Pitching and Negotiation Skills

Pitching and Negotiation
Skills
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Table of Contents
Pitching and Negotiation Skills.......................................................................................................1
Table of Contents.............................................................................................................................2
INTRODUCTION...........................................................................................................................3
P1 What is negotiation, why it occurs and importance of stakeholders in it...............................3
P2 Steps and information which required for negotiating...........................................................4
P3 RFP process and required documentations.............................................................................6
P4 Contractual process along with required documentations......................................................7
P5 Developing an appropriate pitch along with principles..........................................................8
P6 Outcome of pitch....................................................................................................................9
P7 Ways to fulfil obligations from a pitch...................................................................................9
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10
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INTRODUCTION
A pitch presentation refers a short summary of a project and company or topic on which
company give presentation and want to make people aware about it (Swartz and Owczarek,
2019). Negotiation also refers a discussion whose aim is to reach to a peaceful agreement. This
present study is going to show importance of stakeholder representative and their roles in making
negotiation process easier and successful. Further, it will also show steps which make a
negotiation process effective and by which both parties of negotiation can accomplish their
goals. Lastly, it will discuss ways of developing a pitch as well as an effective RFP process or
document for making vendor able to complete project.
P1 What is negotiation, why it occurs and importance of stakeholders in it
Negotiation: Negotiation is an important process or can be defined as a discussion in which 2 or
more than 2 parties try to reach to final agreement for settling differences or eliminating conflict
of interest. When 2 parties are involved in a contract or agreement and both have some problems
with rules and terms of each other’s then rather creating conflicts and arguing they take help of
negotiation and by discussing they both made each others agreed on terms and rules which is
beneficial for both to some extent (Vilarinho, Tavares and Rossetti, 2017).
Importance: It plays an important role in completing business activities especially in the type of
partnership in an effective manner. An effective negotiation process help companies in growing,
success and improving relationship with each others. It gives mutual understanding to both or
involved parties in it and also increases communication skills. Some other benefits as why
companies like Wal-Mart often negotiate rather arguing include:
Certainty: One of the main aims of benefits of contract negotiation is to achieve certainty by
focusing on each element and content used in the process of negotiation like in what quantities
supplied, to what standards and what will be consequences of failure or delay in meeting agreed
requirement.
Accomplishing goals: Other main reasons of companies to go and use negotiation rather voiding
contract is to accomplish goal by reaching to an agreement which is beneficial for all involved
parties in it. Negotiation process allow companies in improving their relation with each other’s
which also help them out in accomplishing goals and take help of other company in the future.
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Types of stakeholders in negotiation process: Stakeholder refers those people who got affected
by outcomes of negotiation process and want both parties to get succeed. Stakeholders are all
members which are involved whether directly and indirectly in this process and want effective or
positive outcomes.
In the context of stakeholder representative it can be said that it refers those people or an
individual who is being selected by each party who can speak on the behalf of the whole group
or the party. It is not possible for all members to talk in the negotiation process as it can create
problems and also situations of conflict. So, both and all involved parties select an individual
who has experience and skills to talk and influence others and talk on the behalf of party and that
selected people is known as stakeholder representative (Galović, Mišević and Krivak, 2018).
One of the main responsibilities of stakeholder representative is the process of negotiation is to
put their needs and problems in front of other party and make them influence or agreed on their
terms in an effective manner. For that they need having effective communication, active
listening, decision making, critical analysis, critical thinking and other skills by which they can
make other party agreed on their terms and without getting hurt and hurting others they can reach
to the final agreement.
P2 Steps and information which required for negotiating
Before understanding and disusing about steps of negotiation process it is important to
understand roles of third party in this process and how they play roles in this process. In the
context of third party of negotiation process it can be said that they play an important role and
they are being divided into main types such as:
Mediator: Mediator refers those people who do not support both parties as they are
known as neutral party as they help both parties in facilitating communication and improving this
process.
Arbitrator: It is a specific person who support specific party of negotiation process.
Conciliator: Conciliator is a person in the negotiation process who assists parties in an impartial
manner rather partially in order to reach to a final effective and peaceful agreement.
Consultant: Consultant in the process of negotiation refers people who suggest and give the best
advices to both parties in order to make them able to understand the difference between the right
and the wrong.
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