The oil and gas industry is dynamic and in the current downturn it is even more critical for projects to be on time, on budget and set up for long term success.
Right of way negotiators are under intense pressure to obtain rights quickly - good negotiation skills will increase the success rate of obtaining those rights of way at a reasonable cost and in a timely manner. Likewise, oil and gas wells do not get drilled without an oil and gas lease. The landman who buys the oil and gas lease must have good negotiation skills in order to be successful. Frequently, the landman must also negotiate a farmout or operating agreement with another landman before drilling commences. Surface damages must be negotiated with the surface owner before roads and well sites are created.
Kinetic’s Land Negotiations Boot Camp! is a hands on training course that focuses on:
- Enhancing your understanding of the rules of engagement
- Improving your skills in small group negotiations
- Role playing real life situations
It also emphasizes how to create and maintain relationships while negotiating your land use project, whether its pipeline, drilling leases or other important aspects of your project such as site leasing, site purchase and easements.
Whether you have been a landman or right of way negotiator for 20 years or 20 days, this boot camp will enhance your negotiation techniques and provide valuable insight into the negotiation process.
What You Will Learn
- Defining the types of negotiation
- Learning key words to use and avoid
- The importance of hearing what is being said
- Negotiation awareness pointers so you recognize a negotiation and you recognize when negotiation might be a good idea
- Know what you should not talk about
- Knowing when you have accomplished what is needed (knowing when to stop is as important as knowing how to negotiate)
- Timing
- Sequence
- Recognizing the signals: When and how to end the negotiation
- Critique of a poor negotiation
- Analysis of a good negotiation
- Understanding the rules of engagement
- Small group negotiations
- Role playing real life situations
- The course instructor takes a practical approach to help the students develop an understanding of negotiation and develop successful negotiation techniques. Using instructions as well as role playing practice, you will participate in negotiations and observe others as they work to sharpen their negotiation skills.
Jim McGowen
It is instructed by Jim McGowen, a negotiation expert with more than 40 years of expertise. He is former President of the American Association of Professional Landmen and was selected last year by the Texas Independent Producers and Royalty Owners for the Texas Best Landman Award.
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Seminar Agenda
8:00 – 8:30 a.m. Registration and Continental Breakfast
8:30 – 10:00 a.m. Overview of Types of Negotiation In order to understand negotiation and develop good negotiation techniques you must understand the various types of negotiation. In this session we dive into:
- Defining the types of negotiation
- Learning key words to use and to avoid
- The importance of hearing what is being said
10:00 – 10:15 a.m. Morning Break 10:15 – 10:45 a.m. Negotiation Preparation: Requirements for Success - Know your objective
- Know what you should not talk about
- Understand the subject matter
- Think about possible objections
- Convince yourself that you can accomplish the mission
10:45 – 11:45 a.m. Too Far? Or Did You Leave Something on the Table? When and How to End the Negotiation - Setting realistic expectations
- Knowing when you have accomplished what is needed (knowing when to stop is as important as knowing how to negotiate)
- Timing
- Sequence
- Recognizing the signals: When and how to end the negotiation
11:45 a.m. - 12:15 p.m. The Aftermath - How do you know if you “won” the negotiation?
- What do you do when the negotiation is over?
- The follow-up
12:15 – 1:15 p.m. Group Lunch 1:15 – 5:00 p.m. The Nitty Gritty: Practicing the Art and Science of Negotiations to Enhance Your SkillsOur afternoon is spent diving into real life situations you have (or will) encounter in the field.
- Critique of a poor negotiation
- Analysis of a good negotiation
- Understanding the rules of engagement
- Breakout session: Group discussion and preparation
- Small group negotiations
- Entire Class Participation: Role playing real life situations
5:00 p.m. Fall Out! Negotiations and Boot Camp Ends
Venue
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Who Should Attend this Seminar
Right of Way Professionals; Landmen; Attorneys and Mediators; In House Counsel; Paralegals; Project Managers; Mineral and Royalty Owners; Executives and Managers
Prerequisites and Advance PreparationThis fundamental level group live seminar has no prerequisites. No advance preparation is required before the seminar.
Program LevelBasic level. This fundamental course begins with basic material and then proceeds to the intermediate level.
Delivery MethodGroup-live.
Hotel and Seminar Information
This one-day seminar will be held at the location listed below. The seminar will start promptly at 8:00 AM and will finish at 5:00 PM PM. The program includes continental breakfast, and lunch. Dress is business casual for all seminars.
Norris Conference Center618 NW Loop 410
Ste. 207
San Antonio, TX 78216
Telephone: 210-738-0040
View Seminar Location WebsiteBecause of the diversity of hotels found in the area, we will not be holding a block of sleeping rooms with one particular hotel.