Negotiations Essay

| 2013 |

| EXPMAC 5694: Introduction to Negotiations

Instructor: Jean LoitzJanuary 20, 2013 |

| |

[incorportating negotiation THEORY into everyday practices, policies and procedures] |

An overview of how materials reviewed in Introduction to Negotiation can be applied to my everyday position as a purchaser and how I can use these tools moving forward in my carrier and upcoming negotiations. |

Canonbie is a mechanical, electrical, insulating and piping contactor that was incorporated in 2004. Our parent company is Aecon. We currently complete work in the oil & gas and mining industries. At present time we have 6 projects up and running both in Alberta and Saskatchewan. We purchase and arrange all transportation of goods, services and equipment through our home office procurement department.

As a purchaser for Canonbie it my obligation to procure goods, services and equipment at the best possible value for the company. This does not always mean the best possible price but the best combination of components to make it the most advantageous for our company. After completing this 2 day seminar I have a much better understanding of my own negotiating style. This will definitely allow me to modify where required in order to gain the most out of my future negotiations. I lean towards a more Integrative style of negotiating. I feel that going into a negotiation requires an understanding on both sides, should included trust, and that both sides should come out with positive outcome. I feel that finding the mutual benefit and continuing to build those lasting solid vendor relationships is what works best for me. I enter respecting the others side and declare and openness to the other party’s interests and concerns. In the past I have gone into negotiations prepared or so I thought. But after completing this course I have a much stronger idea of what preparing should involve. The 5 worksheets that were provided will become part...