Analyzing Communication in Pitching

This assignment delves into the multifaceted nature of communication within pitching contexts. It requires a critical examination of diverse examples, including business pitches, academic proposals, and even online gaming discussions. The analysis should leverage theoretical frameworks like cultural negotiation and collaborative interaction to understand how individuals effectively convey their ideas, negotiate outcomes, and navigate social dynamics during pitching processes.

PITCHING AND NEGOTIATION
SKILLS

Table of Contents
INTRODUCTION...........................................................................................................................1
LO 1.................................................................................................................................................1
1) Negotiation and reason of occurrence....................................................................................1
2) Rationale for negotiation process...........................................................................................2
3) Steps of negotiation................................................................................................................3
LO 2.................................................................................................................................................4
1) RFP process within organization and required documents.....................................................4
2) Competitive tendering and contract process...........................................................................6
LO 4.................................................................................................................................................7
1) Potential outcome of pitch and ways through which entity can fulfil its post pitch
obligations...................................................................................................................................7
2) Critically evaluation of pitch and post pitch outcomes for determining potential issues and
risk management.........................................................................................................................7
CONCLUSION................................................................................................................................8
REFERENCES................................................................................................................................9

INTRODUCTION
Negotiation and pitching plays significant role in the business unit. It is responsibility fo
each person that to use correct pitch and negotiate with higher authorities properly in order to get
positive results (John Peters, 2016). Present study will discuss negotiation and reason of
negotiation in the organization. Furthermore, it will explain rationale for negotiation process.
Report will emphases on RFP process within organization. In addition, it will describe Potential
outcome of pitch and post pitch outcomes.
LO 1
1) Negotiation and reason of occurrence
Negotiation is the most important aspect or the strategic process in which two parties
have discussion with each others. Each person those who is involved in the negotiation process
have their own aim and objective (Mejía-Arauz and et.al, 2018). It is applies in the business units
or in the political environment where two parties discuss on particular topic so that their
objective can be accomplished. Sometimes it increases chances of conflict if other person is not
getting ready on their point.
The objective of having negotiation between two parties is to identify the rout cause of
problem and resolve the problem. In this both these people get ready on the single point where it
can be win-win situation for both (Nic Giolla Easpaig and Humphrey, 2017). Through this
activity they try to fill the difference in their thoughts. It is essential for both these persons to
have adequate trust on each others. If they do not trust on each other than problem will not be
resolved soon.
It is considered as method or the process of settling the difference between two parties. It
is the systematic process that assists in avoiding arguments and disputes. Both parties those who
are involved in the negotiation process aim to achieve optimist results and meeting with their
objectives. It is generally used at the time of industrial disputes, domestic issues or international
affairs etc (Van and Aerts, 2013).
Stakeholders are the person those who got affected with the decision of company.
Negotiation process impact on these stakeholders directly or indirectly. For instance: if
construction industry is doing construction then this activity impact on citizens in neighbourhood
(Williams, 2013). They have interest in the working of the industry thus, they are considered as
stakeholder of the business. Apart from this, they have affected positively by the working of
1

