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Whether the focus is commercial or governance, virtually all relationships in the petroleum industry are the result of negotiation. A Framework for Negotiating & Documenting Petroleum Industry Transactions discusses the business models and negotiating points for the major agreements that are used in both the upstream and downstream sectors of the petroleum industry.
The role of the effective negotiator is to manage three key elements – Substance, Process and Relationships. The stages of negotiation are analogized to the game of chess with specific strategies and tactics suggested for the Opening, Middle and End Games. This book also contains a chapter on documentation that is a useful style guide for the drafting petroleum industry contracts.
The book is printed in paperback and contains a CD which has copies of negotiating checklists and samples of the contracts discussed in the text.