Negotiation and Pitching in Business Context

This assignment delves into the crucial aspects of negotiation and pitching within a business environment. It examines how Marks & Spencer leverages these strategies for success, focusing on their target audience, employee training, and pitch preparation. The document also analyzes the potential outcomes of successful pitches and identifies potential obstacles in implementation. A comprehensive understanding of competitive tendering and contract processes employed by Marks & Spencer is provided, including their request for proposal (RFP) procedures.

Pitching and negotiation skills

Table of Contents
INTRODUCTION...........................................................................................................................4
Lo1 ..................................................................................................................................................4
P1 Meaning of Negotiation .......................................................................................................4
M1 Rationale for negotiation procedure.....................................................................................5
D1 Evaluating the phases involved in negotiation procedure.....................................................6
Lo2 ..................................................................................................................................................7
M2 Application of the RFP procedures in context of an organisation........................................7
D2 Critically evaluating the competitive tendering and contract procedures ...........................8
Lo3 ...............................................................................................................................................10
M2 Examining the pitch process in context of an organisation................................................10
D3 Developing dynamic as well as creative pitch in order to achieve sustainable competitive
edge...........................................................................................................................................11
LO4................................................................................................................................................11
M4 Assessing the Potential outcome for a pitch.......................................................................11
D4 Evaluating the Pitch and post pitch outcome......................................................................12
CONCLUSION .............................................................................................................................12
REFERENCES..............................................................................................................................13

INTRODUCTION
Negotiation is defined that the abilities which is used by the manager or leaders in the
organisation for resolving the disputes or problems in systematic manner. Pitching refers to the
speech or act which intends to positively influence or motivates other person to execute some
specific task. Pitching is also considered to be as strategy which is adopted by the manager or
leader in an organisation in order to inspire employees to work for benefit of an enterprise.
Pitching and negotiations skills are very important in order to solve or eliminate the major
problems at workplace.
The project have focus on developing the understanding about the concept of negotiation
and pitching in context of marks and Spencer organisation. It also has focus on analysing the
procedures of negotiation. Report also emphasizes on identifying the way a company make
request for business proposal.
LO1
P1 Meaning of Negotiation
Negotiation is considered as the procedures in which the two parties facilities discussion
in order to reach some specific conclusion. It is recognised as an effective method of resolving
the conflicts in systematic manner. As in an enterprise, there are many numbers of employees
belonging to different cultural background, these workers have different values, working pattern,
belief etc. So, there are high chances of conflicts at workplace. It is required by the manager of
leaders in an enterprise to develop the negotiations skills, as this will assist them in identifying
appropriate solutions to the problems. Disputes have direct as well as significant influence on the
business performance and it also has major impact on the reputation of firm. Conflicts or
disputes at workplace might have great influence on the working environment as well as
relationship between employer and employee. These issues have direct as well as indirect effect
on the business operations and have potential to create big hurdles in accomplishment of
business objectives by an enterprise. Negotiation is the procedure which can be utilised by
manager or leaders for resolving the disputes between two or more parties. In negotiations, both
the parties facing the problems get an equal chance to share their issues, views and opinion
related to the subject matter. The main advantage of this method is that by utilising this
procedure, parties can resolves their conflicts without going to the court and also in confidential
manner. Negotiation is considered as less time and cost consuming activity.

In this process, both the parties are bounded by terms and conditions in the contract
which is signed after the discussion. It is required by the manager in M&S Company to develop
the negotiation skills, as this will help them in creating as well as maintaining peaceful
environment in an organisation. In addition to this, manager or leaders in an enterprise is
required to develop the pitching abilities as this will assist management in motivating workers to
improve their performance and increase their participation in several business functions.
Negotiation process also helps parties in maintaining the strong relationship between them and
developing mutual trust or understanding. It also assists management team in making suitable as
well as quick decision.
Negotiation is very important ability which is needed to be possessed by each and every
worker as it assists in coordinating with other workers for making a certain operation very
effective in approach.
M1 Rationale for negotiation procedure
Negotiation is considered as very cost efficient as well as effective process which is
generally used by all companies in order to deal with complex situations. These skills are
generally used by manager or leader in an organisation for avoiding misunderstanding as well as
conflicting situation at workplace. There are high chances of disputes at workplace, as an
employee within an enterprise belongs to different cultural background and have their own
values, beliefs, opinions etc. Conflicts within an organisation have direct as well as significant
impact on the reputation of firm and also on the business performance. Therefore, negotiation is
considered as an effective technique which helps manager or leaders in developing as well as
maintaining the peaceful environment within an enterprise. Negotiation procedures involves
several phases which assists negotiator in analysing the problems faced by the parties and also
assist them in identifying the appropriate solution to the problems. There are mainly three phases
included in the negotiation process such as:
Preparation stage-
At this stage, the parties facing the problems or commercial disputes are required to
identify their problem. In this phase, it is required by the negotiator to gather entire information
about the issues faced by the parties. As this strategy will assist negotiator in identifying the root
cause of conflicts which is very important in order to reach appropriate solution. After the