construction industry. People those who live near to the industry have got chance to get job
opportunities. Thus, it can be said that stakeholders are not really part of business unit but they
directly or indirectly are involved in business activities and get affected by its working. As in the
given scenario employees, personal assistance, human resource department etc. are the
stakeholders of Marks and Spencer (Mejía-Arauz and et.al, 2018). Personal assistant is
demanding increment in salary by 10% so that its monitory needs can be fulfilled.
2) Rationale for negotiation process
It is essential for the business unit that to adopt effective negotiation process so that
overall goal of both parties can be accomplished. As in the case scenario personal assistant wants
10% hike in salary, in order to fulfil this goal individual is required to adopt proper negotiation
process. But it needs to be ensured that negotiation process do not harm any party (Fletcher,
2018). Steps of negotiation process are described as below: Preparation and planning: It is the initial phase and considered as most important step.
In this phase both parties are involved and share their necessary requirements so that
negotiation can be done in effective manner. It is essential for the Marks and Spencer that
to protect rights of each involved party and plan effective negotiation process so that
interest of both parties can be protected (Belinsky and Gogan, 2016). Information plays
signifiant role in the entire negotiation process that aids in ensuring validity of claims.
Both parties Marks and Spencer and personal assistant have to investigate the profit
history in respect to salary issue. This can help in putting the point of justification of
salary hike issue. In addition, personal assistant is required to negotiate the actual amount
of hike in negotiation which is justified and can serve individual's purpose (Romo, 2017). Discussion: It is next phase in which members those who are involved in the negotiation
process they discuss on the topic. In this stage all the points from both sides are being
recorded and put forward for clarification if required. In this phase both parties are
required to be engaged in negotiation process and have to discuss their ideas. In this they
put their view point that helps other party in developing understanding. Definition of group rules: It is next phase of negotiation process in which it is essential
for both parties that to establish rules and regulation so that complications can be
minimized. These rules and regulations help the parties in negotiating between each other
effectively and avoid consequences. It is essential to determine on which behalf
2

individual is demanding of salary hike and up to what extent this salary hike is valid
(Keinonen, 2016). Bargaining and problems solving: It is next stage in which actual negotiation take place.
It is essential for both parties that to make proper bargaining and their arguments needs to
be clear. Resolution of problems are highly depended upon the bargaining between both
these involved persons (How to pitch a brilliant idea, 2003).
 Closure and implementation: After completing negotiation between both these parties,
final decision is being taken by both person. Their decision create win-win situation for
both these involved persons. Closure of the agreement needs to be done in formalized
manner (Keinonen, 2016). It is very important effective monitoring and implementation
of the negotiation in workplace otherwise it may turn into conflict situation. At the end a
contract is made between both parties in which both show their consent with the
negotiation decision (Romo, 2017).
It is essential for Marks and Spencer that to plan negotiation process with personal
assistant in appropriate manner through which interest of both parties can be protected.,
bargaining needs to be done in systematic manner so that optimistic results can be generated
(Belinsky and Gogan, 2016).
3) Steps of negotiation
It is not essential that all maintained steeps be effective in all situations. It needs to be
changed as per the situation of both involved parties. One step may be added or deleted as per
the requirements of the situation. But it is essential to consider that it can not negatively affect
right of one person. Individual can jump to next phase in order to meet with the interest of both
involved persons (John Peters, 2016). As in the present case of Marks and Spencer, both personal
assistant and company can combine both second and third phases. Second step is Definition of
group rules and bargaining and problems solving can be combine together. It may be possible
that negotiation process may get failed to achieve its objective if rules and regulations are not
being followed in effective manner. There are many issues that can be arisen during the
negotiation process (Mejía-Arauz and et.al, 2018). For example one of the major issue is that it
may be possible that personal assistant can use high pitch. In such condition representative of
Marks and Spencer can also use high pitch. In such condition they both will fail to put their
3

views in appropriate manner. This is the critical situation and may turn into conflict situation. By
this way no appropriate decision will be taken by both these involved persons.
Another issue that may be arisen in the negotiation process that Marks and Spencer is in
power and it can misuse its power for making decision in their favour. There is always
uncertainty exist in the negotiation process which may impact negative on other's interest and
rights (Nic Giolla Easpaig and Humphrey, 2017). In such condition it is essential for the both
parties that to take support of effective bargaining process so that final decision can be in favour
of both these persons. Another issue in the negotiation process may be that both personal
assistant and marks and Spencer can be more concern for their own benefits. In such situation
they may get failed to recognize other options that may help in gaining win-win situation in the
situation. If both PA and representative of Marks and Spencer follow appropriate bargaining
regulations then this will be beneficial for them in avoiding conflict situation and reaching to the
good decision (Van and Aerts, 2013). This will be beneficial for both and they will feel happy
with the decision after negotiation.
LO 2
1) RFP process within organization and required documents
Request for proposal (RFP) is the document which is made through bidding process. It is
used in the situation where request requires for making changes in the system (Request for
Proposal (RFP), 2017). The request that is being done through this documentation does not exist
yet and proposal is being prepared for creating this services in the business unit. It includes
issues in the business unit and defining the solutions (Williams, 2013). RFP helps in providing
procurement frameworks in order to streamline initial stages of solicitation. It is considered as
preferred way for carrying out operations. It is the effective process that assists in identifying the
response of suppliers so that maximum output can be generated. It is essential principle of RFP
that organization is required to inform to the suppliers and have to encourage them to make
positive efforts so that optimistic results can be generated. In addition, entity is required to
specify their requirements regarding purchase (Fletcher, 2018). Their requirements can be
maintained in the request documents. Another principle of RFP is that it allows for wide
responses and ensure the response of supplier can be factual in order to fulfil their requirements
(Belinsky and Gogan, 2016). Steps of Request for Proposal are described as below:
4

