Pitching and Negotiation Skills

This document provides insights into the importance of pitching and negotiation skills in organizations. It discusses key stakeholders, information requirements, RFP process, contractual process, and potential outcomes of pitching. Find study material and solved assignments on Desklib.

PITCHING AND
NEGOTIATION SKILLS

TABLE OF CONTENT
INTRODUCTION...........................................................................................................................3
LO 1.................................................................................................................................................3
1. Key stakeholders during a negotiation....................................................................................3
2. Requirement of information and steps in a negotiation...........................................................4
LO 2.................................................................................................................................................5
3. RFP process.............................................................................................................................5
4. Contractual process..................................................................................................................7
LO 3.................................................................................................................................................8
5. Key principles to achieve sustainable competitive advantage.................................................8
LO 4.................................................................................................................................................8
6. Potential outcomes of pitching................................................................................................8
7. Issues and obligations for pitching..........................................................................................8
CONCLUSION................................................................................................................................8
REFERNECES................................................................................................................................9

INTRODUCTION
There is a requirement of a lot of knowledge and the right skill for pitching and
negotiation to take place so that there is a better functioning. There are chances for a longer run
if the organization is aware of these factors so that there is a better functioning and the company
will be able to take a lot of risks for the further growth as well. The role of stakeholders in this
case is very important because that can help the organization to get a competitive advantage.
There has to be experience in this field as well which can make the organization to invest and
upgrade in the market accordingly which is going to make the organization have a better stand
for themselves in market base and share. In the further report there is a discussion on the factors
which issues, information and steps are required for negotiation and pitching which can make the
organization have a better functioning.
LO 1
1. Key stakeholders during a negotiation
There is a requirement of a lot of discussion for negotiation in a business to take place.
There are a lot of factors which have to be agreed upon by the parties which are having this
negotiation in the organization. Wal-Mart has been in this business or industry from a long run
which is why they are aware of the changes and the functioning’s which are taking place so that
there is a better functioning (Choi, 2019). Experience in having a negotiation is important only
then the organization will be able to be able to get a competitive advantage. There are a lot of
differences which are present in an organizations functioning and culture which have to match
otherwise the productivity in the organization will be slower. Compromises, interests and
agreements are the key factors which have to be understood and accepted by businesses for
having a successful negotiation in the market. In a negotiation both the parties put forward their
teams and statements in front of the other party so that a common decision can be taken which is
going to be very helpful. The roles and responsibilities in the organization has to be distributed
effectively and without any discrimination because a negotiation always slows down the
productivity and processing of an organization which has to be well maintained by the
organization which is going to make the organization have better functioning. The role of the
stakeholder is a very important factor because the stakeholders are the ones who come to an
agreement in the end which is going to make the organization have a better functioning. There

has to be a good measures and method which has to be used during a negotiation which is going
to be beneficial for the organizations long run in the market (Abels, Howarth and Smith, 2018).
There are a lot of businesses which want to pitch or negotiate a lot of factors but there is a
technique for getting the way out of that factor which Wal-Mart is aware of so that the results
can be better.
There is a requirement of a lot of transparency in the organization which can be very
helpful for a long run and that is going to make the stakeholders also have a clear vision in which
the organization must work. During a negotiation there is a lot of exchange of experience can be
used by other organizations (Laker and Read, 2017). P&G and Sarah Talley and Frey Farms are
organizations which are trying to get a negotiation with Wal-Mart because it is the largest retailer
in this industry. The organization has made a strong base for themselves in the market which is
why the other organization are trying to collaborate with them by negotiation but Wal-Mart has
an upper hand over this factor because the competitive advantage is with them. This is a very
important factor for the organization in the market which is going to be very effective for a long
run. The competition in the market is increasing rapidly and to get a competitive advantage it is
very important for the company to be able to have a right skill and technique to be able to have a
competitive advantage which is going to be very useful (Dorian and Loughlin, 2018). The
stakeholders are going to make the decision for the organization which is why they have to have
the right information which is going to be good for the functioning and the customers are well.
The reputation has to be maintained but there must be an increase of sales or market share so that
the organization can have better profit margins for a long run. There are a lot of bargaining
power which has to be present when a negotiation is taking place otherwise the negotiation can
turn out to be negative for a long run.
2. Requirement of information and steps in a negotiation
During a negotiation it is very important that there is a sense of clarity which is present so
that there is a better functioning. To get that clarity in an organization there must be transparency
in the functioning and the negotiation table so that there is a better functioning. There are a lot of
conflicts which are going to rise with Wal-Mart and the other two parties which are P&G and
Sarah Talley and Frey Farms because there cultures and way of working are different (Bolzani
and et al., 2020). Wal-Mart wants to provide the best at low pricing for the customers where as

