AAPL Structuring a Deal: Negotiation Strategy and Technique Seminar




George R. Brown Convention Center
1001 Avenida De Las Americas Houston, TX 77010-6035


February 12, 2019


8:00 AM - 3:00 PM


6.00 CEU


Marita G. Morris, CPL

More information can be found here


The Structuring A Deal: Negotiation Strategy and Technique Seminar is designed for land professionals involved in negotiating deals and contracts in the oil and gas industry.  This includes negotiations for oil and gas leases, surface agreements, rights-of-way, mineral acquisitions, farm-ins, trades, AMIs, assignments (producing and non-producing), and mergers and acquisitions.


Learn steps to prepare for effective negotiating, how to move through blocks and barriers in communication, overcoming issues that may arise, staying on target and getting more deals signed.  The course includes countertactics, knowledge and tools that are easy to use and implement.


Your instructor, Marita G. Morris, CPL, has over 32 years of experience as a land professional and has been actively negotiating for most of her career.  Marita’s training and experience delivers real-life situations, winning tactics for powerful negotiating, and insights into negotiating in the oil and gas industry.  



7:30 am – 8:00 am Registration


8:00 am – 12:05 pm Morning Session


Introduction to Course Curriculum


Lecture – Assessment and Plan Development for a Negotiation

  • Develop Your Vision for the Deal
  • What is Your Planned Outcome
  • What Do You Need to Know to Develop the Desired Deal Terms
  • What are Your Boundaries and Authorities
  • Why You Must Develop the Terms for Your Best Deal
  • Why You Must Identify Your Walk Away Terms – Know your BATNA
  • Why You Should Identify the Other Party’s Walk Away Terms


Break – 10 minutes


Group Exercise #1


Lecture – Setting the Tone for Your Negotiation

  • When, Where and How
  • The Power of Civility
  • The Power of Integrity and Trust
  • The Power of Pacing, Timing, and Breaks
  • When Should You Make the First Offer
  • Examples and Stories of Negotiations
  • The Seven Elements of Negotiation


Break – 10 minutes


Lecture – The First Steps in the Negotiation Process

  • How to Learn the Counterparty’s Perspective of Deal Success
  • How to Determine Who Owns the Decision for the Counterparty
  • Is Their Perspective Consistent With Your Planning Assumptions about Them
  • Do You Now Know How to Satisfy the Common Goals
  • Do You Need to take a Break to Adjust Your Planning Based on What You Now Know
  • The Quick Prep Spreadsheet to Prepare for a Negotiations in a Hurry
  • The Full Negotiations Preparation Worksheet


12:05 pm – 12:55 pm Lunch


Breakout Exercise #2


Lecture – Other Negotiation Considerations

  • How to Defuse Emotional Negotiations/Negotiators
  • Joint Problem-Solving
  • Barriers to Cooperation
  • Breaking Through Tough Blocks in Negotiations
  • What to Do if the Other Party is Not Bargaining in Good Faith
  • What to Do if You are at an Impasse – When Do You Walk Away


Break – 15 minutes


Lecture – What Makes a Good Deal and Contract

  • All Important Terms, Financials, Roles, and Obligations are Included
  • The Agreement is Organized and Easily Administered
  • The Parties Are Willing to Do Another Deal Together


Lecture – Negotiations by Email or Text Message

  • Should You Negotiate by Email or Text Message
  • What are the Risks
  • Are There any Benefits


Lecture – Personal Negotiation Styles

  • Is it Important to Know Our Personal Negotiating Style
  • What Can We Do with This Information
  • Steps to Improving Your Negotiation Skills
  • How to Negotiate when the Opposing Side is More Powerful – Understanding the Power in the Room


3:00 pm Course Concludes

Organizer American Association of Professional Landmen


Tue, Feb. 12, 2019
8 a.m. - 3 p.m.
(GMT-0600) US/Central
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George R. Brown Convention Center
1001 Avenida De Las Americas
Houston, Texas 77010