Partnerships and Alliances: Experiences and Lessons Learned
2000. "Partnerships and Alliances: Experiences and Lessons Learned", International Oil and Gas Ventures: A Business Perspective, George E. Kronman, Don B. Felio, Thomas E. O’Connor, Mindy S. Kronman
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This paper provides a general introduction to the evolution and nature of alliances in the international exploration business. There is a particular focus given to the key principles that are needed to underpin a successful alliance, especially the nature of the behavioural style required from the participants. The assertion is made that these behaviours run counter to our industry’s history and experience. Change is therefore not easy to achieve or to maintain. There are however examples from the project and technology fields that show attitudes are changing and there are also grounds for encouragement in new oil company/service sector relationships; however both in this field and in that between the private sector and the national oil companies, there is further scope to capture the benefits that would flow from the successful application of a collaborative alliance model. This remains a challenge and a potential prize for the future.
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A “one-stop” business view on how to succeed in international exploration and production. Success in the international upstream arena requires more than the technical ability to find oil and gas. Relationships with governments and people, mutually beneficial contracts, workable strategies, and implementation plans are necessary to build strong, mutually beneficial, and profitable ventures. Key components that drive exploration and production in the global environment are examined. Specific topics include negotiating for success, contracts, the role of technology in international strategies, cross-cultural relationships, alliances, and international upstream financing. Authors from around the world, representing industry, governments, national oil companies, consultants, and academia, contributed their perspectives. Views are provided from both sides of the negotiating table, the corporate boardroom, the resident manager, the explorationist, the businessman, and the theoretician. Geoscientists, engineers, and negotiators, who are, or would like to be, involved in the global energy business will find this collection an important reference.