the other organizations just want to make profit from the market. There has to be a common
ground at which they must match and to find that factor is a very important factor for any
organization while a negotiation. The control on the functioning and the operations in an
organization has to be strong so that when the changes come in the company because of
negotiation then they can come in effectively and smoothly so that there is a better functioning.
The competition in the market is increasing which is why there has to be a transparency between
organizations so that they can find a place in which both the parties can agree and function
(David and et al., 2018). There have to be better and strong decisions which will have to be not
just accepted but followed as well because that would get in experience and low risks for the
functioning of the company in the market in the future.
There has to be a sense of motivation which is required so that the organizations or
parties negotiating can do it effectively which is a very good factor for the parties. Negotiation
can get in a higher sale or productivity in the company so that there is a better sense of direction.
There are new creativity and ideas which generate in a negotiation which can be used for getting
in a unique feature in the organization. The cultures are going to be different and there are a lot
of direct and indirectly involvement which is present in a negotiation. To get a profit and a better
experience which can be good for the future growth in the market which is why this is a very
important factor (Yongqi, Fei and Jin, 2016). Wal-Mart is having a lot of unique features in the
market which is why the company is being able to function effectively in the market so that there
is a better match with other companies in the market. There have to be proper proposals which
have to be made by other negotiators in the market for Wal-Mart because this is a large retailer in
the market and to get a competitive advantage it is very important for the company to be able to
have a better functioning.
LO 2
3. RFP process
RFP stands for request of proposal which is a basic need for having any kind of
understanding or information which needs to be passed. This is going to take at least 3 months or
more when there is a large negotiation or purchase which is taking place. To use this model there
are 6 steps which have to be followed so that the organization will be able to function effectively.
This gets a sense of direction in the organization as well which is a great factor for a long run in

the market. It is very important to assemble the team which is going to be present in the
negotiation which is going to take place or the proposal discussion (Paço, Ferreira and Raposo,
2016). There is a draft which is presented and then improvements are done according to the
agreement between the parties. There is going to be a timeline which has to be put forward so
that the organization can have a better functioning and that is going to be very effective for a
long run in the market. The discussion cannot take too long which is why this is a very important
factor for the functioning to take place affectively. Then come the research and writing the
contract done after all the information which is satisfying and then the decisions are going to be
taken for the further functioning. The expectations, criteria’s, timelines, etc are going to be
mentioned in it so that there is a better sense of direction which can be followed in the
organization.
There is a distribution of RFP in the stakeholders so that there is a response which can be
taken and information which is relevant which can be discussed in this so that there are important
changes which have to be made can be done (Hall, Cowan and Vickery, 2019). It is very
important for the organizations to take a review on it from the other stakeholders so that there is
an exchange of experience which can be very useful for a long run. There is always going to be
negotiation which the stakeholders of the other parties which are going to take place and a lot of
conflicts which can rise but to have a successful RFP process there has to be a term which cannot
be negotiated that easily and there is a agreement of the parties. In the last step the signing of the
RFP is important only then the functioning and the further processing and operations will be able
to take place. There have to be a lot of charts and diagrams which have to be present in the RFP
processing which can be useful for a long run and the understanding for the stakeholders is
better. There has to be a planning which is required and research as well of the parties which has
to be put in a RFP process so that all the parties can benefit from this factor (Chao, 2017). RFP
process must be followed strictly and must have a checklist which is being followed so that there
is a better functioning which is going to be very effective for a long run in the market. The
document of RFP process has to be transparent for all the stakeholders and the employees so that
there is a better objective which can be created. Wal-Mart has a strong RFP processing
experience which is why they know how to make the stakeholders of other organization
collaborate or function with Wal-Mart in the market which is getting high profit margins for both
of them.

