Negotiation Strategies and Techniques

This assignment delves into the world of negotiation, examining essential strategies and techniques used to reach mutually beneficial agreements. It covers topics such as preparation, communication, bargaining power, conflict resolution, and the influence of psychology on negotiation outcomes. The provided text sources offer insights into diverse applications of negotiation, ranging from online gaming interactions to professional contract negotiations in sports and procurement. Students are encouraged to analyze these examples and synthesize their understanding of effective negotiation principles.

Pitching and
Negotiation Skills

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1 .........................................................................................................................................1
P1. Negotiation; the reason it occurs and its key stakeholders for the process to commence...1
M1. Presenting a concise rationale for negotiation process along with steps undertaken in the
process.........................................................................................................................................2
D1. Evaluation of steps of negotiation process and issues which can arise................................3
TASK 2............................................................................................................................................4
M2 Implement RFP process in M&S, outline key documentation needs and consequences of
breaching the agreement terms....................................................................................................4
D2 Evaluate competitive tendering and process of contract also make recommendations for
accomplishing a successful tender with minimum risk...............................................................5
TASK 3............................................................................................................................................5
M3 Examine the process of pitch in an company, evaluate ways to maximise chances of
successful pitch...........................................................................................................................5
D3 Creative and dynamic pitch both are persuasive as well as concise in meeting a sustainable
competitive edge.........................................................................................................................6
TASK 4............................................................................................................................................7
P6 Potential results of a pitch......................................................................................................7
M4 Ways in which M&S can fulfil their post-pitch obligations, highlight potential issues.......8
D4 Evaluate post pitch and pitch results to determine risk management and potential risk.......8
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10

INTRODUCTION
In the present scenario, Pitching is an appropriate function for encouraging people for
achieving better outcomes as well as development in working in an effective way. Negotiating
skills is a main power of bargaining within more than two persons. Enterprise is producing
services as well as products for selling them, it is highly important to have the skills of pitching
and negotiating (What is Negotiation?, 2016). These are required at a higher level for winning of
new agreements on agreeable terms. This assignment is based on Marks and Spencer which it is
a retail organisation that provides quality of products and services to their consumers for
achieving desired outcomes. Through using this skills firm can achieve better place within a
market. In this report, documentation consider it as a main contact as well as tender.
Additionally, effective pitch need a proper frame to achieve better competitive benefits to
complete a positive image of brand within a place of market.
TASK 1
P1. Negotiation; the reason it occurs and its key stakeholders for the process to commence
Process of negotiation is in which two or more persons agree on same statement for
properly settle down their issues. It is also considered as an effective approach which is used
while purchasing services as well as products (O'brien, 2016). Through this skills it aid in easily
achieving of proper results along with that make an effective process of buying. Additionally,
there are some effective factors which are utilized by people while communicating with others.
Through the same, they can easily maintain relations as well as eliminate disputes raised among
them in a proper manner. Some reasons which take place during the process of negotiation are
given as below:
 Eliminating conflicts: It is an appropriate process of enterprise in which manager has to
face different challenges which create chances of growing conflicts (Anable and et. al
2017). This type of problem is developed while performing activities of Marks and
Spencer. Hence, it is necessary for company’s managers to analyse properly and assess
for eliminating disputes in an effective manner. With the help of same, organisation
improves the level of performance by achieving positive outcomes.
 Create a situation of win-win: Each persons are having their specific opinions and views
at a working environment which may aid in increasing chances of achieving positive
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results. It is compulsory for the person who is negotiating to analyse as well as locate the
conditions in an effective way which assists in achieving objectives and goals for making
a situation of win-win.
Build-up of respect: In any organisation, members of staff prefer to take and give respect from
workers as well as supervisors. By this, positive environment can maintain within company.
Continuously eliminating of disputes will help Marks and Spencer in achieving objectives and
goals in a proper way (Stanco and Kosobudzki, 2016). Long term relations in between workers
as well as managers are maintained by management of M&S by using the process of negotiating
in an effective manner.
