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overview
Don’t miss this unique opportunity to build your confidence & competence with 3 of the most widely used gas industry agreements. Receive specific insights & guidance on the myriad of commercial terms, clauses, conditions & pricing/negotiation scenarios coupled with tips, tricks & traps.
Key Learning Objectives
- Understand the unique mix of analytical, commercial and interpersonal skills required to be a competent negotiator
- Analyse and interpret contractual terms, legal obligations, risks and liabilities
- Determine the economic value of various contract terms and what’s important for both sides
- Negotiate and assess the value of contractual terms and how to close the deal
- Examine and assess the structure, components, key clauses, pros and cons of specific gas agreements in domestic and export markets, including:
– Gas Sales Agreements (GSAs)
– Gas Transportation Agreements (GTAs) - Joint Operating Agreements (JOAs)
- Gain tips and tricks with the negotiation of contractual terms through structured, guided and facilitated negotiation scenarios
About the Course
Participating in commercial activities such as contract negotiation requires a unique mix of analytical, commercial and interpersonal skills coupled with an appreciation of legal obligations, analysis, commercial terms, risks and liabilities.
The course will demonstrate how to undertake economic analysis, think strategically, get a deal over the line and develop negotiation tactics. It also reviews contract law basics/contract structures and the philosophy behind commercial negotiation –understanding this will help provide logic and clarity to your commercial negotiations.
Skills such as getting internal approval for decisions is covered, along with a walk through of the various stages of negotiation, key items in a commercial terms sheet, what’s important for buyers and sellers and how to close a deal. No other training program will offer such specific insights into gas/LNG agreements to help achieve individual objectives.
There is also the opportunity to participate in life-like negotiation sessions where you will be exposed to various techniques, tools and tactics from both sides of the fence, while receiving feedback and advice.
Concepts are also applicable to LNG sales contracts.
Who Will Benefit
This is an extremely useful course for anyone dealing with the negotiation and management of gas industry agreements in domestic and export (LNG) markets.
Managers, commercial advisors and managers, analysts, traders, trading analysts, negotiators, procurement functions and all those who are involved with negotiating, administering, reviewing, managing, analysing, directing and overseeing contracts between buyers/sellers, users/operators, governments and suppliers/contractors.
How In-house Training works?
Interested in exploring how our In-house Training works?
Cost-effectiveness aside, one of the biggest benefits to our clients of in-house training is the opportunity to customise and tailor the content, delivery method and exercises of a training course to their exact needs. In order to achieve this, we follow a collaborative approach to bring the client & the trainer together to explore needs, shape content and define outcomes.
This video will give you an insight into the process and how bespoke courses are achieved. For more information please contact Holly on +61 (02) 9080 4454 or email [email protected].
Testimonials
“An exceptional knowledge of the gas industry in Australia and beyond.”
Snr process Improvement, Jemena
“Knowledge of the industry and preparedness to share his personal experience in working with a number of industry participants.”
Manager- Resource Adoption, CSIRO
Course Outline
Introduction to commercial activities
- Course introduction and objectives
- Commercial overview and skills required
- Strategic skills
- Execution skills – technical, analytical, legal, negotiation
- Strategic thinking – developing strategic skills
- Technical basics
- Upstream, pipelines and downstream customers
Key commercial skills
- Analytical skills
- Key analytical tools used to make investment decisions
- Legal basics
- Contract structure
- Key legal clauses in any contract
- Ethics
- Negotiation skills
- How to negotiate an oil and gas contract
- Commercial philosophy
- Negotiation process – different stages and how to control the timing
- Preparation and negotiation tactics
- Getting internal approval
Gas sale agreements
- Key GSA terms and actual examples
- Insights into how to negotiate a GSA
- Critique good and bad ones
- Tips, tricks and traps of GSA negotiations
- Tutorial on commercial GSA arguments and negotiations: The course will divide into buyers and sellers and participate in facilitated discussion on key GSA commercial and legal terms
- Buyer’s arguments/views on key commercial terms
- Seller’s arguments/views on key commercial terms
- Set parameters of the group negotiation
GSA negotiation exercise:
The group will break into groups of 2 or 3 and will participate in a real-life negotiation situation:
- Learn how to negotiate the best price
- Traps and tricks of negotiating GSA agreements
- Review and discussion of exercise
Commercial terms sheets and negotiation
- Key items in a commercial terms sheet
- What is important for buyers and sellers
- how to close the deal
- Term sheet negotiation exercise
The group will break into groups of 2 or 3 and will participate in a real-life negotiation situation:- Learn how to negotiate a commercial terms sheet
- Review and discussion of exercise
Gas Transportation Agreements (GTA’s)
- Key commercial, technical and legal issues in gas transportation agreements
- Critique good and bad ones
- GTA structure and preparation for GTA negotiations
- Tutorial on GTA arguments and negotiations: The course will divide into owners and shippers and participate in facilitated discussion on key GTA commercial and legal terms:
- Pipeline owner arguments/views on key commercial terms
- User’s arguments/views on key commercial terms
- Traps and tricks of negotiating GTA agreements
Joint Venture Agreements (JOA’s)
- Key commercial, technical and legal issues in JOAs
- Critique good and bad ones
- JOA structure and preparation for JOA negotiations
- Tutorial on JOA arguments and negotiations:
The course will divide into operators and non-operator partners and participate in facilitated discussion on key JOA commercial and legal terms- Operator’s arguments/views on key commercial terms;
- Non Operator arguments/views on key commercial terms
- Traps and tricks of negotiating JOAs
On-site & in-house training
Deliver this course how you want, where you want, when you want – and save up to 40%! 8+ employees seeking training on the same topic?
Talk to us about an on-site/in-house & customised solution.
contact
Still have a question?
Sushil Kunwar
Training Consultant
+61 (0)2 9080 4395
[email protected]