International Oil and Gas Resource Management Seminar, April 27-30, 2008; held in Libreville, Gabon

1. Negotiation of an Exploration/Production Contract IFP Training

7. Frameworks (1/5 ) SWOT Us Them Strengths Weaknesses Opportunities Threats

8. Frameworks (2/5) Objectives and Issues Complementary Divergent Objective Objective Issue n° 1 Issue n° 2 Issue n° 3 Issue n° 4 Issue n° 5 Issue n° 6

9. Frameworks (3/5) Value Scale Negotiation Issues Value scale of issues 1 2 3 4 Us Them

10. Negotiation Positions (1/4) Buyer PAI buyer PO PR Buyer PR seller PO PAI seller Seller

11. Negotiation Positions (2/4 ) Buyer PAI buyer PO PR buyer PR seller PO PAI seller Seller Possible Agreement Zone (PAZ))

12. Buyer PAI buyer PO PR buyer Seller PO PR seller PAI seller Restricted PAZ Negotiation Positions(3/4)

13. Negotiation Positions(4/4) Buyer PR PR 1 buyer (MAX) PR 1 seller (MIN) seller Negative PAZ

14. Frameworks (4/5) Informations Us Them Obtain Give Filter through Hide

15. Frameworks (5/5) Complete Scenario Framework Value of issues Us Them Technique Negotiation issue (Issue) Us Them Us Them Us Them Us Them (Issue) (Issue) (Issue)

16. Negotiation process Concessions and values of corresponding points (values of 3, 2, and 1) Techniques of structuring issues Circumstance and moments were concession intervenes Remarks Them Us