Practice and insights of business negotiation strategies for new projects in overseas upstream oilfields
In 2015-2020,a Chinese oil company participated in a pre-commercial negotiation process for a new overseas upstream development project,partnering with an international oil company A,and took a quite difficult negotiation process with the resource country.In the end,the project was stranded due to factors from the resource country.The paper introduces the top-level design of the project and the idea of commercial negotiation,describes the specific plan and actual progress of the negotiation from such four aspects as negotiation of technology development plan,negotiation of contract model,negotiation of joint operation agreement,and negotiation of framework agreement,and analyzes negotiation tactics and techniques in the multi-party game.The practical case of commercial negotiation provides experience and inspiration for Chinese oil companies to participate in the same type of new project negotiation in the future.
business negotiationoverseas oil and gas businessnew project developmenttechnology development programjoint operation agreementframework agreement