Report on Contractual Process Management in Mark and Spencer

Pitching and Negotiation
Skills

Table of Contents
LO 1.................................................................................................................................................3
P1 What is negotiation and stakeholders involved in negotiation process.................................3
P2 Key steps and information that is needed in negotiating deals within company...................4
M1 Rationale on the steps of the negotiation process.................................................................5
D1) Solution for manage the conflicts and issue within the company........................................5
LO 2.................................................................................................................................................5
P3 Explanation about the Request for proposal procedure and several kinds of documentation
required.......................................................................................................................................5
P4 Explanation about the contractual process and how relevant documentation is managed and
monitored....................................................................................................................................7
M2 RPF procedure within Marks and Spencer and consequences at the breaching of contract.8
D2 Evaluation about the competitive tendering and contract process and make
recommendation..........................................................................................................................9
P5, M3, D3..................................................................................................................................9
P6 Assessment of the potential outcome of pitch.......................................................................9
P7 How organization fulfil their obligation from a pitch...........................................................9
M4 Recommendation of ways in which an organization can fulfill their post pitch obligation
...................................................................................................................................................10
D4 Evaluation about the pitch and post outcome......................................................................10
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
In an organisation, human resource is key assets by which entire procedure of business
and activities can conduct for accomplish its target. Thus, it is significant for management to
develop healthy relationship with employees through which they can retain within corporation
for long time. Negotiation and pitching is a process that occurs in the company between the
employer and employees while any conflicts arises (Horton, 2016). The present report provides
the detail knowledge and understanding about the contractual process and management of the
documentation with respect of Marks and Spencer company. Key steps and information required
in the negotiation dealing has been also discussed in this report. In addition to this, development
of appropriate pitch by applying several principles of negotiation and pitching has been also
discussed in this study. The major objective of this assignment is to obtain effective information
regarding negotiation and pitching process within the business unit.
LO 1
P1 What is negotiation and stakeholders involved in negotiation process
Negotiation is basically a process by which compromise and agreement between peoples
has been done while avoiding argument and dispute. Negotiation are used in many situations like
an international affairs and the legal system of government , domestic relationship. It is the best
skills and can be great benefits solving differences between you and others.
Different negotiation process include :
Preparation process: this stage shows all the pertinent facts and all type of situation in order to
clarify your own position. Before you discussing about the fact and disagreement will help
to aviod wasting time. You take a decisions need to be taken as where meeting will take
place and discuss the problem of peoples.
Discussion process: discussion process include many key skills like questioning , listening and
clarifying. Each members put their own point of view and understand the situation. Some
times it is very helpful to record all point and forwarded, in case there is any need and
requirement of clarification. In this stage there are equal right to put their own point of view
and opportunity to present their cases (Paço, Ferreira and Raposo, 2017).
Clarifying process: these process has some goals interest and view point of both sides need to
be clarified. It is very helpful to identify or establish some common and important point.
These process is essential part of negotiation process.

Agreement: it is essential for every body to keep an open mind and to achieve a good solution.
Agreement need to be clear so that both side know about what has to be decided in their
discussion.
Implementing a course of action process: these process involves strategic thinking and action
planing. Strategic planing implemented and then after ward you will start the project .every one
who has leadership quality and skills.
P2 Key steps and information that is needed in negotiating deals within company
While negotiation process occurs within the company then it is very important to collect
and analyzed all necessary information regarding the issues among parties. In the context of
Marks and Spencer, while negotiation occurs within the employer and employees then various
stages required to consider. These stages are discussed below-
 Preparation and planning- This is the first stage of the negotiation under which both
parties identify the actual reason of the issue and conflicts (Green, Pease and Davila,
2016). On the basis of collected information in negotiation, parties develop a systematic
plan for the negotiation. This is very important stage that helps in better execution of
several operations and achieve its requirements.
 Definition of the ground rules- Once the planning has designed for the negotiation then in
the next stage, parties looks toward the rules and regulation regarding the negotiation.
The rules and regulation plays a very significant role by which negotiation among parties
can conduct in effective and efficient manner.
 Illumination and the support: Now both the gatherings will give their thoughts and the
information about the contention and will give the appropriate defense for their activity
and telling their prerequisites for better basic leadership (Sullivan, 2015).
 Bartering and the critical thinking: In this the appropriate measures are been taken into
the thought and the arrangements are been recommended for the better execution of the
transaction procedure.
 Conclusion and usage: It is the last advance where the suitable arrangement is been taken
into the thought by the concerning gatherings and it is executed in the organization to
maintain a strategic distance from event of the contention later on.