 Different mind-set: It has analysed that organisation workers work with various sets of
mind. Hence, it arise the possibilities of disputes as well as Marks and Spencer both PA
and manager having a communication for increasing the pay scale where they both had
given a reviews which are very different from each other. As it can create problem which
is difficult because manager have to take proper decisions on time so that it will aid in
eliminating disputes (Baber and Ojala, 2017).
Hence, negotiation is used at each level of Marks and Spencer. Problems can be solved of
both workers as well as managers which assist in achieving the set targets. By using this, positive
workplace should be maintained at the right time.
M1. Presenting a concise rationale for negotiation process along with steps undertaken in the
process
Rationale in the process of negotiation stands crucial otherwise this may get a little messy
and unreliable. The rationale behind negotiation defines set of reasons which are undertaken for
this particular course of action. Negotiation helps in overcoming of complex situation and
problems encountered by a business in a logical as well as productive manner. It has been
identified that negotiation skills are very important when it comes to run a business in the market
( Wiener, 2017). The amount which has been lost by business aggregately stands at 9 million in
the economy of United Kingdom. The development of negotiation mind-set helps in ideal
dealing with difficult situation related to clients and employees. The creation of win-win
situations assure that everyone feels that the deal which has been undertaken is a good one.
Relating to the case study, manager have been able to retain one the valuable employee within
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organisation and at the same time change to the codes of practices which are formulated by the
management. Here are given the process in brief:
 Preparation: Before negotiation they should be aware of disputes. They are negotiating
with persons as well as their perception of expecting conflicts.
 Engaging other group at a negotiating process: once strategies and plans are developed
it begins while defining a rules and procedure of ground.
 Accomplishing the process of negotiation: First positions are exchanged both will
explain justify, bolster, clarity and amplify their real demands.
 Formulation of some alternative plan: It is an real process as well as has a contract in
an effective bargaining (Belinsky and Gogan, 2016).
 Implementing: Formulation of negotiating a process is a agreement which work out and
develop and process that is important for monitoring and implementing.
Therefore, Marks and Spencer outline this procedure in achieving effective results along
with that it aid in reaching of targeted projects.
D1. Evaluation of steps of negotiation process and issues which can arise
It has been defined that negotiation stands crucial within an organisation as occurrence of
conflicts in business enterprise are regular. It defines the procedure which helps in overcoming
situation of conflict in an organisation ( Grice and Krull, 2007 ). Various issues which can arise
in retail organisation such as Marks and Spencer are as follows:
 There can be situation of conflict amongst two parties, team or groups.
 There can be conflict of interest between employees and employer.
 It is the perception that negotiation will be helpful in reaching a decent outcome.
The various stages which are undertaken while dealing with a conflict situation are as
follows:
 First step in negotiation process involves Preparation which focuses on understanding of
the situation and perception of people involved (Bodily and et. al., 2017).
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(Source: Process of Negotiation, 2017)
 Second step focuses on forming ground rules of strategy which is to be undertaken. The
proposals between parties will be exchanged in this process.
 Justification in this step focuses on demand by which they are looking forward which are
concerned by an individual and their arrival at initial demands (Canick, 2014).
 This is the most crucial step which focuses on the actual negotiation process. For
instance: manager in this case scenario focuses on the alternatives which can be adopted
so that proper bargain for both the parties could be formed.
 Final step revolves around formulation of document and formalising the same (Fletcher,
2018).
Therefore, there are different causes for Marks and Spencer need effective pitching and
negotiating skills that can help in meeting enterprise results and objectives in an effective way.
For resolving disputes, create a win win situation and manage respect in more appropriate way.
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Illustration 1: Process of Negotiation

TASK 2
M2 Implement RFP process in M&S, outline key documentation needs and consequences of
breaching the agreement terms
For achieving the process of pitching and negotiation within a working company, this is
important to collect some procedures as well as documents that can help whole company in a
same direction. Marks and Spencer is undertaking different major process which are important
for effective functioning of the operations of enterprise ( Elenurm, 2016). These documents do
not effect the companies in meeting their objectives of enterprise but also help in achieving the
set results by avoiding coming disputes and problems in an effective way. Their are some main
factors which are linked with the process of documentation that can assist in representing their
important activities which are explained below in detail: Determination of needs: It is linked with the process of RFP which aid in mentoring of
requirements and demands as it is associated by communication with merchandisers
(Hoad-Reddick, 2017). Communication strategy: Most important elements which need for a step of pitching and
negotiating which is required to outline the RFP process. By using techniques,
organisation can distribute their sources which are identified, seller and others
components which aid in success as well as growth in more effective way.
