Corporate Training Programme
(Five or Ten Days)
This interactive course will analyse how best to negotiate successful agreements or contracts from a commercial perspective. It will include practical negotiation skills and interactive exercises. This course is suitable for anyone wishing to learn about contract design and/or negotiation.
After completing this course, students will have acquired an overview of the structure and content of energy agreements and contracts.
Who will benefit?
Company executives, government and parastatal officials involved in preparing, negotiating or implementing energy contracts, the regulation or commercial management of energy enterprises, or negotiating contracts of any type in the energy sector.
No previous experience is needed.
1. Overview of National Energy and Utility Markets
2. Legal and Regulatory Framework and Contract Design
Legal Framework; Regulatory framework (general principles, licences, system access and congestion management, tariff design); Contract design (general principles, contractual frameworks)
3. Structure of Energy Agreements
Sector structures and agreements (Power Purchase Agreements, Gas Sales Agreements, transportation agreements, take or pay agreements, structure of long term contracts, power purchasing); Standard terms and conditions; Dispute resolution and renegotiating contracts
4. Analysis of Case Study Agreements
Country case studies; Detailed example agreements and contracts; Case law
5. Negotiation Theory and Practice
Negotiation process; Negotiations and conflict management styles; Art and science of persuasion; Personal negotiation competences and preferences; Preparation; Understanding interests of all parties; Claiming value to creating value; Winning, losing, compromise and consensus; Leaving value on the table; Creating common ground; Team composition; Recognising and managing potential conflicts
Read the Terms and Conditions before booking.