XP Oil Corporation (XP) won the bid for building an oil pipeline for natural gas in the Orinoquia region of Colombia. According to previous experiences, the bottleneck for the construction was the delays in negotiating easements (rights to pass through the land) with the farmers and ranchers. Huge amounts of petroleum had been discovered in the region during the 1990´s but the company was new to the region. Other international companies had some years of experience for this type of negotiations, not only for building pipelines, but for prospecting geological studies, purchasing land for oil drilling, building roads and electric lines. XP carefully selected and hired fifteen experienced professionals for a team of land easement negotiations and was facing the challenge of setting negotiations policies and orientation to the group. A hired consultant conducted personal interviews with the team members. The case is a summary of his notes and perceptions about the negotiations culture in the region, as well as possible ways to deal with them. (The names are fictitious, but the case and data are real)

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Incae Business School

Ogliastri, E. (2019). XP Oil Corporation en la Región de Orinoquia (No. 31333). INCAE Cases. INCAE.