Pitching and Negotiation Skills Assignment Solved

PITCHING AND
NEGOTIATION SKILLS

Table of Contents
INTRODUCTION ..........................................................................................................................3
TASK 1 ...........................................................................................................................................3
Negotiation in context of business.........................................................................................3
Key steps for negotiation and generating business deal........................................................5
Context of negotiation and importance of key individuals in it.............................................6
Gain best deal / contract.........................................................................................................6
How to generate new business and win deal..........................................................................7
Tender for contract.................................................................................................................7
Preparation for negotiation through request for proposal form .............................................7
Responding to RFP.................................................................................................................8
Contractual process and agreement........................................................................................8
TASK 2 ...........................................................................................................................................8
2.1A request for proposal.......................................................................................................8
2.2A complete response to RFP...........................................................................................10
2.3Develop a pitch for applying the key principles that achieve sustainable competitive edge.
..............................................................................................................................................10
2.4Potential Outcome of pitch..............................................................................................11
2.5How Organisation fulfil their obligations .......................................................................12
CONCLUSION .............................................................................................................................12
REFERENCES .............................................................................................................................14

INTRODUCTION
Pitching skill is concerned as the combination of various activities which are used by the
individual to persuade customer's for buying certain product. While on the other hand
negotiation is the strategic plan which in undertaken to solve the problem or encourage others
for agreeing on common point. This means negotiation and pitching skill helps the individuals in
persuading other parties to agree on a particular point(Adriaensen, Bijsmans and Groen, 2019).
With the help of these skills business start up advisor will be able to attract large number of
customer's for its business. The organisation chosen for this report is Cuisine coffee house which
is newly established in London. This report will majorly cover meaning of negotiation and the
role of key stakeholders, steps required for negotiating and generating deals and the explanation
process related to RFP and proposal. Various pitching principles for the achievement of
competitive edge will be also be covered in this report. With the help of this several issues
related to pitching will be solved in the effective and efficient manner.
TASK 1
Negotiation in context of business
Negotiation is the process is generally undertaken for settling the differences and disputes
in the best possible manner. In this type of process two or more than parties are involved which
come together for agreeing on a common thing. The major motive of negotiation is to resolve the
conflict and make best use of the agreement. Major focus is emphasised on taking fair decisions
for the benefit of both the parties. Appropriate negotiation generally requires certain factors,
these include- positive attitude, good inter- personnel skills ,adequate knowledge on a particular
topic, etc. The organisation generally requires to negotiate with its dealers and suppliers on
regular basis(Benikovsky, Brida and Machaj,2012). For this individuals working in organisation
requires appropriate negotiation skills as with the help of this goals and objectives can be easily
achieved. Some of the major benefits of Negotiation are mentioned below-
 With the help of this cost of the product offered by the organisation can be reduced which
is result in high profitability.
 Negotiation can also help in establishing new product in the market.
 With the help of this better relationship with other parties can be formed.

Negotiation is generally taken in the organisation for reducing price of the product. As with the
help of this manager of organisation will be able to deal with the suppliers in the best possible
manner. New and innovative products can also be provided to the customer's within limited
period of time. As better plans and strategies can be implemented for increasing the market share
and competitive advantage of the organisation(Berridge, 2011).
Why negotiation occurs
Negotiation is generally required in every type of organisation whether big or small, as
with the help of this chances of profitability can be easily increased. Chances of negotiation
generally occurs when two parties are not able to decide and solve the problem. The outcome of
negotiation can be- win win situation, win lose situation or lose lose situation for both the parties.
Key stakeholder in the negotiation process
Negotiation is generally done by the individual who have adequate knowledge realted to
the problem. As with the help of this better services can be provided to customer's and
profitability situation can be gained. Some of the major stakeholders which take part this type of
process is mentioned below- Top executive: The role of these stakeholders is to communicate strategies and polices
made for the employees of organisation. With the help of this individuals can easily
understand their responsibility within the organisation.
 Shareholder representative: The role of these individuals is to provide support to
organisation externally. This is done by investing large amount and planning to get high
return on investment. Mediator- These are those individuals who passes information from one person to
another. This is information from top management is passed on to other subordinates by
these individuals in the organisation(East, Godfrey and Newman, 2010).
 The other party: In this type of shareholders government of particular country have right
to control and manages the activities of organisation. In this rules and regulations are
implemented as the government.
Key steps for negotiation and generating business deal
Negotiation is the ongoing process which is generally taken for getting desirable
outcome. If the organisation wants to achieve its long and short term goals than focus can be
emphasised on following a structured format of negotiation. As with the help of this conflict can

be easily solved within limited period of time. The various steps related to negotiation process is
mentioned below-
Preparation and planning- It is the very first stage in which both the parties are
required to gather appropriate information so that better negotiation can be done. Preparation of
the pitch is also done in this stage. It becomes the duty of organisation to analyse and evaluate
the gathered data so that better conclusions can be drawn out. But there are certain things which
are to be taken into consideration by organisation for increasing effectiveness of negotiation.
These include-
 Adequate information about competitors which are already existing in same type of
industry. This type of information can include information about the products and
services offered by the organisations, analyses of strength and weakness, etc.
 Deciding the type of outcome organisation wants to achieve. This means achievement of
win win situation or lose win situation(Faff, 2015).
 Gathering of information related to the negotiation topic.
 Preparing appropriate pitch for effective deal.
 Major motive behind negotiation must also be clear.
Definition of Ground Rules:- The next step is to plan and focus on defining the ground
rules and regulations. This is various important things related to the negotiation is decided, this
include- deciding place and time of negotiation, formulation of the procedure and method of
negotiation, etc. In this stage organisations and parties try to exchange their proposal for the
future course of action.
Clarification and Justifications:- After the exchange of proposal both the parties try
to clarify and justify various things. So that their need and demand can be fulfilled. In this both
the parties try to solve problem by informing each other about the problems and issues. One
party in this try to provide document in support of their problem. As with the help of this
problems can be solved in the effective manner.
Bargaining and Problem Solving:- In this stage actual negotiation tasks place. This
means in this both the parties try to bargain for reaching to a mutual decision. Problems and
issues are also solved in this stage. Bargaining of the problem is done for the mutual settlement
in the effective manner.

Closure and Implementation:- It is the last stage in which appropriate agreement is
formed and further procedure is decided. Monitoring and implementation of different ideas is
also done for getting better results. Agreement is formed after bargaining of problem, it is also
formed considering the mutual benefit of both the parties.
Context of negotiation and importance of key individuals in it
Negotiation is the method in which individuals try to settle and solve their differences by
compromising on a particular thing. There are various individuals involved in the negotiation
process which tries to analyse the problem in a systematic manner(Gratch and et. al., 2015). This
work and role is played by the negotiator. The work of these individuals is to analyse and
identify the problem and opportunities for better negotiation. The major focus of the individual is
to draw appropriate conclusion form the negotiation process. Negotiator also works for
supporting and managing the entire process in the best possible manner. Negotiator knowns how
to take effective decisions for creating win win situation for both the parties. Negotiation process
generally have positive impact on the individual and parties related to it. As with the help of this
positive decisions can be taken for solving the problem in a appropriate manner.
Gain best deal / contract
If the individual wants to deal with negotiation in the proper manner than focus can be
emphasised on representing valid points, so that other members are convinced. Contract can be
win by clearly defining the problem and planning various things in advance. After the
formulation of plans and strategies ideas can be communicated for getting positive result. For
gaining best deal focus can be laid on clearly defining the problem(Horton, 2016). Deep study of
the problem and contract can be done. This is individual can try to analyse and evaluate each and
every aspect of the problem so that chances of best deal can be increased. With the help of this
individual will be able to get best results within limited period of time.
How to generate new business and win deal
Business organisation works for selling their product and service by making appropriate
contract. For generating new business it is very much essential for the organisations to analyse
the available opportunities in the best possible manner. This can be done by seeking help from
the government and also by evaluating the tender which is offered to the people. This will
directly help the organisation in making best use of the government deal. In this Advertisement

about the tender will be given 15 days before its commencement(Karau and et. al, 2010). If the
organisation is successful in identifying and evaluating the opportunities than effective plan can
be used for increasing the chances of win situation. Contract can also be win after gathering
adequate knowledge about the problem and contract. By doing this positive brand image can be
build among the tender parties . If the competitive price is pitched up than it will chances of
wining the deal will be automatically increased.
Tender for contract
Tender is defined as process in which government plans to invite the bid for a particular
large project. The major motive in this is to complete the project within limited period of time.
Tendering is known as the process in which bid is offered after the request for tender is placed.
Notification period in this starts just after the tender is released in the market, the time period in
this is for approximately 25 days. The final transfer related to tender is to completed within the
period of 90 days. Tender is very much different from contract, in tender various individuals are
invited for competing the project in the best possible manner. While contract is a legal agreement
between two parties. In the process of tender various kinds of financial institutions are involved
which invites bids for achieving the target(Kumar and Bülow, 2011).
Preparation for negotiation through request for proposal form
Request for proposal is the process in which document is prepared by the organisation for
responding to the vendors and also for solving their problem. This documents is very much
important for maintaining operations of the business in the effective manner. As with the help of
this particular problem can be solved by offering proposal as per the situation. With the help of
RFP effective negotiation process can be made for various parties. As with the help of this idea
can be generated for achieving the goals and objectives in the best possible manner. By using
request proposal document negotiator will be able to analyse and evaluate various aspects of
vendor in the systematic manner. With the help of this appropriate standard can also be made for
getting best results from the negotiation process.
Responding to RFP
RFP form generally requires planning various things for the future course of action.
Preparation of the RFP form is lengthy procedure so for getting maximum results form this each
and every aspect is to be taken into consideration. As with the help of this organisation will be