 Criteria of Evaluation: This is last element need to use for undertaking the RFP process.
This can help in meeting the goals and results.
Therefore, by managing and discussing these components, companies can meet their
results and targets in an appropriate way. M&S can use the process of RFP for proper enterprise
ideas of pitching.
D2 Evaluate competitive tendering and process of contract also make recommendations for
accomplishing a successful tender with minimum risk
By utilizing the process of managing a contract, an company can decrease the risk,
obstruction and hinder from business in a more effective way. Their are various approaches and
strategies that can be used for proper managing as well as contracts which are suitable for the
M&S as it is a largest company which aid in administration of different guidelines and terms
from the company. Agreement dealing is a sort of functioning of enterprise either it is large or
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small business. Their are different kinds of contractual commitment which are used by company
are as follows:
 Be a goods and services customers: As a borrowing money, franchise agreement along
with its rental contracts.
 Be a suppliers of goods and services, independent contractor, retailer and wholesaler
(John Peters, 2016).
 Having a partnership agreement with others business components: partnership,
consortium and joint venture ( McNeill and et. al., 2014).
There is very essential to manage business relations and disputes that can help in
achieving the objectives of enterprise. According to agreement and contract process, there are
different legislations and acts within state. M&S follow some stages which can assist in meeting
the objectives of enterprise. In the initial mentions and discussion, represent the present contracts
opinions, negotiation for determining its goals and objectives.
TASK 3
M3 Examine the process of pitch in an company, evaluate ways to maximise chances of
successful pitch
Pitch indicate a process of efficient and effective way of communication which will be
carried out by companies managers which impact workers and others towards enterprise purpose.
By higher skills of communication, employers able to develop stakeholder interest and easily
invests within the project of organisation. It involves conference meeting, presentation, e-mail
and communicate more with related persons. The main source for doing a project effectively is
capital. With proper finance, business managers such as M&S can perform operations properly.
Organisations bondholders are require to analyse the factors of key for pitch for higher attaining
objectives of enterprise (Keinonen, 2016). It includes presentation description which they
present in front of investors and stakeholders. Managers of project are need to use concise as
well as short and simple matter which is consider as first most elements of pitching. Person who
will present should be confident while representing data which gives good impression on the
persons who are listing. Matters should involve all contents which organisation have to disclose
but in short.
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For executing of project in a successful way. They have to focus on every matter
carefully. Hence, doing a new project which includes various risks. They have to make proper
techniques for eliminating risk. Presenting a data in a very short and concise way help investors
to invest within project. Therefore, having a proper fund help M&S to run whole operations in an
appropriate way as well as accomplishment of project within a span of time. For gaining loyalty
and trust of stakeholders, workers are required to ignore unrealistic assumptions of future. They
must be optimistic as well as real while executing a project and also consider judgemental views
of investors. They also keep observing that funds are utilizing in an proper way which they had
given for accomplishing a specific project. Hence, managers should utilize it effectively by
which they can gain a higher level of return on investment.
Apart from all this, some of the major ways for maximizing the successful pitch is to
conduct classes for learning advanced things in order to accomplish business activities in more
appropriate manner. Along with this requisite to engaged in communication process with various
other members for learning official members as well as acquire suggestion from expertise
member.
