gas & lng contract negotiations

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GAS & LNG CONTRACT NEGOTIATION

7 – 9 December 2015 | Singapore

Expert Course Faculty:

Dr Ian Williams and Jeremy Gillam

Learn what others have said about this training course: ”Excellent” Legal Staff, PT. Pertamina Gas, Indonesia

“Learning with lots of fun” Analyst, PTT Public Company, Thailand

“Open my mind of the difficulty and the fun in negotiation” Ministry of Energy & Mineral Resources – Indonesia

“Important knowledge, fun, surprises” Vice President, Hoegh LNG

“The training was informative, challenging and enjoyable” Financial Analyst, Department of Energy, Philippines

“Good Real negotiation course” Corporate Planning, PT Pertamina Gas, Indonesia

“Interesting, fun and good experience” Engineer, Sabah Electricity, Malaysia

“Applicable immediately” Legal Counsel, PT Pertamina EP, Indonesia

“Challenging and reflects very real situation” Counsel, Chevron Indonesia

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Call us at +65 6741 9927 or email to [email protected]. For more information, visit us at www.petroedgeasia.net

GAS & LNG CONTRACT NEGOTIATION 7 – 9 December 2015 | Singapore

This world class training course is uniquely Asia-focused. It immerses course participants in a dynamic negotiation

process based entirely on real life Oil, Gas and LNG negotiating situations, many of which have been experienced

directly by the course Trainers. It targets professionals who are normally peripheral to major Gas and LNG negotiations

such as legal counsel, financial and engineering professionals, project leaders and senior management, any of whom

may be called in to play an active part in these negotiations whether by virtue of their skill sets or seniority level. We

supply focused pre-reading for each participant, which is essential to enable the participants to play a full role from day

one in this intensive, enjoyable and proven successful course. The course is intended for people who want their

professional contribution to major deal-making to count and places major business deal-making within contemporary

technical, commercial and political frameworks.

Course Design

The first day of this intensive course provides concise teaching sessions which explain the relevance of natural gas and LNG

in today energy mix and how these businesses work. These sessions identify the many agreements along the value chain,

explain vital risk mitigation and project evaluation procedures, and provide simplified explanations with examples of how

key terms work in both Gas and LNG Sales and Purchase Agreements. These sessions will equip you with a fundamental

knowledge of what really matters in these big negotiations and an ability to use the key terms in our new and highly

realistic negotiation exercise. You will learn, in three days, the factors for success in negotiating gas and LNG deals.

The course provides expert training on typical Gas and LNG terms and conditions as is necessary to enable participants to

engage in an informed manner in an actual negotiation and to understand the processes involved. The course relies

extensively on concise and up to date descriptions of both logistical and quantitative elements of the modern Gas and LNG

industry, including supply/demand and market pricing developments worldwide. The Trainers update the course on an

annual basis so it reflects real world macro-economic business conditions, and many elements of these conditions are

included in advisory notes distributed throughout the negotiation exercise.

The Negotiation Exercise

The practical highlight of the course is a completely new, major, gas and LNG sale and purchase negotiation based on a

realistic gas and LNG project. The negotiation involves a politically adept government, multinational and private oil

companies, a National Oil Company, the host country regulator, financial institutions and gas and LNG buyers, many with

conflicting (and shifting) agendas. Following intensive lectures which provide participants with a working knowledge of the

tools necessary to engage in the negotiation of gas and LNG sales and purchase agreements, the first day continues with

the course participants being formed into negotiating teams representing competing elements of the project. They will

have been briefed and pre-allocated according to their PCQs before arriving at the course. Each party will be instructed

throughout by detailed advisory notes which represent realistic

market and political developments. Regular dialogue will occur

between each team and the course Trainers acting as moderators.

The negotiation exercise reflects key points taught in the teaching

sessions taken from several real life case studies from the course

leaders’ personal experience. Participants will be set success criteria

and be accountable for explaining their approach and the extent to

which they achieved the criteria in presentations following the final

negotiation sessions. The Trainers will analyse and constructively

comment on their achievements.