 The first step is that organization is required to inform to suppliers that it is looking for
procurement. In this information document s they have to maintain such things that can
encourage them to put the best efforts so that needs of company can be accomplished.
 Another phase is to specify proposes to purchase (Romo, 2017). If requirements are being
specified in appropriate manner then it can become easy for the company to put forward
the request document.
 Alternative options of suppliers need to be identified so that competition can be made and
entity can select the best deal ((Request for Proposal (RFP), 2017)).
 Next phase is to allow wide distribution.
 In the next stage it is essential to ensure that suppliers are giving factual information
regarding the subject matter that is included in the request proposal (How to pitch a
brilliant idea, 2003).
 In the last phase it is very important that entire process follow structured evaluation and
procedures so that further complications can be minimized.
RFP process take care of terms and conditions apart from request for price. Other
information that need to be involved in this document are financial, technical, corporation
details. All this information are required to be arrange in the RFP document in systematic
manner so that supplier can gain each requirement of the company. RFP tends to prepare several
documents that are required by suppliers (John Peters, 2016). These are discussed as below:
 Instruction to bidders
 Description of work
 Disclosure of bid prices
 Scheduling for bid period activities
 Location disclosure
 survey
 Bid requirements
 Evaluation of bid process
 Setting of ethical standards
 Proposal format
 Bidders list preparation
 Acknowledgement letter
5

 Work description
 Contracts
 Completion data scheduling
 Big time length
If supplier breach the contract then individual may face consequences for them same. In
such condition supplier will be liable for paying compensation to the firm (Mejía-Arauz and
et.al, 2018).
2) Competitive tendering and contract process
Competitive tendering is the most effectively used procurement method. It is the process
that is used by government agencies and private organizations. The main reason of adopting this
process is to enhance competition among all suppliers and encourage them so that they can
provide good deal and can gain value for the money. Competitive tendering is the auction
process which is used in the situation when large number of suppliers are present in market and
firm has to select best supplier who can fulling their requirements in efficient manner ( Van and
Aerts, 2013). Competitive tendering allows company to select most suitable suppliers who is
able to provide good quality products at lower rates. This helps the firm in raising their profit and
minimizing cost of purchase as well.
Contract process is associated with competitive tendering. One company selects one
suppliers out of many then they make contract with the suppliers. Contract process have several
phases: selecting contract, information collection, negotiation, contract review and signing of
contract by both parties (Keinonen, 2016). If one party is not satisfied with working of other
party then they may claim against the person and can breach the contract. But firms have to
ensure that this contract does not get breached illegally. Because if they do the same then it may
create legal consequences for the business unit. For example if marks and Suppliers makes
contact with suppliers but company is not satisfied with the quality of raw material because
suppliers is providing below quality material which was against the promise. Then Marks and
Spencer can breach the contract and claim for compensation (Romo, 2017). Contract is the
written agreement that explains rights and obligation of both involved parties. This written
contract work as evidence and it is helpful for the person who wants to claim for compensation
because of mistake of other party.
6