D3 Creative and dynamic pitch both are persuasive as well as concise in meeting a sustainable
competitive edge
For gaining sustainability, Marks and Spencer has established a new goods by pitching
their investors. It will assist in communicating as well as creating a advancement of sustainable
competitive for enterprise within a market. Thus, companies bondholders make techniques as
well as policies for making a innovative goods which assist in gaining a higher level of consumer
satisfaction (Nic Giolla Easpaig and Humphrey, 2017). Therefore, managers of projects has
taken certain steps for making a advancement of sustainable competitive such as create a brand
loyalty. For introducing their brand strong within a marketplace. Marks and Spencer make their
services and products patents. This will aid in giving securities to its innovative techniques of
planning a project. In order to make a creative and dynamic pitch a organisation needs to
frequently innovate their manufacturing and company. If they are bringing modifications in
companies culture by involving diversities. Experiences, skilled and highly qualified workforce
can assists in accomplishing project within a bspan of time by which a organisation can gain
higher sustainability and return on investment within a market. In these basic steps, workers of
Marks and Spencer require to use the contracts of long terms as well as incentives. Along with
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this it is a most essential step of pitching their investors. While engaging consumers with the
contracts of long term is most difficult process. Hence, companies managers tried to develop
techniques for applying this process (Wiener, 2017). They are making a small contracts initially
for meeting long terms contract.
TASK 4
P6 Potential results of a pitch
Companies stakeholders have to take proper decisions in the context of elevator pitch
after discussing a relations for their project which are going to accomplished within future. Their
are different results which are observed from sale talk are discussed below: Acceptance: It is important result which is made by elevator pitch given by particular
person. This activity is made for setting a investor mind and spend finance into their
business projects for future. They need to take registration and sign contracts of no shop.
Companies do not need to sign agreement as it depends on willingness of management. Rejection: It defines that it is adversely effect business as well as functionality as if
investors are not get satisfied with their projects. This condition is created as management
is having lack of communication skills. So it will not give proper and accomplish
informations of stakeholders. It will assist management to make a proper projects as well
as efficient outcomes (Nieh, 2017). No response: It specifies activity which are result which are common as well as exist
within a environment. Management communicate with their investors to provide their
beliefs and thoughts. They formulate functions and take care that they don't get annoyed.
It aid in taking a proper actions and methods as per investors. They have to execute ideas
of investors by communicating with them and also determine proper answers ( Coppens
And et. al., 2014).
 Come back later: It is an proper activity which is carried out in an accurate result for
projects. If investors are not satisfied with a project along with that it will consist no
impression for specific assignment. Management will aid in attracting their investors
again, making a successful project and accurate market position.
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M4 Ways in which M&S can fulfil their post-pitch obligations, highlight potential issues
Their are different ways by which post-pitching problems can be solved in a effective
way which assist in meeting objectives and goals of M&S in an efficient and effective way.
Along with this, it aid in analysing, investors which get impact within the company. Hence, it is
important for company to keep on organising seminars which aid in providing organisation
mission and vision in front of investors (Stanco and Kosobudzki, 2016).
M&S management should always keep in mind about their stakeholders while making a
plan. This will assist in increasing of funds very easy manner. Managers of M&S should observe
along with that execute a decisions by which investors which have to set on a right time.
Organisation keep on evaluating policies which are linked with their pay scale as well as they
have to keep on making changes in their services and products which they sell to buyers. Lastly,
they have to consider their investors so that effective advantages can increase by the managers of
Marks and Spencer by involving all components. By taking the help of it, growth of company
can be observed in a very proper manner.
D4 Evaluate post pitch and pitch results to determine risk management and potential risk
Foremost of strategies within pitch can be consider within company is an elevator pitch.
It aid in completing functions of projects by bondholders in a appropriate period of time.
Pitching investors are used to get finance for organisation. After taking a assistance of using
finance, M&S managers require to focus on various factors such as collecting revenues,
expansion of manufacturing team and manage relations. It involve equipments, capital, human
resource, raw materials and many more. Utilizing these resources by declining wastage which
aid in achieving investors trust within project. For collecting higher revenue managers are need
to keep their eye on whole organisation activities which help in running a enterprise and
improvement in manufacturing. Engagement of workers aid in increasing workers productivity,
they need to give important training also (O'brien, 2016). It will help in developing knowledge as
well as skills of employees so that they can provide support for completing a task within a
liomited period of time. Hence, by this process it has evaluated that accomplishing a process of
pitching, a organisation such as M&S need to concentrate on every activities.
