Negotiation Skills for Surface Land Agents (PSL®)


  • December 08, 2016 from 8:30am to 4:30pm


This seminar is for the surface landman looking to improve negotiation skills to meet negotiation objectives.

NOTE:  There is a 15 - 20% overlap in material between Negotiation Skills for Surface Land Agents and Constructive Conflict Management.


This seminar will examine the common struggle we often experience between meeting our substantive needs in the negotiation while maintaining or improving the working relationship.

A review of the impact our "mindset" and "assumptions" have on the way in which we interact with the other party during a negotiation.

A review of traditional "Positional Bargaining" and a comparison with the more effective "Interest Based Negotiation".

Introduction and explanation of a template format which can be applied to prepare for the negotiation, provide structure during the actual negotiation and provide an evaluation tool for the session debriefing.

An examination of the elements contained within the negotiation, which include:  Alternatives, Interests and Concerns, Options, Benchmarks, Standards and Commitment.

Strategies for dealing with aggressive and more difficult negotiators and tools for addressing that behaviour.

This workshop also provides a number of interactive industry related negotiation scenarios during the day that allow the participants an opportunity to apply the skills learned during the early stages of the workshop.

Registration Fee includes beverages and snacks.


Gary McDougall

Gary has 25 years of policing experience in which he has gained valuable experience in the area of communicating in conflict and dealing with difficult people.  He has spent 8 years as a Hostage/Crisis Negotiator with the Calgary Police Service, 6 years as a Training Coordinator for all police conflict resolution in Calgary and has been a Presenter/Facilitor at the FBI Training Academy in Quantico, Virginia.  Gary is currently a trainer and facilitator with Conflict Solutions.

CAPL Credits: 6 Credits
AAPL Credits: 6 Credits
Fee: CAPL Member $350 plus GST
  Non-Member $450 plus GST
This course has been Cancelled.