About The Course

This is a two day training course that is aimed at providing professionals in the power and energy business with a comprehensive set of core negotiating skills. Negotiations take place in many situations e.g. among peers, manager and subordinate, company and trade unions, company and government. The skills learnt on this course will be useful in all of these situations. However the course puts a focus on the skills needed in commercial negotiations. A particular emphasis is placed on the relationship and negotiations typically carried out between client and contractor, vendor or the provider of services. A mixture of theory, examples and practical exercises are used, so that participants understand the principles and get an opportunity to try them out. The case studies used are real cases encountered in the power and energy industry.

Why Attend This Course?

Many technical experts in power and energy industries find it difficult to move out of their expertise areas and deal with commercial matters. Negotiating to optimise business value is a step further from their comfort zones. All too often negotiations are then left to finance personnel. They bring many strengths to the table but an understanding of engineering trade-offs is not one of them.


By attending this course, participants will add to their technical know-how a core competence in negotiation skills. They will thus become formidable negotiating opponents.

Who Should Attend

This is a course specially prepared for, and aimed at, middle-managers and technical and other staff who let contracts, but with limited previous exposure to negotiations, and who will need these skills in the near future.

Course Faculty - David Chalis

Dr. David Challis

Dr.David Challis has worked as a strategic energy and engineering specialist in major organisations for in excess of 35 years.

He holds Bachelors and Masters Degrees in Power Electrical Engineering (UNSW) and a PhD in Management (University of Melbourne – 1996). David co-authored an international text (“Patterns of Excellence”) with Professor Danny Samson of Melbourne University that describes managerial excellence (MANEX) and operational excellence (OPEX) in leading international organisations (refer

38766/Patterns-of-Excellence for further information).


David was employed by Shell Australia for 15 years in abroad range of international roles that included Strategic Change Manager, Business Development Manager and

Engineering Manager before working with the Australian Energy Sector Regulator in co-developing major reforms for the power generation, distribution and transmission industries. He has subsequently completed over 200 Power Industry consulting assignments with major organisations including:


  • Canadian Generation Authority – strategic business development advisor in relation to power generation
  • investments and major projects implementation
  • Spectra Energy Canada : Development of strategic contractor management frameworks to maximise ROI
  • and manage risk
  • SERF :Development of Power Utility and Energy sector Asset Management Roundtable
  • The Electrical Operating Authority Of Australia – development of Safety Management Schemes
  • Solaris Power – development of Asset Management Plan for 200MW expansion facility
  • Texas Energy : Realignment of Asset Management Plans (RCM, TQM, RBI) to meet global business demands
  • Petronas (Malaysia) – Design Reviews/eHAZOP studies for 400MW Gas Turbine Generating Plant
  • Gasco Abu Dhabi : Development of Electrical Engineering Masterplan and Asset Management Plans


David has completed assignments for the energy sector at all points along the value chain. Assignments include

independent review of major projects and development proposals, establishment of strategic contractor management

frameworks and acting as an independent agent for owners, operators, regulators and governments to assist them in

business development, service provider management and all aspects of operational excellence (OPEX).


Previous Participants Including the following world class organizations:

  • Duke Energy Shell Global Solutions
  • Hulu Energi ONWJ Origin Energy
  • Wilhelmsen Ship Management
  • Green Electricity Smart Energy
  • Energy Australia AGL
This training course has a limited attendance for up to 20 participants only. Sessions commence at 9am on all days, with short intervals at 10.30am and 3.30pm respectively. Refreshments will be provided in the short intervals. Lunch will be provided at 12:30pm for 1 hour. Sessions will end at 5pm on all days.

Unique Features with powerEDGE Training

• Pre-Course Questionnaire to help us focus on your learning objectives
• Detailed Course & Reference Manual for Continuous Learning and Sharing
• Practical Exercises & Case Examples to better understand the principles
• Limited class size to ensure One-to-One Interactivity
• Assessment at the end of the course to help you develop a Personal Action Plan