CLICK TO WATCH THE TRAINING VIDEO FROM THIS COURSE

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Key Learning Points from this Course include the following:

Where gas and LNG contracts “sit” in the oil and gas value chains, what gas and LNG contract terms all mean; the differences between similar terms in pipeline gas and LNG contracts and the essential balance of risk and reward in agreements.

How to manage information overload, incomplete information and misleading information in the context of a sophisticated negotiation

How to use and negotiate key terms in the Gas and LNG Sale and Purchase Agreements used in real world negotiations

How to progress successfully through a competitive and demanding negotiation process and achieve negotiating closure of pro forma agreements.

How to construct effective negotiating teams to achieve optimum results when exposed to negotiating dynamics in practice.

Why any major gas or LNG agreement must be a balance of risk and reward, and identification of current market risks and possible structural changes

- Describing how and why an actual major deal went very wrong

- Worked examples describing five commonly used quantitative investment evaluation methods, plus two key

qualitative project evaluation methods

- Worked examples describing price calculation

- Explanation of current methods for accommodating fluctuating oil prices and market competition over long periods

Key risk identification – competing fuels, how “value” must be affordable in host markets, how key contract “re-openers” can help parties negotiate through tough economic times, major non-economic risk forecasting and risk management

Project feasibility, Negotiation practice and behaviour – why it is essential to;

- determine in advance if a potential agreement is possible or impossible;

- know/ calculate/make an informed judgement as to what the counterparty wants/needs;

- know what we want, what we can concede and the valuation of concessions by both sides;

- learn useful tips from other countries (Asia prices LNG differently from Europe or the US, for example)

- understand the world outside the gas/LNG contract

Real world appetite for long, medium and short term pipeline gas and LNG contracts, role of trading, incorporating contract optionality and the impact of globalization

Real life examples will be given from the wide personal experience of the course leaders. Learning point summaries will help the attendees grasp key structures

Who Should Attend This 3 day training course is targeted for the following professionals holding key positions from leading Gas/LNG companies and organisations in the related sectors. They are and not limited to:

Government Officials Legal Counsels/Advisors Negotiators Project Owners Project Managers Project Engineers/Planning Engineers Operation Managers Contract/Agreements Managers/Specialists Finance

Controllers/Managers Business Development Managers Corporate & Administration Professionals Buyers, Sellers & Distributors Traders Investors Lawyers Auditors

This course is equally suitable for energy professionals wanting a refresher in the sharp end of technical – commercial gas negotiations. CLICK HERE TO WATCH THE TRAINING VIDEO FROM THIS COURSE


http://youtu.be/jdhw-mGi0VQ




CLICK HERE

TO WATCH THE

TRAINING VIDEO

FROM THIS COURSE

3 DAYS COURSE AGENDA DAY 1 08:30 Registration & Coffee

09:00 Welcome and Course outline which includes a concise explanation of:

- Oil and Gas production chain and major outturn products

- Gas and LNG chains

- Key agreements associated with each part of the chains

- Outline presentation of fully termed Gas and LNG Sale and Purchase Agreements

09:45 Non-Economic Terms in both Pipeline Gas & LNG Sale and Purchase Agreements including:

- Key differences between Pipeline Gas and LNG contract terms

- Relative importance of different groups of contract terms

- Concise explanation of Pipeline Gas and LNG contract terms, focusing on those terms with greatest commercial impact

- Summary of terms used in the pro forma Okando Gas and LNG Sale and Purchase Agreements

10:30 Coffee

10:45 Economic Terms in Pipeline Gas Sale and Purchase Agreements including:

- Outline description of economic terms “portfolio” in each gas contract

12:00 Economic Terms in Liquefied Natural Gas (LNG) Sale and Purchase Agreements, including:

- Terms common to both Pipeline Gas and LNG contracts, but identifying key differences in their content

