A SMART COMMERCIAL NEGOTIATION FRAMEWORK: DIGITAL INSIGHTS AND APPLICATIONS IN THE OIL AND GAS INDUSTRY

Commercial negotiation in the oil and gas sector increasingly requires analytically rigorous and data driven decision making, driven by persistent market volatility, tightening capacity constraints, and fragmented supplier information landscapes. These structural pressures make traditional negotiation approaches less effective and highlight the need for integrated digital capabilities. In response, this study develops a unified Software as a Service (SaaS)–enabled negotiation framework built around five core digital pillars: spend intelligence, spend optimization, inventory visibility, supplier capacity management, and digitally orchestrated negotiation workflows. Using a mixed methods research design that combines systematic literature review, comparative case studies, professional interviews, and quantitative modelling, the study introduces a mixed integer optimization model that formalizes negotiation trade offs across cost, risk exposure, collaboration strength, inventory positioning, and supplier capacity utilization. This model provides a structured mechanism for evaluating competing priorities and translating strategic intent into executable sourcing decisions.