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CONCLUSION
From the above report it is concluded that negotiation and pitching skills are essential
factors which aid in improving the level of performance within the organisation. They can easily
take a best decisions towards their technology as well as policies which may aid in achieving
effective outcomes. They key components which are involving within enterprise along with that
process of negotiating held in introducing a positive workplace. Their are different documents
which may aid in analysing all contract and tender for taking a best decisions in a very proper
manner. Therefore, effective and appropriate negotiation is important which may aid in making a
right and proper judgement for achieving a better level of growth within a marketplace.
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REFERENCES
Books and Journals
Anable, J. and et. al 2017., Business travel: exploring how changes in the arrangement and
negotiation of professional work generate demand for travel.
Baber, W. and Ojala, A., 2017. IT Negotiators: What’s your approach?. The European Business
Review. 2017.
Belinsky, S. J. and Gogan, B., 2016. Throwing a Change-Up, Pitching a Strike: An
Autoethnography of Frame Acquisition, Application, and Fit in a Pitch Development
and Delivery Experience. IEEE Transactions on Professional Communication. 59(4).
pp.323-341.
Bodily, S. E., and et. al., 2017. Kelly Solar. Darden Business Publishing Cases. pp.1-3.
Fletcher, D., 2018. Looking to the future: how can we further develop critical pedagogies in
entrepreneurship education?. Revitalizing Entrepreneurship Education: Adopting a
critical approach in the classroom.
Hoad-Reddick, K., 2017. Pitching the Feminist Voice: A Critique of Contemporary Consumer
Feminism (Doctoral dissertation, The University of Western Ontario).
John Peters, B., 2016. Reading Religion: Chivalry in the Alliterative Morte Arthure as an
Instance of Cultural Negotiation. Literature and Theology. 31(3). pp.305-317.
Keinonen, H., 2016. Television format as a site of cultural negotiation: Studying the structures,
agencies and practices of format adaptation. VIEW Journal of European Television
History and Culture. 5(9). pp.60-71.
Nic Giolla Easpaig, B. and Humphrey, R., 2017. “Pitching a virtual woo”: Analysing discussion
of sexism in online gaming. Feminism & Psychology. 27(4). pp.553-561.
Nieh, H., 2017. A less Perfect Union: Why Injury Risk Prevents NFL Players from Driving as
Hard a Bargain as MLB Players in CBA and Contract Negotiation. Harv. J. Sports &
Ent. L.. 8. p.213.
O'brien, J., 2016. Negotiation for Procurement Professionals: A Proven Approach that Puts the
Buyer in Control. Kogan Page Publishers.
Stanco, M. and Kosobudzki, M., 2016, June. The Analysis of Suspension Performance of High
Speed Tracked Vehicle. In International Conference on Renewable Energy Sources-
Research and Business (pp. 543-550). Springer, Cham.
Wiener, O., 2017. High Impact Fee Negotiation and Management for Professionals: How to
Get, Set, and Keep the Fees You're Worth. Kogan Page Publishers.
Grice, R. and Krull, R., 2007, October. Evaluating our MS in HCI Program for Completeness
and Relevance: Conducting and Incorporating both Internal and External Reviewing.
In Professional Communication Conference, 2007. IPCC 2007. IEEE International (pp.
1-6). IEEE.
Canick, S., 2014. Infusing Technology Skills into the Law School Curriculum. Cap. UL Rev., 42,
p.663.
Elenurm, T., 2016, April. Entrepreneurial Orientations as a Factor of Corporate Governance
Priorities. In International OFEL Conference on Governance, Management and
Entrepreneurship (p. 184). Centar za istrazivanje i razvoj upravljanja doo.
McNeill, T., Khatun, A., Giddens, C., Beaven, Z. and Shorley, J., 2014. In for the Long Haul—
Models of Sustained Graduate Support and Education. Industry and Higher
Education, 28(6), pp.417-425.
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Coppens, A.D., Silva, K.G., Ruvalcaba, O., Alcalá, L., López, A. and Rogoff, B., 2014. Learning
by observing and pitching in: Benefits and processes of expanding repertoires. Human
Development, 57(2-3), pp.150-161.
Kennedy, G., 2009. Essential negotiation: An a to z guide (Vol. 28). John Wiley & Sons.
Online
What is Negotiation?. 2016. [Online]. Available
through:<https://www.skillsyouneed.com/ips/negotiation.html>.
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