- Terms unique to LNG contracts

13:15 Lunch 14:00 Project Evaluation Criteria, focusing on the five

evaluation tools used in the Okando negotiation - Why these tools are so important - Need for a common investment “language” to

communicate with the world outside the negotiation - Transferring the “real world” onto spreadsheets

14:30 Negotiation Skills - How to prepare your negotiation strategy and route map - Importance of skill sets needed for a major negotiation - Why these negotiations will place major demands on your

organization, and the importance of team selection - Negotiation Dynamics and how to relate to your counter-

parties - What to expect – why these negotiations are so different - Description of the stages that major negotiations often

follow - What must happen after a successful negotiation

15:00 Tea – continues

15:15 Introduction to the Okando Negotiation exercise

For the Okando Negotiation exercise, course attendees will be placed in different teams. Each team must allocate roles to its members. Teams are expected to be proactive in deciding what they need to achieve, who they need to negotiate with, when to approach different counter-parties and when to use adjacent caucus rooms. The course leaders will visit each team regularly to assess progress and distribute briefs describing new developments throughout the exercise.

16:00 Okando Negotiation exercise commences 1730 Close of Day One (Descriptive handouts will be provided for all topics covered)

DAY 2 09:00 Okando Negotiation exercise resumes

10:30 Morning coffee

1245 Lunch

13:45 Okando Negotiation exercise resumes

15:00 Afternoon tea

17:30 Close of Day 2 DAY 3 09:00 Okando Negotiation exercise resumes

10:30 Morning coffee

12:45 Lunch

13:45 Final, wrap-up Okando negotiating session

14:15 Afternoon Tea

14:30 Presentation by each team of negotiation outcomes

16:30 Appraisal by Course Leaders

17:30 Close of course

Light refreshment will be provided with each refreshment break. Lunch will be provided.


http://www.youtube.com/watch?v=XXxoB0iWbhg




Your Expert Training Faculty Dr Ian Williams Ian is a chemical engineer whose career began as a combustion scientist for Shell Research Ltd. Moving on he became a

business advisor for Shell EXPRO successfully acquiring and negotiating several major natural gas liquid processing deals

in the UK North Sea. Ian continued in Shell International Gas developing what was then a new concept of short term

LNG sales internationally before locating to Peru to participate in the negotiation of a License Agreement with the

Government for the development of the giant Camisea gas field in the Amazon jungle. Returning to the U.K he set up his

own company, Williams & Associates, returning to Peru for two years negotiating gas sales agreements on behalf of a

major Peruvian/State power generator. Ian returned to the U.K

and continued marketing, advising and negotiating gas, LNG and

CBM agreements for a number of major multinational O&G

companies worldwide. In 2001 Ian was contracted to Shell in

China for four years as commercial project manager of a US$12

billion pipeline joint venture between PetroChina and Shell. He

represented Shell, Exxon Mobil, Gazprom and Hong Kong China

gas in the JV. Throughout his career Ian has conducted training

courses on commercial gas/LNG within and outside Shell Largely

as a result of his experiences in real life negotiations he along

with Jeremy decided to represent these in the form of a unique

training course targeting those potential participants normally

found on the periphery of major negotiations but who, from

experience often get co-opted sometimes at short notice to an

actual negotiation. This has resulted in the present course which

we believe is realistic, cost effective and unique in its concept

and implementation.

Jeremy Gillam Jeremy has extensive global oil and gas experience, leading international gas sales and LPG sales, transportation and

processing and joint venture infrastructure negotiations within the oil industry, as well as power station fuel purchase

negotiations. He has also set up an LNG trading company

and set up and ran an LPG business. He previously worked

for Amerada Hess and Suez, where he played a key role in

setting up and running Suez Global LNG, and previously set

up and ran the fuel supply side of Tractebel's global power

generation business (now part of the GDF Suez group)

involving substantial international work as well as M&A

advisory work in Finland, New Zealand and South Korea. He

is an experienced speaker and chair at international energy

conferences in China, Trinidad, the Middle East and Europe,

as well as the UK. He has participated actively in the

promotion of government/industry initiatives in the UK,

Hungary and China, such as European gas market

deregulation, offshore third party pipeline access in addition

to strategic gas negotiation and advisory work, and also

provides strategic business advice to new energy and energy

technology companies.

