国际石油经济2024，Vol.32Issue(4)：80-85,6.
海外油田新项目商务谈判策略实践与启示
Practice and insights of business negotiation strategies for new projects in overseas upstream oilfields
屈平 1蒋满裕 1韩涛 1陈奇峰 1吴春岚 1高超1
作者信息
摘要
Abstract
In 2015-2020,a Chinese oil company participated in a pre-commercial negotiation process for a new overseas upstream development project,partnering with an international oil company A,and took a quite difficult negotiation process with the resource country.In the end,the project was stranded due to factors from the resource country.The paper introduces the top-level design of the project and the idea of commercial negotiation,describes the specific plan and actual progress of the negotiation from such four aspects as negotiation of technology development plan,negotiation of contract model,negotiation of joint operation agreement,and negotiation of framework agreement,and analyzes negotiation tactics and techniques in the multi-party game.The practical case of commercial negotiation provides experience and inspiration for Chinese oil companies to participate in the same type of new project negotiation in the future.关键词
商务谈判/海外油气业务/新项目开发/技术开发方案/联合作业协议/框架协议Key words
business negotiation/overseas oil and gas business/new project development/technology development program/joint operation agreement/framework agreement引用本文复制引用
屈平,蒋满裕,韩涛,陈奇峰,吴春岚,高超..海外油田新项目商务谈判策略实践与启示[J].国际石油经济,2024,32(4):80-85,6.
