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Gary Montgomery is a petroleum landman. He says the strangest thing he ever has to do is communicate with people from very different cultures. "I have spent a lot of time working with Native Americans and dealing with different cultures," he says.

"We spoke the same language, but not having familiarity with how they saw the issues was a big sticking point. That gap in communications created a steep change in the learning curve. We all had to work harder to come to an effective agreement."

But working with people does have its upsides for Montgomery. "Being able to see those differences in the way we think, and being able to bridge that gap, is an accomplishment. When you have completed a job like that, it makes you feel good to know that everyone wins."

Of course, winning has its drawbacks. "The negative in this job is sometimes the sheer volume of activity and the time available to accomplish tasks," he says. "Of course, the best part -- being an integral part of the action which covers past, present and future -- offsets any negatives there may be."

The negotiations that Montgomery does are also a source of exhilaration and trepidation for him. He says they require large amounts of time spent researching and double-checking. "In the area of negotiating a business arrangement or contract, if you can't communicate clearly and effectively, your company or client is at a definite risk," he says.

"If I am to make a recommendation or decision that ultimately costs the company money or places it at risk, I better have access to all the relative facts and have comfort that they are timely, correct and complete."

Montgomery must also deal with the rise and fall of the market. "The oil and gas industry is one of cycles. In almost 30 years of experience, I can say this is simply the hardest time. You do what you have to do to keep the business working and you live knowing people will be affected by your decisions," he says.

"As a result, with every person you hire, you make a plan and work to improve the skill sets that will make them valuable to you today and if the worst case occurs, valuable to others in a down cycle. The landman of the future will have to continue and likely improve on being innovative and adaptable to changes in the marketplace."

Vickie Washburn is a petroleum landman. She says staying with the changes of the job has been tough for her, too. "The cyclical nature of the business, where it's good then bad, then good again, are nerve-wracking. We can watch the markets and almost predict what's coming by the rise and fall of prices, but it's still tough. You have to be smart to stay alive in this business."

But staying alive isn't all Washburn has managed to do throughout the course of her career. "Being a petroleum landman has opened up opportunities I probably would not have had otherwise. Opportunities to meet people and experience many different things. And as one of the handful of women in the field, I have a whole different perspective of how the business works," she says.

"Sometimes that gives me an edge. People don't expect me to be the sharp negotiator I am. It's the men who usually play hardball. Negotiating is interesting. You get people to trust you, then you make a deal that's win-win. I enjoy being able to do that."

However, Washburn does feel mixed emotions about the business. "It is a great business, exciting, entrepreneurial in spirit, you have the ability to make your mark in business. But it is perceived as a bad industry, which is difficult.

"When gas at the pumps goes up, it's our fault. When there are shortages, it is our fault. If we make money, then we are taxed to keep our profits from being too great. When we are suffering, it is too bad but no one feels bad or wants to give tax cuts or help to keep the industry from suffering," she explains. "It really is a controversial business."

Controversial or not, Washburn enjoys the work she does. In particular, she likes the research "and having a well come in. That is the best part. There really is no feeling like working so hard for something, and having it turn out right. I think it makes a difference.

"Without oil and gas, society as we know it would be very different. Imagine living in the Old West again," she explains. "Plus, the funds provided by our industry in taxes and donations by the companies and people that work in this field contribute greatly to many social programs. My work is important to a great many people."

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