accumulation of all relevant facts and figures, negotiator should analyse the same. As these
tactics will help parties in ensuring fair decision.
Phase of opening
It is also recognised as introduction stage in which the parties facing the problems
facilitate discussions and take high initiatives in order to develop mutual understanding between
them. Both the parties also put all the efforts' in order to reach mutual agreement.
Bargaining stage
At this phase, both the parties have some expectations and each party wants to gain the
benefit from the agreement. It is required by the negotiator to make the decision or judgement
considering the interest as well as benefits of both the parties.
Closure stage
It is also recognised as the ending stage of the negotiation procedure in which the almost
parties reach to the conclusion and decision are finally made by the negotiator.
Rationale for negotiation process is that it helps in ensuring that solutions are reached
based on principles.
D1 Evaluating the phases involved in negotiation procedure
The negotiation process includes several phases which are required to be executed in
order to resolves disputes at workplace in systematic manner.
Preparing:
It is the intimal stage in which the all the information or data has to be collected by the
negotiator in order to help parties in reaching to the appropriate solution. This phase assists
negotiation in identifying or analysing the expectations of the parties related to the subject matter
of conflicts. At this phase, it is required by the parties in disputes to choose the criterion for
resolving the conflicts. Parties facing problems should analyse the the advantages as well as
several disadvantages of utilising the negotiations procedures for resolving the issues and finding
the appropriate solutions. In this stage, negotiator act as the communicator between parties. As
all the messages are communicated indirectly through the support of negotiator.
Opening:
At this phase, the negotiators encourage the parties to facilitate meeting and make
discussion related to the problem. In this phase some principles or rules are set by the parties by

themselves in order to reach to the conclusion .each party get the chance to share their views,
problems and opinions related to the subject matter.
Bargaining:
It is recognised as significant stage where both the parties where both the parties are
much interested in gaining the benefits. At this face the environment where the discussion
between the two parties takes place might get intense and lots of arguments might take place. In
addition to this questioning as well as explanation can also be the part of discussion between two
parties. The degree or level of leniency is the based on the chance or an opportunity other party
is ready to negotiate. Improper arrangement for negotiations can lead to increase in
complications in the case and might give rise to other issues between the parties. It is required by
the negotiators before allowing the discussion between two parties in disputes top maker proper
arrangement for discussion. Negotiator should also make some plans, strategies or tactics for
handling as well as managing complex situations which might take place during the negotiation
process.
Closing:
It is considered to be as final phase, where the parties facing the disputes reach to the
conclusion and form the mutual agreement. In this stage final judgement is announced by the
negotiators. After the completion of the negotiation procedure, it is important for the parties to
comply with all terms and condition in the contract in order to avoid legal obligations.
LO2
M2 Application of the RFP procedures in context of an organisation
RFP stands for Request For Proposal is recognised as a formal document which consists
of proposal which is developed through a procedure of bidding by an enterprise. This procedure
is conducted by an organisation when business entity needs resources. An organisation is
required to prepare as well as present business proposal for acquiring the resources or raw
material from suppliers.
The following formal process is implemented by the management team in M&S for
presenting proposal to suppliers or creditors:
Project planning stage: At this stage, the manager in an organisation determines the need of
type of resources, on the basis of which business proposal is designed. In the phase, the decision
is made by the management on the basis of the determination of scope of the projects. Project

planning stage also involves identifying the way several business strategies can be aligned with
the proposal in order to achieve desired outcome. Project plan also consists of time and
preparation of budget which is required to acquire resources.
Drafting phase: At this stage, the business proposal is drafted or recorded in proper format in
order to make document presentable. The business proposal here consists of background
information as well as time schedule of the project. This formal document also includes specific
terms as well as conditions in the form of contract or agreement which is required to be
considered by both the parties.
Issuing the request for proposal: This phase involves distribution of the proposal to the parties
or stakeholders. At this stage written request for providing the quick response is made by an
organisation top other parties such as suppliers or creditors. In case of some doubts, the supplier
can ask question to manager in an organisation. It is required by the parties to clear their doubts
as well as misunderstanding at this phase in order to enter into a valid contract. As such types of
confusion can give rise to the disputes between the parties which might have negative effect on
their relationship.
Reviewing proposals and awarding contracts:
This phase includes scores related to the request for proposal. At this stages, it assumed
that all the queries are resolved and then final offer is presented by management to the parties or
stakeholders.
Bid form, specification or detail related to the drawing, charts, timelines and breakdowns
etc. are recognised as the certain types of legal documents which are important in order to
prepare and present business proposal in appropriate manner. It is required by an individual to
follow all the rules, terms and conditions in the contract or agreement. A party who fails to
perform their task as per the agreement might have to face legal obligations.
D2 Critically evaluating the competitive tendering and contract procedures
Competitive tendering is defined as the procedure or activity which is executed by an
organisation for acquiring the goods or services from the suppliers. In competitive tendering
procedure, a formal invitation is prepared as well as presented by the management to the
suppliers of the company in form of proposal.