For completion of tendering process with minimum risk both parties have to ensure the
requirements and promises. Both involved person has to disclose all necessary information in fair
manner so that other can make their legal decision whether to enter into contract or not.
Company has to conduct search about suppliers and its background before making contract with
the supplier. They have to monitor tender and have to ensure that it can be implemented in
effective manner with minimum possible risk (Belinsky and Gogan, 2016).
LO 4
1) Potential outcome of pitch and ways through which entity can fulfil its post pitch obligations
If pitch is clear then marks and Spencer can become able to gain attention of investors
and can attract them towards the business. This will be beneficial for the entity in expanding
their business and serve consumers well (Fletcher, 2018). If there are large number of investors
then it will make its financial position more strong. Furthermore, it can support in enhancing
brand image of the firm to great extent. By this way organization will have more opportunities to
market their products globally.
In order to fulfil post pitch obligations Marks and Spencer has to shortlist the candidates
and have to select the best supplier or investors that can help in raining profit of business unit.
Company has to make effective marketing campaign and has to prepare sound budget. This will
help entity in meeting with objectives and fulfilling obligations in appropriate manner. Potential
issues that may occur is high competition (Mejía-Arauz and et.al, 2018). Another issue may be
ineffective pitching that may give ineffective results to Marks and Spencer.
2) Critically evaluation of pitch and post pitch outcomes for determining potential issues and risk
management
Pitching plays significant role in the business unit, it helps in communicating the message
with customers and investors in effective manner so that objectives can be accomplished. If
pitching is not clear then entity may have to face consequences. It is essential for Marks and
Spencer that to involve skilled employees those who have adequate knowledge about pitching
and have skill to communicate message with other involved persons. Hiring of skilled people can
help the firm in developing effective pitch (Nic Giolla Easpaig and Humphrey, 2017). Another
potential issue which is related with pitch is implementation of the process. There is huge
difference between actual and executed plan. If company fails to execute the plan in appropriate
manner then it may create negative image of business unit. For resolving this issue it is very
7

important for the organization that to ensure appropriate proposition can be made. This will help
in executing plan in designed manner (Mejía-Arauz and et.al, 2018).
At the time of post pitch Company may face implementation issue this may create
consequences for cited firm in meeting with the objectives. In order to eliminate this issue it is
very important for the marks and Spencer that to monitor the implementation process and ensure
the pre discussed plan is being executed in workplace and no modification take place.
Furthermore, another major issue that may be faced by marks and Spencer in post pitch time is
budget. Company has to pay more attention on allotting financial resources to each activity (John
Peters, 2016). This can support in managing monitory resources well and completing the entire
project within specified budget.
CONCLUSION
From the above report it can be concluded that negotiation is process of filling the gap
between two persons. There are many issues that get arisen in the firm. In order to deal with such
problem it is very important for the company that to negotiate properly and make sound decision
that can be beneficial for both involved parties. Tendering is essential process through which
organization can select right suppliers who can give more benefits to business unit. Pitching is
the representation way of the person for communicating message to others. It is very important
for business unit that to ensure monitoring the execution so that desired results can be generated.
8

REFERENCES
Books and Journals
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.
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.
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.
Mejía-Arauz, R. and et.al., 2018. Collaboration or Negotiation: Two Ways of Interacting Suggest
How Shared Thinking Develops. Current opinion in psychology.
Mejía-Arauz, R., and et.al., 2018. Collaboration or Negotiation: Two Ways of Interacting Suggest
How Shared Thinking Develops. Current opinion in psychology.
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.
Romo, L. K., 2017. College Student-Athletes’ Communicative Negotiation of Emotion Labor.
Communication & Sport. 5(4). pp.492-509.
Van, S. W. and Aerts, P., 2013. In search of the pitching momentum that enables some lizards to
sustain bipedal running at constant speeds. Journal of the Royal Society, Interface. 10(84).
pp.20130241-20130241.
Williams, A., 2013. A study on the art and science of pitching new businesses (Doctoral
dissertation, Massachusetts Institute of Technology).
9

Online
How to pitch a brilliant idea. 2003. [Online]. Available through < https://hbr.org/2003/09/how-
to-pitch-a-brilliant-idea>
Request for Proposal (RFP). 2017. [Online]. Available through
<https://www.techopedia.com/definition/9167/request-for-proposal-rfp>
10