Negotiation Strategies and Request for Proposal

This assignment delves into the world of negotiation and Request for Proposal (RFP) processes. It provides an overview of negotiation techniques, including a five-step approach, and the importance of negotiation in achieving business goals. Additionally, it covers the RFP process, its documentation needs, and how to manage them effectively. The report also touches on pitching and its outcomes, as well as common issues businesses face when fulfilling obligations from pitches.

Pitching and Negotiation
Skills 1

Table of Contents
INTRODUCTION...........................................................................................................................3
LO1..................................................................................................................................................3
1. Presenting the meaning of negotiation, its occurrence and key stakeholder during the
process (P1)............................................................................................................................3
2. Evaluating the key steps and information required for negotiation (P2)............................4
LO2..................................................................................................................................................5
1. Explaining the RFP process and relevant types of documentation required (P3)..............5
2. Presenting the Contractual process and documentation is managed and monitored (P4)..6
LO 3.................................................................................................................................................7
1. Develop the appropriate pitch applying key principle to achieve the sustainable competitive
edge (P5).................................................................................................................................7
LO 4.................................................................................................................................................8
1. Assessing the potential outcome of a pitch (P6)................................................................8
2. Presenting how organization fulfil their obligation from a pitch and issues which occur (P7)
................................................................................................................................................9
CONCLUSION..............................................................................................................................10
REFERENCES..............................................................................................................................11

INTRODUCTION
Pitching skills means delivering the plan of a business verbally while on the other side
negotiation means establishing an agreement through discussion. The present report main aim is
to provide the importance of pitching as well as negotiation skills. The chosen company for this
report is Levi Roots which is a small scale company and deals with a range of spicy BBQ sauces.
The report describe the meaning of negotiation and why it occurs and who the key stakeholder
are during the process of negotiation. Further it helps to evaluate the key steps and information
required for negotiation and generating deals. This report also describes the RFP process and
contractual process and present the funding needed for a Dragon Den presentation.
LO1
1. Presenting the meaning of negotiation, its occurrence and key stakeholder during the process
(P1)
Negotiation is a simple discussion whose aim is to reach or attain the objectives through
an agreement. Negotiation is a method through which a company can settle the differences
between people of a company. Further it is a process by which compromise as well as agreement
are reach and arguments and disputes are avoided. Its main aim is to resolve the points of
differences in order to gain an advantage for an individual. Negotiation process in Levi Roots
means that to solve the conflicts between the employees of the company and craft the outcomes
to satisfy various orders (Jennings, 2018). Therefore, it is the duty of HR to have such skills in
order to solve the conflicts between each other and gain trust. Therefore, the negotiation skills
are quite helpful for a company which the HR must have in order to fulfil the demands as well as
goals and objectives of a company and through this, the conflicts between each other can easily
be solved.
Occurrence: Negotiation skills will help to improve the overall performance of the
company's employees and if the HR of a company have right negotiation skills then it implement
the improvements and reaps the interaction. If the HR of a company have such skills and a good
negotiator gets what they actually want out of a situation they get excellent results by keep
involving each other and through these skills, the HR of a company can easily build a better
working place and gain trust relationships with their business partners (Pandey, Pandey and
Kothari, 2016). Negotiation generally occur due to conflict in the working place and in order to

