicating and Negotiating Major Contracts in the Oil and Gas Industry - CNOG 

CPE Credits Awarded:
Categories: The Natural Gas Industry , Oil Industry

Course Date Duration Venue Price Registration Deadline Register
Open date - Not scheduled. Please enquire.


This course covers all aspects of communication that are likely to be encountered in negotiating international contract in the oil and gas industry. Delegates will learn how to make the right first impression, how to understand the dynamics of a negotiation with people from another culture, how to negotiate successfully in an international arena and how to avoid many of the pitfalls that may occur. Case studies and exercises will provide hands-on experience to enable delegates to improve their effectiveness in inter-cultural situations encountered when negotiating international contracts.

What you will learn

  • The effective use of verbal communication, including paralinguistics
  • Interpretation of non-verbal communication, including the meaning of :-
    • Personal space
    • Different perceptions of time
    • The context in which communication occurs
    • The implications of touching, including handshaking
    • Reading eyes, faces, hands, body posture etc
    • Gift giving etc
  • Cultural differences based on perceptions of power, support, risk, context, individuality and other relevant factors
  • Effective means of persuasion
  • Effective techniques in negotiation
  • How to manage and successfully resolve conflict and disputes


This is an immensely valuable course for anyone seeking improved communication skills, anyone needing to deal with people from another culture, anyone being posted abroad into a new culture and everyone involved in contract negotiations. Its case studies and exercises are tailored towards the oil and gas industry but its messages apply to all communication and negotiation with particular emphasis on inter-cultural differences.

As “all life is a negotiation” the course is therefore widely applicable to all levels of management in internationally focussed industries. This includes, inter alia, contract negotiators, sales, marketing and commercial personnel and financial specialists, operators, planners and analysts from international oil and gas producers, suppliers, shippers, importers and consuming companies. Bankers, lawyers and specialist advisers to the oil and gas industry will also find the course valuable. Expatriated personnel will also find it especially useful.



  • The importance of communication in negotiating energy contracts

  • The elements that constitute good communications

  • Cultural aspects of communications and how they apply when negotiating international energy agreements, including various psychological models depicting cultural differences to help understand Coping with other cultures – some guidelines for aligning for communication with other cultures

    • High and low context National cultures – differentiating between explicit high context messaging and implicit low context messages in routine communication
    • Chronomics – how different cultures use time, differentiating between monochronic and polychronic cultures and their implications for communication.
    • Proxemics - how space is used by different cultures differentiating between intimate, social, personal and public spaces, including
    • Haptics, the use of touch as a means of communication
  • Influence of corporate cultures

  • The nature of different types of conversation, including conversations for

    • Relatedness
    • Possibility
    • Opportunity
    • Action
    • Completion
  • Oral communication styles

    • Common vision
    • Assertive persuasion
    • Rewards and punishment
    • Participation and trust
  • Non-verbal communications, including

    • Appearance
    • Vocalics (paralanguage)
    • Physical environment
    • Kinesics
    • Oculesics
    • Haptics
    • Other aspects of body language
    • Interactions between verbal and non-verbal communications

Negotiations – The environment for negotiating an energy agreement

  • Types of negotiation and what to expect of communications

    • Adversarial
    • Non-adversarial
    • Consensual
  • Negotiator types and what makes a good negotiator

    • Characteristics
    • Types of negotiator, their strengths, weaknesses, characteristics and uses
    • Cultural aspects of a negotiator’s style
    • Cultural impact on the negotiating “architecture”
  • Dangers with cultural attributions of negotiations

    • Selectivity
    • Stereotyping
    • Halo effect
    • Projection
  • Influence Differences between persuasion and influence

    • Principles of interest
      • Reciprocation
      • Social proof and pluralistic ignorance
      • Commitment and consistency
      • Scarcity and psychological reactance
      • Authority
      • Liking
    • Persuasion
      • By appeal to reason
      • By appeal to emotion
      • Aids to persuasion
      • Other techniques
  • Preparing to lead a negotiating team

  • The characteristics of a negotiating team leader

    • Personality traits
    • Skills profile
    • Temperament
    • Risk characteristics
  • Preparation, homework and planning

    • Relationship objectives
    • Where are the challenges?
    • Bargaining power and “give aways”
    • Pre-negotiation information gathering
    • Conventions of negotiating
  • The negotiation conversation

    • The opening moves and first offers
    • Zero and limited movement scenarios
    • Linking issues
    • Getting information
    • Delaying tactics
  • Movement, closure and follow up

    • Encouraging movement
    • Facilitating abandonment of commitment
    • Making commitment credible
    • Reaching closure
  • The do's and don’ts of communication and negotiation

    • Consolidating leadership skills
    • Avoiding losing the leadership initiative
    • “Know thyself”
    • Preparation, preparation, preparation

Exercises and case studies

There will be:-

  1. Exercises in communications and negotiations to reveal truths in both verbal and non-verbal interactions and effective negotiation techniques

  2. Case studies to illustrate the various aspects of communication covered

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Mennta Energy Solutions (formerly The Oxford Princeton Programme, Inc.) is not affiliated with Princeton University, Oxford University, or Oxford University Press.