CLICK TO LISTEN TO YOUR COURSE TRAINER Video can view via YouTube.

Available on all smartphones, Apple & Android

CLICK TO LISTEN TO YOUR COURSE TRAINER Video can view via YouTube.

Available on all smartphones, Apple & Android





petroEDGE® delivers energy industry skills-based training courses in major cities around Asia, catering for every stage of your organisation’s development path. Since our inception, we have provided wide range of management development training, business strategy and technical skills training courses to over 100 leading international corporations and government establishments. Our growing client profile:

Almansoori Wireline Services (Thailand) Maersk Drilling PT Perusahaan Gas Negara

Arabian Bridge Company for Oil Services Maersk Oil Qatar PT PLN (Persero) Kantor Pusat

Asetanian Marine Pte Malakoff Corporation Berhad PTT Exploration & Production

Bangladesh Oil, Gas & Mineral Corp Malaysia LNG PTTEP International Limited

Bergen Group ASA Malaysia Marine & Heavy Engineering PTTEP Iran Company Limited

BG Exploration and Production India Malaysia-Thailand Joint Authority PTTEP Oman Company

BJ Services Company Middle East Media Chinese International PVD Offshore Services Co.

BP Exploration & Operating Vietnam Mid-Continent Equipment Group Pte Ranhill Engineers & Constructors

BP Exploration Operating Company MISC Berhad Rhodia Asia Pacific Pte

BP Indonesia / Singapore & Vietnam Mitsui Oil Exploration Co. Repsol

Brunei LNG MMS (Insurance Brokers) Royal Norwegian Embassy

Brunei Petroleum Murphy Oil Corporation Sabah Shell Petroleum Co

Brunei Shell Petroleum Co National Healthcare Group Sapura Energy

Cairn Energy India Pty Nations Petroleum (SE Asia) Sapuracrest Petroleum Berhad

Carigali Hess Operating Co. Newfield Peninsula Malaysia Inc. Sarawak Shell Berhad

Carigali PTTEPI Operating Company Nipon Oil Exploration (Malaysia) Saudi Arabian Oil Company

CGG Veritas (M) Oceaneering International Saudi Basic Industries Corp

Charnavon Petroleum Offshore Geo-Surveys Schlumberger Oilffield (S) Pte

Chevron Asia South Optimal Chemicals (M) Scomi Oiltools

Chevron Thailand E & P Optimal Olefins (M) Shell Eastern Petroleum

CNOOC PC Vietnam Shell MDS (Malaysia)

Cuulong Joint Operating Company PCPP Operating Company Shell Saudi

Det Norske Veritas (DNV) As Pearl Energy (Nam Conson) Sime Darby Plantation Sdn Bhd

Det Norske Veritas Pte PERMATA Singapore Petroleum Co.

Dof Subsea Australia Pty Permata - PMTSB SN Aboitiz Power

DPS Bristol (M) Pertamina Learning Center S-Oil Corporation

Esso Malaysia Berhad PetroEnergy Resources Corp. Talisman Malaysia

ExxonMobil E & P Malaysia Inc. Petrofac Malaysia Limited Tately N.V.

First Gas Power Corporation Petroleum Insitute of Thailand Technip Geoproduction (M)

Genting Oil & Gas Petroleum Well Logging Co. Teknik Janakuasa

Geomechanics International Petrolux Temasek Holdings Pte

Greatwall Drilling Company PETRONAS Holdings Tenaga Nasional Berhad

Halliburton Energy Services, Inc. PETRONAS Carigali Thang Long JOC

Hercules Tanjung Asia PETRONAS Carigali Vietnam Limited TL Offshore

Hess (Thailand) Limited Petronas Dagangan Berhad Total (China) Investment Co. .