solve those problems these skills are used to gain the trust and sort things out as early as
possible. As a result, these skills again help to achieve all defined goals and objectives of a
company. Through proper negotiation skills, the company's HR can also enhances their
employee's working capabilities so that it will help them to raise the production level of a
company.
Key stakeholder for Negotiation process: The key stakeholders for the negotiation
process are as Government, Workers representative, Lawyers, Advisers, Non governmental
organization.
2. Evaluating the key steps and information required for negotiation (P2)
Levi Roots faces some issue regarding their employees conflicts and at that time they use
negotiation skills in order to solve the problems. In today's loosely structured organization,
members of the company work with colleagues who have no authority to share the things with a
common boss at that time negotiation skills become more critical and the five steps of the
negotiation process are as follows:
 Preparation and planning: it is the first step in which the HR of a company should be
aware relate of potential problems and in this both the parties will organize and
accumulate the information which is necessary to have an effective negotiations (Five
steps of negotiation process, 2018 ). Owner of Levi Roots and an employee who have an
issue share the information and then HR or the owner try to understand the problem and
then take another action in order to solve an issue.
 Definition of ground rules: It is the second step and in these rules and procedures are
established for planned negotiation and if the planning is developed then its time to
define the ground rules and procedure such as where it will takes place along with time
constraints. What are the issues that negotiation will be limited and specific procedures
etc, these requirements should be fulfilled and done (Siedel, 2014).
 Clarification and Justification:In this stage the discussion should be done in order to
specify the issues and these clarification between two parties should be clear and they
need to provide proper justification in order to solve the issues. These two parties faces
each other and discussion is done so that it provide proper clarification between each
other.

 Bargaining and problem solving: It is the for the stage under which the objectives are
attended when the negotiation process is started. Such that one party try to convince the
other side and present their demand in order to solve the issues between each other. For
this reason, one party needs to be so strong and clear about their planned arguments
(Macaulay, 2018) page number pp. 155-167
 Closure and implementation: By combining the information gathered from last four
stages should be implemented into the working force so that their gain trust between each
other which is lose during the conflicts. This stage is also known as closure phase and
final agreement is to be done.
Information required for negotiation: For negotiation, there are many things need to be
consider such as background information, goal to attain the project, a plan and a confidence.
Practice require to complete the project on time, objectivity and self interest.
LO2
1. Explaining the RFP process and relevant types of documentation required (P3)
Request for Proposal is a simple process or a document that is made through a bidding
process and companies are interested in procurement of a commodity and valuable asset in order
to submit their business proposals. The main objective of this is to avoid the creating of any
undesirable behavioural incentives and to promote the equality as well as diversity in the
working place (Chun, 2018). It also represent the preliminary requirements for the commodity as
well as services and and effective RFP strategy, the long as well as short term objectives are
easily achieved.
This process is carried out with the review of their expert and under the guidance of four
main panels. Their also monitor the quality of outputs and the impact upon the public and further
the environment that actually supports the research. Levi group also offer good spicy varieties of
sauces in order to attract large number of customers. Therefore, the REF process help them to
take an review of the quality of offered products to their customers and if they find something
wrong then they immediately take an action for their further improvements such as through
benchmarking. They start evaluating the performance of their company's employees and then at
that time through some session they can help their employees to raise their working performance
(Fraser, 2017).

Documentation required during REF process:
 Team Documentation: this types of document are required to illuminate the work
which is done in Levi Roots so that this documents are helpful to determine the exact
plans, schedule and status report of their team members. This types of documents are in
detailed and help to know the exact working performance of the employees.
 Reference documentation: This type of documents are helpful for a company in order
to let them know about the policies and topics which are actual created by HR
department (Mureithi and et.al., 2018). The legal process also used such as while hiring
any employee for the vacant position then they should follow all the legal process which
are required for making large process of pool. It is also in detailed process that helps to
identify the exact information of their employees.
2. Presenting the Contractual process and documentation is managed and monitored (P4)
Contractual process for negotiation is a simple process of give and take the parties to
reach an agreement and it is also based upon 5 steps of process:
Selecting a contract: Contract means signing the agreement between two or more parties
and creates obligation which are recognized by the law. Even the sponsor chooses the agreement
type that negotiating the opportunity which is actually suited for the contract. The contracting
services must be used in order to complete the necessary information and choosing the best
contract which help to provide the funding agency and if changes are made then procurement
must review and approve the contract (Shmali and Dushakova, 2017). If the contract is selected
then it will be helpful for the the company to decide the exact person to whom the contract is
signing.
Collecting the necessary information: under this, it is quite important to engage in any
work without formal or any written agreement and if the contract is selected then it is quite
necessary to have such information like fully signed proposal routing sheet, budget, payment
schedule and statement, word version of contract that actually contain all attachment of
important documents and some additional supporting documents. During the signing the
contract, all necessary information should be determine so that while signing it, the information
need to be check and if both parties are ready and accept the changes then they can sign it.
Choosing a negotiator: Procurement are actually responsible for developing and
reviewing the agreement between two parties and all the parties should make sure the

