Negotiation range
Map a current situation involving negotiation range; separate facts from assumptions and identify questions that need clarification.
All programmesEnergy & Commercial / PM-ENE-005
Commercial Negotiation in Energy
A practical programme in commercial negotiation in energy, connecting working concepts with team decisions and relevant workplace examples.
About the Course
This programme develops a working approach to commercial negotiation in energy in the context of commercial energy decisions. Participants move from understanding the main concepts to examining a case, testing alternatives and explaining a practical recommendation. The three modules focus on negotiation range, trade-offs and commercial terms. Examples are selected after the training brief so that they reflect the responsibilities and experience of the participant group.
Course Objectives
- Explain the role of negotiation range and identify the information required for a reliable assessment.
- Use a structured worksheet to examine trade-offs and compare reasonable alternatives.
- Identify assumptions, missing evidence and implementation concerns related to commercial terms.
- Prepare a comparison of price, delivered cost, value and risk for discussion with a transaction team.
- Translate the exercise into a workplace action plan with owners, review points and measurable progress.
Who Can Benefit
- Energy sales and procurement negotiators: apply negotiation range to their responsibilities through a guided case and a course-specific worksheet.
- Commercial managers preparing transaction mandates: apply trade-offs to their responsibilities through a guided case and a course-specific worksheet.
- Contract coordinators supporting term discussions: apply commercial terms to their responsibilities through a guided case and a course-specific worksheet.
Participant experience and learning needs are reviewed before the programme is confirmed.
Curriculum & Practical Work
Trade-offs
Compare two approaches to trade-offs; explain the expected benefits, limitations and information gaps.
Commercial terms
Develop an action plan for commercial terms; assign responsibilities and agree how results should be reviewed.
Learning Method
Short concept discussions, guided worksheets, group comparisons and instructor feedback, followed by a workplace action plan.
Educational programme. No professional accreditation is implied; specialist legal, engineering or tax advice requires qualified professionals.