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Oil & Gas Training
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    Oil and Gas Training Courses SLB NEXT

    Effective negotiations

    The latest research shows that even the best negotiators can have negative results when they behave irrationally. Overconfidence, holding on to initial commitments, uncontrolled emotions are some of the elements that can intensify the conflict and complicate the outcome. In this course, we will review a systematic frame of reference that allows proper conflict management, rational decision-making, and better results in negotiations.

    At the end of the module, participants will:

    • Identify personal conflict management style.
    • Know the key elements that allow you to obtain the best results in the negotiation process.
    • Know and practice techniques to distribute value in negotiations and strengthen relationships with collaborators, clients, suppliers and other audiences.
    • Explore the irrational and emotional dimension of negotiation.


    • Negotiation definition
    • Negotiation basic concepts
    • Basic steps of negotiation
    • Negotiation planning
    • Formal negotiations
    • Post negotiation agreements

    • Negotiation myths and styles
    • Win-win approach
    • Conflict as an opportunity
    • Conflict management styles
    • Constructive conflict management in negotiations
    • Negotiation planning
    • Information needed for negotiations
    • Best Alternative To a Negotiated Agreement
    • Reserve values of negotiation parties
    • Zone of possible agreement 

    • Negotiation strategy types
    • Anchors in negotiation
    • Influence management in negotiations
    • Personal negotiation style
    • Common negotiator mistakes

    • Value creation in negotiation
    • Interests v. Positions v. needs
    • Interest-based negotiation
    • Capitalize on differences
    • Define priorities
    • Active listening, strengthening relationship and trust in the negotiations
    • The Harvard method of negotiation

    • Rational Negotiation
    • Intuition and reality in negotiation
    • Cognitive traps in negotiation
    • Time management in negotiations
    • Risk orientation in negotiations
    • Emotions in negotiations
    • What it takes to be a great negotiator
    • Cultural negotiation differences

    Those who are new to negotiations in their jobs, and those who feel they need to improve their negotiation outcomes.

    • Negotiation definition and basic concepts
    • Negotiation steps
    • Negotiation planning
    • Negotiation styles
    • Conflict management in negotiations
    • Negotiation strategies
    • Post negotiation agreements  
    • Value creation in negotiations
    • Rational negotiation
    • Time, risk and emotions in negotiations
    • How different cultures negotiate

    No prerequisites

    Currently there are no scheduled classes for this course.

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