A critical competency for career advancement is developing strong negotiation skills. This one-week, in-person course provides students with a solid foundation to navigate highly complex commercial negotiations.
Developed and taught by an industry expert in commercial negotiations, students will learn how to draft negotiating and stakeholder management plans, complete essential background work on the counterparty, set up the negotiating team and develop negotiating tactics.
Learning will be enhanced with the use actual case histories and class exercises such as developing a negotiating plan and conducting negotiations. Upon completion of this course the student can actively participate in commercial negotiations as a team player.
Key Learning Objectives:
- Become proficient in the development of negotiation and engagement strategies, mapping key stakeholders, building successful negotiating teams and managing those teams
- Understand the significance of commercial negotiations in shaping economic success in major capital projects
- Identify and understand the key value drivers in commercial negotiations and their impact on project economics and project maturation
- Master common tools, analysis and thought processes to participate in commercial negotiations
- Study the global implications around commercial negotiations including cultural impact and guiding legislation governing transactions
Who should take this class?
The class is designed for high potential professionals who have had at least 5 years of experience in projects where commercial negotiations have been a component. Attendees should understand project economics and commercial project drivers.
- Mid-career to senior professionals involved in any form of commercial negotiations
- Technical and non-technical professionals such as attorneys, economists and managers who seek to understand the impact of commercial negotiations on their business or projects
- Professionals who aspire to lead commercial negotiating teams
Schedule & Location
Monday, September 16 - Friday, September 20, 2024. Full agenda to come.
Denver, Colorado: CU Denver Business School, 1475 Lawrence Street, Denver, CO 80202
The course is designed to assure instructional and social engagement, among participants and instructors. The week long session includes breakfast and lunches throughout the week. The program concludes with a celebratory happy hour Thursday and lunch following the final classroom session on Friday morning.
About the Instructor
Wayne Ackerman has more than 30 years of experience in the upstream exploration and production sector and major capital project development, including LNG. He worked as an exploration geologist (sub-Sahara Africa, onshore Gulf Coast) with Phillips Petroleum Company where he was an early developer of tight gas assets. Wayne spent five years with Schlumberger where he developed a new product line based on 3D speculative seismic data. He then joined Shell where he held a wide range of global assignments focused on LNG in supply chain and commercial project development. In 2014 he joined Saudi Aramco, where he developed the International Gas Strategy which was sanctioned by the Board.