Structuring a Deal: Negotiation Strategy & Technique Seminar

Structuring a Deal: Negotiation Strategy and Technique Seminar

Format: Education Events


Location: San Antonio, TX


Date: October 8, 2019


Time: 8:00 AM - 3:00 PM


Credits: 5.00 CEU & 1.00 CEU Ethics


Speaker: Marita G. Morris, CPL



AAPL’s 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 and 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 counter tactics, knowledge and tools that are easy to use and implement.



- Preview Project Example Negotiations – Past Deals

- Identifying Initial Project Financial Parameters

- Setting and Meeting Financial Goals

- Project Valuation – What is it Really Worth – Time and Money

- Understanding Engineering Terminology and Application to Value

- Things to Consider Prior to Negotiations – Initial Due Diligence

- Developing Negotiating Points from the Seller’s and Buyer’s Points of View

- Understanding & Identifying Project Risks

- Working the Problem = win-win Solutions for Success

- Price Factoring

- Negotiating Workshop



7:30 AM      Registration & Continental Breakfast

8:00 AM      Morning Session

                      - Assessment and Plan Development for Negotiation

                      - Group Exercise #1

                      - Setting the Tone for your Negotiation

                      - The First Steps in the Negotiation Process

12:05 PM    Lunch (not provided)

12:55 PM    Afternoon Session

                      - Breakout Exercise #2

                      - Other Negotiation Considerations

                      - What Makes a Good Deal and Contract

                      - Negotiations by Email or Text Message

                      - Personal Negotiation Styles

3:00 PM      Adjourn



AAPL Member




AAPL Accredited Student Member


Professional Development Assistance


Additional Information

PDF File:

Registration Form

Organizer American Association of Professional Landmen


Tue, Oct. 8, 2019
8 a.m. - 3 p.m.
(GMT-0500) US/Central
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