The suppliers who offer the lowest price to an organisation for purchasing the goods are
provided the tender. Competitive tendering is lengthy process which consists of the various
stages these are:
Advertisement for tender:
It is required by marketing manager in M&S Company to prepare the formal
advertisement to communicate the detail information about the tender to the public. At this phase
tenders are invited from the public with the help of media.
Demonstrating the interest:
It is required by an individual to follow certain formal procedures for registering the
request with an organisation. This registration leads to the update of the events regarding special
tenders.
Participating in the event or session especially organised for tender:
It involves participating in the events or programmes organised by an enterprise related to
the inviting of tender. During such sessions, all the related information is discussed and every
participant is provided an opportunity to clear their doubts or confusion by asking the questions.
Creating the response strategy:
It is required by manager in an enterprise to formulate an effective strategy .As this
tactics will help management in ensuring effective bidding procedures and fulfilling the nee of an
event. It will also assist manager in providing the suitable response to the complex situations
which might arise during the bidding process. An individual is required to prepare the flexible
budget which should include detail about the investment which will be made on organising the
process for inviting tender.
Writing a compelling bid:
It involves drafting a formal proposal for inviting the tender. At this phase, different
activities take place such as planning, preparation as well as recording of document etc.
Presenting the bid:
It is required by bidder to present lowest bid , as it increases the chances of gaining the
contactor. The bidders are need to make presentation in front of panel members .It is very much

important for an individual to ensure to develop the understanding as well as gain knowledge
about the terms and condition.
Recommendation or suggestion related to the effective tendering is that it is required by
management in an organisation to formulate suitable strategies for organising the process for
inviting tender (Fletcher,2018). An individual should thoroughly review bid before presenting
the bid.
Lo3
M2 Examining the pitch process in context of an organisation
Pitch is the defined as the content or speech which is included in business plan .The
evolution of a perfect or effective pitch begins with the reviewing of the specific business
plan thoroughly. The central or important constituent which are included in the summary are
written in the pitch (Belinsky and Gogan, 2016) . The objective of preparing the pitch is to
present the ideas and intention of the business or the product.
Pitch procedures includes the various phases:
 It mainly involves the short or lengthy discussion on present condition and also the
analyses of several macro environmental components which have impact on business.
Pitch procedures mainly concentrates on the competition in an industry and plans or
strategics used by the rivalries for entering into the market.
 At this phase manager in an enterprise is required to provide demonstration about the
way marketing plans or strategies created by them will help in driving towards
accomplishment of business objectives.
 It is essential for manager to determine the way different functional unit contributes in
improving business system.
 Closing the pitch by writing a note which show the excitement of employees for the
growth of Marks and Spencer.
D3 Developing dynamic as well as creative pitch in order to achieve sustainable competitive
edge
MARKS AND SPENCER

PITCH DOCUMENT
Overview of an
organisation
Marks and Spencer company is recognised as British transnational
enterprise which offers variety of goods or services such home
products, fashion and other luxurious products to consumer.
Purpose of Advertisement
campaign
The important purpose of ad campaign is to attract large number of
potential customers. Other objective is to influence people for
buying the product.
Target Audience Business entity has planned to target people of age group of 15 to
35 years.
essential things to be
presented
“ anyone can have us” is the highlighted statement that will be
utilized by the employees marks and Spencer for pitching among
the audience (Keinonen, 2016.).
Planning the board Human resources' manager in marks and Spencer is planning to
recruit talented , competent and highly skilled workforce.
LO4
M4 Assessing the Potential outcome for a pitch
The potential outcome of the pitch is that an organisation gain the strength to attract more
number of customers. It also supports firm in gaining the competitive advantage in the market
and also allows business entity to maintain good position in an industry. The potential outcome
of the pitch is that such procedures supports an organisation in increasing the customer base band
increasing the sustainability in the market (Cremades, 2016) . It also allows company to retain
profitable customer for long time. Market campaign provide firm an ease in reaching to the
target audience and influence them to buy goods or service offered by an enterprise. It also helps
business entity in increasing the demand for their product.
D4 Evaluating the Pitch and post pitch outcome
The speech or pitch is prepared by the manager in a marks and Spencer organisation
after the depth analysis of market environment. The other factors such as income level of

customers , social status , trends etc . Are considered by management team before designing the
pitch. It has been the evaluated that lack of resources, can create major hurdles in developing
the pitch. In addition to this funding can also be the major issue related to the organising the ad
campaign Are many other obstacles which can occur and one might not be prepared for it as the
theoretical plan is very different from the practical implications (Badger, 2016.). It is required by
the manager in an organisation to make suitable plans and take appropriate action in order to
manage risk.
CONCLUSION
Report has concluded that negotiation is very useful as well as an effective procedure
which can be used by manager for resolving different business problems. It has also been
concluded from the project that negotiation is time consuming procedure. Negotiation helps the
parties in developing the understating with each other. Study the has described both pitching as
well negotiation procedure in great detail. It has also highlighted the Importance of same in
context of the organisation. Assignment has also explained the Competitive Tendering and
Contract Process .It has provided the detail information about the way marks and Spencer
company makes request for proposal.
REFERENCES
Books and Journal: