Negotiating Successful LNG Sales
and Purchase Agreements
In this 2.5 day workshop, participants learn the practical skills required to negotiate successful LNG Sales and Purchase Agreements (SPA). The learning format is designed so that attendees, working in teams, practice and internalize the highly regarded “Getting to Yes” negotiating process by actually negotiating the terms of a realistic SPA for the sale of LNG from a new facility in the Republic of Sinbad, offshore Oman. Most of the workshop is devoted to team participation in practical negotiation sessions; however there will be brief lectures and video demonstration devoted to the process of negotiation, the commercial aspects of the LNG value chain, and the major commercial terms and conditions of an SPA, including the recently released AIPN Model LNG spot sales agreement. Instructors will provide coaching in advance of negotiation sessions and feedback sessions after each session. Teams will present the results of their negotiations at the conclusion of the workshop.