Pitching and Negotiation Skills (PDF)
Added on 2020-10-22
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Leadership ManagementProfessional DevelopmentPolitical Science
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PITCHING ANDNEGOTIATION SKILLS
Table of ContentsINTRODUCTION...........................................................................................................................1LO1..................................................................................................................................................11. Negotiation..............................................................................................................................12. Rationale for the negotiation process......................................................................................23. Evaluation of the Negotiation Process....................................................................................3LO2..................................................................................................................................................4RPF process within an organizational context, outlining the key documentation required andconsequences of breaching the terms of an agreement ..............................................................4Competitive tendering and contract process and recommendation for completion of tender....5LO 3.................................................................................................................................................71) Examination of pitching process and various methods to have maximum reach ofsuccessful pitch...........................................................................................................................72) Developing a dynamic as well as creative pitch outcomes by ascertaining potential issues..7LO 4.................................................................................................................................................91) Various post pitch obligations and potential issues and potential outcomes of a pitch..........92) Evaluation of pitch and post pitch outcomes for preparing risk management activities........9CONCLUSION................................................................................................................................9REFERENCES..............................................................................................................................11
INTRODUCTIONRegulation of business is considered as most important task that required qualified andcompetent personalities having potential accomplish organizational objectives. Negotiation isanalysed important aspect that involvement of third party for resolution of problems. Presentstudy is based on analysis of case study of Marks and Spencer which is international retail storein UK, regulation its business across the world (Horton, 2016). Concept of negotiation andreason for why its occurs in organization have been discussed along with the stakeholders forthe process to commerce. Further, rational for process is also presented clearly along with theevaluation of step in process of negotiation. In addition to this, process of RFP and documentsrequired for completion of bidding contract have been outlined in this report.LO11. NegotiationNegotiation is the combination of two words taken from Latin 'neg' means no and otherone 'ostia' which means leisure refers to those business person who does not have spare time inthe work related to industries. It is also regarded as the scenario of dialogue that occurs betweentwo people or among a group in an intention to bring some outcomes which are beneficial forboth the parties on some particular issue which consist of potential harm. Therefore, negotiationis defined as the combining process comprising of the activities where two completely differentopinions are made to come together in a mutual decided agreement on certain conflict or issues(Goldberg and et.al., 2014).It completely focuses on the resolution of differences which has advantages for individualor a group or to take out some results for satisfying varying interest of people. These conflicts donot create any benefit to the people who creates disagreements. The rigid behaviour of individualinfluences the decision making of a particular group. Trust is the major factor that is included inthe concept of the negotiation. Higher the intensity of trust between the parties sooner the peoplewill negotiate. Negotiation has a major influence on the corporate sector. As it is a group of individualswho operate the whole organisation which comprises different thoughts that mostly creates thecircumstances for conflicts and issues on any topic. This scenario impacts the company in anegative way which also influences the functions. To solve all these disputes, it is very necessaryto form an agreement on which various people agrees, providing several benefits individually1
and mutually (Moore, 2017). The process of negotiation leads to smooth functioning of thecompany. The group of stakeholders always creates conflicts as everyone seeks for their ownadvantages; thus, neglecting others. So, to overcome this situation, negotiation plays an effectiveimpact on their joint decision process which includes mutual agreeableness of each stakeholderwithout creating any problems and disagreements for the particular subjects.2. Rationale for the negotiation processNegotiation process is very important as it helps to resolve the conflict very efficientlyand in a peaceful manner which is very important for any corporate as it promotes harmony inthe relationship between different individuals. Negotiation process facilitates in determiningwhat are the basic issues and reasons for the disagreements which leads to many conflicts anddisputes among them. The process leads to the settlement of all disputes with a mutual agreementof people which makes sure that both the parties should be equally benefited.The negotiation process includes the following steps which are as follows:PreparationPreparation comprises following activities like information gathering which includesacknowledging the facts related to particular problem and assuming what data or information isrequired for the same. Next step is evaluation of leverages which means determining theleverages of both the parties. After this, the individual or parties involved in the dispute areunderstood as it is very crucial to know the their party with whom negotiation is occurring. Anestablishment of rapport is performed with the opponent. Objectives of the process should beclarified. Also, the negotiation type should be anticipated followed by the approach that has to befollowed for the process (Khadhraoui and et.al., 2017).Opening PhaseThis includes the creation of influence on other party which directly or indirectly affectstheir mind and the decision process in turn. It is very important to psychologically influenceothers for an effective negotiation.Bargaining PhaseIt involves the commencement of both parties to the main objective which both wants toachieve and tries to convince each other for it by determining the pros and cons and evaluatingthe reason of other on the same criteria.Closure Phase2
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