Pitching and Negotiation Skills: A Comprehensive Guide

PITCHING AND NEGOTIATION SKILLS
4/9/2018

Table of Contents
Introduction...........................................................................................................................................3
Task 1: Prepare a booklet......................................................................................................................4
a) Determine what is a negotiation, why it occurs and who the key stakeholders are during a
negotiation process............................................................................................................................4
b) Evaluate the key steps and information required for negotiating and generating deals..................6
Task 2: Prepare an information pack.....................................................................................................9
a) An explanation of the RFP process and the relevant types of documentation required..................9
b) An explanation of the contractual process and how relevant documentation is managed and
monitored........................................................................................................................................10
c) An outline of the key documentation required and consequences of breaching the terms of an
agreement when applying the RFP process within the given scenario.............................................11
d) A critical evaluation of the competitive tendering and contract process and make
recommendations for completing a successful tender with minimal risk.........................................12
e) An assessment of the potential outcomes of your pitch...............................................................13
f) Determination of how organisations fulfil their obligation from your pitch and identifying
potential issues that can occur.........................................................................................................14
g) A recommendation of the ways in which an organisation can fulfil their post-pitch obligations,
highlighting any potential issues......................................................................................................15
h) A critical evaluation of the pitch and post pitch outcomes to determine potential issues and risk
management.....................................................................................................................................16
Conclusion...........................................................................................................................................17
References...........................................................................................................................................18
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Introduction
Negotiation is a critical and most essential ingredient in the business organisation. Even in
day to day life, people negotiate when they go out to buy any product or service. Every
person who is running the business has tip negotiate with each other at some point of time. In
this assignment we will be discussing about the negotiation process and the involvement of
the stakeholder in the process of negotiation. Also we will be also discussing about the
development of RFP which can ensure that the organisation selects a proper tender and
various issues and concerns which can be raised by the organisation in order to select the
specific contract. The business organisation has to undergo through various stages in order to
develop the business and once the business is set up it is essential to maintain the long term
relationship with the vendors and employees which are essential part of the organisation
without whom the business organisation cannot achieves its goals and objectives.
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Task 1: Prepare a booklet
a) Determine what is a negotiation, why it occurs and who the key stakeholders are
during a negotiation process.
The process under which two or more parties tries to make an agreement over a conflict can
be termed under negotiation. Negotiations can be considered among one of the major positive
alternative which can be used to resolve certain conflict or argues in a constructive manner.
The main aim of the negotiation is to build an agreement rather than stretching upon a
particular matter.
Negotiations usually occur in any type of situation which is related with the business
situation, but in general also many people do negotiations in day to day life which is beside
the wok life. It arises when there are two or more outcomes are possible through a particular
situation under which two or more people or parties have concerned with the issue but they
are unable to determine the possible outcome for the same. For example, the negotiation
between the buyer and the seller relating to the purchase of a particular product such as car,
or among the friends relating to the movie they want to watch.
The negotiation related to business includes the following:
 Development of the deals with the vendors, suppliers, partnering business or with
the customers
 Creation of the targets with the inter department or with the team relating to the
processes and resources
 Discussion relating to the priorities and workload with the staff and management.
 In order to determine the pay scale with the trade union and management
 Recruitment of the new employees in the business such as interviews
Both in the personal and business manner negotiation are helpful process as it shapes various
deals. A business can be made successful through effective skills in negotiation.
There are various people which are engaged in the negotiation process specially the
stakeholders which act as the representative from one or both the parties. A stakeholder is
someone who directly gets affected with the results or the outcome which has arises due to
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