4. Contractual process
To have better negotiations in the market there has to be an effective working in the
market so that there is a better operations which is going to get in profitability. There are a lot of
decisions which have to be taken only then a contract can be signed by the two or more parties
for making negotiation take place (Green, Pease and Davila, 2016). Use of having a strong
contract is very important so that there is a competitive advantage and a sense of direction in the
company which is a very important factor. The contract which is being signed has to be
understood and discussed on by the stakeholders on the table so that they do not feel like leaving
the contract ever and the best is selected for the company. Bargaining is very important before
signing any contract so that there is a freedom in the organization. There is a pitching of ideas
and creativity which is included in the organization so that there is a better functioning. There
has to be a well selected employee in the negotiation as well who have a better understanding
and think for the best of the business before any deal is made for the organization (Steven and
Richard, 2018).
There is an involvement of a lot of parties in a negotiation directly or indirectly and
before any contract is signed it is very important for the organization to provide the right
methods and functioning to the company so that the right measure can be taken. When there is
information which is being provided to the parties after the contract then the parties can file a
case on the company which is not good for the reputation in the market. This is going to make
the organization have limited functioning and processing in the market which is a great factor
which the organization will have to work on. There has to be a strong decision making in the
organization so that the performance of the organization can improve in the market. There has to
be improved and maintenance of the factors which are important for the company so that there is
a better functioning. There must be a strong document which has to be planned out for the
organization which can make the company have a better product and services which helps the
organization to have a better customer share (Dinnar and Susskind, 2019). There has to be a
proper plan and performance which has to be maintained in the organization so that the company
can have a better reputation in the market and expand in the future for a global recognition.
Competitive advantage can make the company have a better functioning and operations in the
market which is a very important factor.

LO 3
5. Key principles to achieve sustainable competitive advantage
LO 4
6. Potential outcomes of pitching
7. Issues and obligations for pitching
CONCLUSION
It can be concluded that there is a requirement for any organization to have the complete
information and knowledge about negotiation and pitching so that the best of outcomes can be
take out from it. There has to be a proper understanding and operations which needs to be
maintained after the negotiation and pitching as well. There are a lot of contracts and information
exchange is required and that has to be good for getting a competitive advantage and knowledge.
There are new ideas and creative methods which come out of it so that the organization can
function effectively which is a great factor for the organization to maintain their customer base.
Investment and transparency can make these two factor discussed in the above report more
effective and gets an opportunity for the company.

REFERNECES
Books and Journals
Abels, E.G., Howarth, L.C. and Smith, L.C., 2018. Transforming library and information science
education by design. In Re-envisioning the MLS: Perspectives on the future of library
and information science education. Emerald Publishing Limited.\
Bolzani, D and et al., 2020. Technology Transfer Offices as providers of science and technology
entrepreneurship education. The Journal of Technology Transfer. pp.1-31.
Chao, R.C., 2017. Navigation and Negotiation: Examining the Ecology of Service-Learning
Composition Courses (Doctoral dissertation).
Choi, Y., 2019. Into the Dragons' Den: Practicing KFL Business Communication Skills Through
Project-Based Learning. The Korean Language in America. 22(2). pp.190-200.
David, K and et al., 2018. Embedding entrepreneurial skills development in teacher education.
In Entrepreneurial Learning City Regions (pp. 319-340). Springer. Cham.
Dinnar, S. and Susskind, L., 2019. Real Entrepreneurs Describe Their Mistakes.
In Entrepreneurial Negotiation (pp. 61-125). Palgrave Macmillan. Cham.
Dorian, L. and Loughlin, E., 2018. Stand Out from the Crowd: Key Skills for Study, Work and
Life. Macmillan International Higher Education.
Green, E., Pease, M. and Davila, A., 2016. A FELLOWSHIP APPROACH TO
ACCELERATING SOCIAL ENTREPRENEURS.
Hall, E.T., Cowan, D.T. and Vickery, W., 2019. ‘You don't need a degree to get a coaching job’:
investigating the employability of sports coaching degree students. Sport, Education and
Society. 24(8). pp.883-903.
Laker, B. and Read, N., 2017. The million-minute sales truth. Dialogue Review. 5(2). pp.66-69.
Paço, A., Ferreira, J. and Raposo, M., 2016. Development of entrepreneurship education
programmes for HEI students: The lean start-up approach. Journal of Entrepreneurship
Education. 19(2). p.39.
Steven, J. and Richard, L., 2018. Selling Science: How to Use Business Skills to Win Support for
Scientific Research. World Scientific.
Yongqi, L., Fei, F. and Jin, M.A., 2016. Mission D, an interdisciplinary innovation and venture
program at Tongji University. In Creating Innovation Leaders (pp. 201-213). Springer,
Cham.