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

2015—2020年,中国石油公司参与了一个海外上游新项目开发的前期商务谈判过程,与国际石油公司A公司合作,同资源国展开了较为艰难的磋商。最终项目因资源国方面因素而搁浅。介绍了该项目的顶层设计和商务谈判思路,从技术开发方案谈判、合同模式谈判、联合作业协议谈判、框架协议谈判4个方面阐述谈判的具体方案和实际进展,剖析了多方博弈中的谈判策略和技巧。该商务谈判的实践案例为中国石油公司未来参与同类型新项目谈判提供了经验和启示。

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.