able to decide that proposal will be beneficial for them or not(Marsnik and Thompson, 2013).
By analysing and evaluating the past experience organisation will be able to take best use of the
proposal. Problems and issues related to proposal can also be reduced if each and every activity
is planned in the systematic and coordinated manner. By using this negotiator will be able to
increase its skills and capabilities for taking vital decisions for the project.
Contractual process and agreement
Contractual process generally involves various kinds of activities and steps which are
undertaken for forming contract. Formation of the contract is a lengthy process so with the help
of this chances of mismanagement can be easily reduced. For completing the project in effective
manner both the parties are required implement the contractual process in the effective manner.
With the help of this process parties will be able to make best use of their roles and
responsibilities. As contractual process will guide in completing the task in the effective and
efficient manner(Page and Mukherjee, 2014). Agreement are known as the negotiation process in
which two parties come together for the achievement of their common goal. It is legal process
which governs the individual in making best use of their roles and responsibilities.
TASK 2
2.1A request for proposal
Request for proposal in the formal document which is prepared by the organisation for
giving appropriate response for the bid. With the help of this document operations and activities
of the organisation can be performed in the effective and efficient manner. Barclays Bank based
in London is deciding to run and manage a chain of coffee shop which is Caffe Nero. For this
Barclays will be required to submit appropriate proposal from. For maintaining its brand image
the organisation is planning to contract with the business owner of Cuisine coffee. As with the
help of this organisation will be able to get new opportunities for expanding their business within
limited period of time. The request for proposal made by Cuisine coffee is discussed below-
REQUEST FOR THE PROPOSAL LETTER
Purpose: The major objective behind expanding the Coffee shop is that they are working
really well in the market provides the services which their customers since last couple of years.
As Caffe Nero is try to use new strategies and policies, it will be easy for them to complete

within the market and even it will be beneficial for generating more amount of revenue in
upcoming time. In addition, company will have the option to compete with some of famous
organisation like Costa Coffee & Starbucks.
27/07/2019
Cuisine Coffee
23-25 Leather Ln, Holborn,
London EC1N 7TE, UK
Respected Sir,
We have been working in the field of Coffee Organisation where we have setup the
business recently. The name of our shop is Cuisine Coffee where we have been offering number
of variety including better quality and health conscious. This are some of the qualities due to
which people likes it and trying to give us the opportunity. Due to all of this positive reviews,
company is looking for earning more profit from the market of London.
We have even received the new about Caffe Nero which was been working really well and
they are looking for expanding their business where they are focusing that how they can fulfil
all of the demands and even expectation of customers in upcoming time. This will give the idea
that how they can enhance their performance and productivity within market. Some of the
important information are mentioned below:
Background of Cuisine coffee:
Cuisine coffee house is the newly introduced coffee house which focuses on offering different
variety of coffee to its potential customer's in London. There are 20 employee's working the
coffee shop in which 2 are receptionists and 10 employee work for taking the order of the
customer's. 5 employee's works for preparing the coffee and other dishes for the customer's.
Rest of the employee's are work for managing entire cafe in the best possible manner.
These are some of the efforts and quality better group which helps Cuisine Coffee for
achieving the target and goals which they were willing too. In future, if we get the chance to
work with Caffe Nero, then we would be able to perform better in future period of time and
chances of achieving the target will also be high as compared to before.
Thanks & Looking forward for your response.

2.2A complete response to RFP
The response evaluation is knowns as the most important part for the request of Proposal
form. As in this various kinds of plans and strategies can be made for dealing with the complex
problem. After planning and preparing the proposal from from the Cuisine coffee shop it was
presented to the management of Barclays. The management of Cuisine coffee shop is planning to
preset the proposal to Barclays(Ren, 2010). Focus is to satisfy the bank in the best possible
manner. Its capability to manage the task will also analysed by the bank. Barclays in this has
accepted the proposal offered by the Cuisine coffee. But the motive is also to negotiate with the
manger of coffee shop so that better profitable condition can be gained.
The management of coffee house will be required to decide pitching points so that it can be
discussed and negotiated with Barclays. The bank has already presented the request for proposal
to Caffe Nero. But it is becoming difficult for the organisation to manage both the activities in
the best possible manner. So focus in on establishing new coffee shop for the achievement of
goals and objectives in the best possible manner. Due to this Barclays is not able to provide 100
percent ownership to the owner of small business.
After the arrangement of meeting with Cuisine coffee house Barclays is planning to
negotiate regarding the transfer of ownership(Riley and et. al, 2015). This means Barclays will
have 60 percent profit while various benefits will be received by the coffee house. With the help
of this organisation will focus on increasing its sale and profitability in the best possible manner.
Plans and strategies can be made for maintaining the 50 percent stake in the best possible
manner.
2.3Develop a pitch for applying the key principles that achieve sustainable competitive edge.
Pitching is generally known as the negotiation process in which several parties are
involved. In this each and every party is liable to give their view and ideas for making best
negotiation process successful. Pitching and negotiation process can be made successful by using
certain communication process such as email, face to face communication, letter, etc. The major
motive behind this process is to make best use of available resources and collect better funds. For
setting up business and deal Barclays will be required to set perfect pitch. By doing this Caffe
Nero and Cuisine Coffee will be able to achieve competitive advantage in the best possible
manner. There are certain principles which can be used by Cuisine Coffee for ensuring
sustainability in the best possible manner. These principles are mentioned below-

