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Book Chapter

International Petroleum Negotiations: Successful Deal Making in International Exploration

By
Peter M. Kennel
Peter M. Kennel
Consultant, International Petroleum Negotiations Crested Butte, Colorado, U.S.A.
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Published:
January 01, 2000

Abstract

This chapter begins with a summary of the basic types of international petroleum exploration and production agreements. It then discusses those contractual issues likely to be of primary importance to the host government and foreign investor, and describes some of the unique characteristics of international petroleum negotiations. The focus then turns to a discussion of the process of selection and training of international petroleum negotiators, including those skills and traits needed to be effective. The chapter continues with a discussion of some tools, caveats, and other considerations involved in negotiating international petroleum agreements, including the importance of “negotiating” with one’s own management, the location of negotiations, the language used, differences between “relationship” and “legalistic” countries, the problem of corruption in the deal-making process, and finally the use/nonuse of “ploys” in international negotiation. The chapter concludes with observations on some trends in the area of international petroleum agreements.

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Contents

International Oil and Gas Ventures: A Business Perspective

George E. Kronman
George E. Kronman
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Don B. Felio
Don B. Felio
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Thomas E. O’Connor
Thomas E. O’Connor
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Mindy S. Kronman
Mindy S. Kronman
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American Association of Petroleum Geologists
ISBN electronic:
9781629810683
Publication date:
January 01, 2000

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