Course Brief

This course focuses on the generation and implementation of Negotiation strategy.

Strategy is not a series of axioms to be rote learned; it is about the application of thoughtful analysis to real-world problems.

Strategic Negotiation for the Oil and Gas Industry follows this advice into the implementation phase of strategy and is organised around case examples to demonstrate the application of the concepts from its process model to the real world.

Some cases are drawn from the Oil and Gas industry itself, others are drawn from consultancy work in various industries and business situations.

The case subjects in this text, and others included in the online materials, illustrate the application of the core concepts. They provide a framework for your understanding of the Strategic Negotiation process and for your application of the process to both the Oil and Gas industry and more general situations.


  • 40 Contact Hours
Topics covered
  • The strategic negotiation process model.
  • Basics of contracts.
  • Pay, benefits and union negotiations.
  • Managing complex negotiations.
  • Organisational growth strategies.
  • Bid strategies and tender negotiations.
  • Analysis and diagnosis.
  • The negotiation agenda.