Hoang Long Hoan Vu JOC PETRONAS Gas TOTAL E&P Indonesia

Intisari Oildfield Service PETRONAS Methanol (Labuan) Trans Thai Malaysia

Intra Oil & Services Bhd PETRONAS Penapisan (Melaka) Transwater API

Japan Vietnam Petroleum Compan Petrousaha Engineering Services Tri-M Technologies (S)

Kavin Engineering & Svcs Pte Petrovietnam Drilling & Well Services Truong Son JOC

Kebabangan Petroleum Operating Co. Powertium Marine UMW Standard Drilling

KUFPEC Regional Ventures (Indonesia) Premier Oil Indonesia University New South Wales

Lam Son JOC PT Halliburton Indonesia Vastalux

Lion Rig Builder Pte PT Medco E&P Indonesia Vinyl Chloride (Malaysia)

Lundin Malaysia B.V. PT Pertamina (Persero) Head Office YTL Power International Berhad





IN-HOUSE TRAINING SOLUTIONS petroEDGE® focuses on skills development in 3 main areas – Engineering, Management and Strategy for Upstream Exploration and Production Business. Our In-House Training Solutions Team offer a full spectrum of short courses, curricular competency based solutions that can be customised to your long term and short term business needs.

Types of In-House Programmes offered FUNDAMENTAL PROGRAMMES

Introduction to Exploration & Production Drilling Essentials LNG Fundamentals Introduction to FPSO CBM & Shale Gas Technical Fundamentals

TECHNICAL PROGRAMMES

Operations Geology (Level 2) Basin Analysis (Level 2) HPHT Well Engineering Deepwater Well Engineering Deepwater Well Operations Well Intervention

Well Integrity Management (Drilling & Production) HAZOP Assessment & Leadership HPHT Completions Techniques Well Operations and Maintenance Stuck Pipe Prevention & Fishing

Train-the-Trainer: Gas Processing Level 1 Train-the-Trainer: Gas Processing Level 2

MANAGEMENT & SOFTSKILLS PROGRAMMES Technical Report Writing & Presentation Skills Writing Standard Operating Procedures

EPCIC Contract Management Techniques Advanced Budgeting & Forecasting in Oil & Gas E & P Accounting Finance for Non-Finance Leadership & Team Dynamics

“TRAIN-THE-TRAINER” PROGRAMME

The "Train-the-Trainer" program has proven to be one of the most cost effective methods for embedding the process of delivering and facilitating crucial training programmes within your organisation in terms for sustainable skills and knowledge development. “Train the Trainer” programme and its specific deliverables provide in-depth concept knowledge, instructor training, and facilitation skills. This experience prepares select employees to become internal Program Leaders, licensed to teach internally. The internal trainer can play a critical role in developing and implementing programs that align the organization for success. This programme will be a carefully designed approach for sustainable and effective organisational improvement. The role-out will reflect the immediate on and on-going challenges faced within your organisation.

CURRICULUM DEVELOPMENT PROGRAMME SERVICES

With the constant changing of business environment and volatile economy, every company, big or small, needs to stay abreast of the rapidly evolving developments and acquire new competencies in order to stay competitive. Our key pool of trainers, industry experts and consultants are available to develop a Curriculum Development training programme to help you attain relevant competencies in the area that is most needed. To learn more, call us at +65 6741 9927 or email [email protected]






EARLY BIRD NORMAL petroEDGE recognises the value of learning in teams. Group bookings at the same time from the same company receive the following: 3 or more at 5% off 5 or more at 7% off 8 of more at 10% All other promotions including early bird are exclusive of the group discount.

SINGAPORE 7 – 9 December 2015

SGD 4,999 SGD 5,199

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GAS & LNG CONTRACT NEGOTIATION

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gas & lng contract negotiations

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