 Brand Loyalty:- The brand awareness of Caffe Nero is very high in the market, so due
to this if the organisation plans to change its operations than it would not be difficult for
Caffe Nero to increase its customer base. For maintaining the brand loyalty organisation
will be required to make better strategies for its customer's so that their satisfaction level
is increased(Rogoff, 2014).
 Effective staff members:- The employee's working in Cuisine Coffee house are able to
provide better satisfaction to their customer's, As they are highly skilled and talented.
The management of Cuisine Coffee can also plan to hire best candidates so that
competitive advantage is achieved.
2.4Potential Outcome of pitch
For increasing the positive impact on investors better plans and strategies can be formed.
If the skill and capabilities of presentor is appropriate than individual will be able to convince
other parties in the best possible manner. The management of Cuisine Coffee will try to present
better and effective pitch to Barclays. Certain outcomes of the pitch are discussed below-
Acceptance:- If the organisation is able to offer perfect pitch than their offer can be
accepted by Barclays. For increasing and expanding the business organisation will be required to
implement better strategies. If the proposal is accepted than organisation will be able to increase
and expand its business in the best possible manner(Saito, Monden and Matsumoto,2012).
Reject:- The chances of rejection of the proposal in very less from the side of investors.
But if Barclays is not able to give positive response to Cuisine Coffee than they will not be able
to handle various operations and activities of Caffe Nero in the best possible manner.
No response:- There are also chances that organisation might not get any response form
its investors. If this situation arise with Barclays than Cuisine Coffee House will be required to
plan different set of strategies. This can include- planning another meeting with Barclays, etc.
2.5How Organisation fulfil their obligations
Pitching is considered as the process in which some issues are indentified which arise
during the operations of organisation. It is very much essential for the organisation to solve these
issues so that chances of profit can be increased. The employee's of Cuisine Coffee House are
also involved in the decision making process so that better goals can be achieved and problems
can be solved. Management of Cuisine coffee house will be required to convince Barclays for the

establishment of new business. There are various pitching method used by the management of
organisation for setting up better deal(Ting‐Toomey, 2015).
With the help of appropriate pitching process organisation will be able to implement is business
plan, make best use of available resources and using innovative ideas and strategies for the
overall development. This will lead to achievement of better outcome and implementation of
effective plans. Organisation will also be able to increase its market share and profitability in the
best possible manner. The goal of Cuisine coffee house is to increase and achieve 50 percent
market-share within limited period of time. The deal among Barclays and Cuisine coffee house is
to attract large number of customer's so that goals and target can be achieved. Some of the issues
and problems faced by Cuisine Coffee house is mentioned below- Imperfection to show concerns- It is very much essential for the organisation to make
best and appropriate pitch document for the attainment of competitive advantage. With
the help of this manager will also be able to solve the issues and barriers in the best
possible manner. This means it will reduce the chances of negative results in the
negotiation process. By this cuisine coffee house and Barclays will be able to overcome
problems in the best possible manner(Tse,2013).
 Developing wrong image of business- It is very much essential for the management of
organisation to maintain positive image in the market. This can be done by covering each
and every element in the pitching process. Goals and target can be achieved by increasing
the market-share in the best possible manner. It will directly lead to increase in brand
image of Barclays and Cuisine coffee house(Vance, Kulturel-Konak and Konak, 2014).
CONCLUSION
From the above given report it has been concluded that if the individual has appropriate
pitching and negotiation skills than goals and objectives can be easily achieved. As these skills
guides the individual in attracting large number of customer's within limited period of time.
Innovative and better plans can be made by the individual for achieving the targeted goals after
analysing the current situation of the market. There are also different kinds of stakeholders
involved in the negotiation process which helps in gathering relevant information. With the help
of principles related to pitching sustainable and competitive advantage can be easily achieved. If
these principles are implemented in the proper manner than issues related to pitching can be

easily solved in the best possible manner. As these principles will guide the individual in taking
better decisions for the future course of action.

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