accountability and internal consultation and regulation or policies which are made by
government such as licence, maintenance agreements and lease or deeds (Montenegro, Nuñez
and Larco, 2017).
Contract review process: if the procurement find any thing missing then the entire
contract of a company is again reviewed. Once the contract is reviewed then the process is again
come through the different process and the entire contract is review again. A contract as well as
agreement for sponsored project activity will not be negotiated until the proper paperwork has
been routed.
Contract signing: It is the final stage of the contract process where all the documents are
reviewed and if both parties are agreed then they will sign the contract which shows that they are
agreed with the contract and the investigator of the contract process will review the entire
documents such as budget, scope of the work and effective dates in order to complete the
contract on time. It is the last step under which the contract is signing between both the parties
and through proper signing and acceptance of the parties, this contract is further process and
completed.
LO 3
1. Develop the appropriate pitch applying key principle to achieve the sustainable competitive
edge (P5)
The basic key principle of an appropriate pitch in order to achieve the sustainable
competitive edge is as follows:
Transparency: Good negotiation and pitching skills are helpful to both parties and it
helps to develop transparency between each other. It further saves time and also makes sure that
the message is delivered on time or not. In Levi Roots, the quality of the products are offered in
such a way that it help to build a strong relationship between each other.
Build relationship: Another key principle is to build the best relationship with their team
members and it further helps to value the brand loyalty and even the customers show their trust
for the brand and also develop the relationship with suppliers as well as partners. By building the
bridge of trust with each other further helps to focus on the opportunity and different approaches
(Mureithi and et.al., 2018). It also includes the negotiation approach for team members who
actually shared the beliefs and their counterpart that keep raising their working performance.

Respect: the process of pitch as well as negotiation is helpful to generating a respect and
through this, the employees of the company will start producing bets outcomes for their company
and as a result the competitive advantage can be gain. For example, the manager of Levi Roots
help or provide training to their employee and in this way they can gain the trust of their
employees and this will help to gain competitive advantage. Rather to chasing with new
business, it is good to provide and take respect with each other so that the work is completed.
Listen: When the negotiation is prepared then most of the employees of the company
will be focused on what they will say such as the verbal as well as non verbal communication
also plays an important role and having an effective communication as well as listening skills
then it will help them to achieve the appropriate goals and objectives of the company. If the
negotiation skills of the company owner is not so strong then the problems also cause result
which bear heavy loss and many of the good employees are also left out the job for grab other
opportunity for their welfare. Continue and developing innovative products also help to gain
competitive advantage and as a result, customers also updates and upgrades.
LO 4
1. Assessing the potential outcome of a pitch (P6)
Pitching and negotiating has both positive as well as negative outcomes for the company
as well as employees and these are mentioned below:
 all the issues are settled down through negotiation and pitch and an employee of the
company can easily help to attain their all defined goals and objectives of the company.
Therefore it is quite necessary for the company to keep negotiating with their employees
so that it will help them to complete or fulfil the defined goals.
 If the issues are settled down then it will be helpful and to the mutual benefit of everyone.
Even the potential outcome of negotiation is also depend upon the success of the
company as well as the profit margin of the company.
 The distance between the parties position are also limited and after fulfilling the
agreement between two parties are also helpful for them to keep their distance narrowed.
Moreover, reducing the gap will help them to attain the real success of their company.
 The number of unresolved issues are also reduced and it is considered as a result of their
progress. Thus the issues are decreases in number which also shows that the negotiation

skills are helpful for the company in order to raise their actual working performance
(Halloran, 2018).
 Both the parties gain trust between each other and it will further help them to attain their
defined goals in prescribed time so that the core of conflicts are also resolved.
 The communication skills are also learned between each other and as a result it is another
way to determine the success of negotiation and through effective communication, the
company's overall working performance can easily be raised.
 As the person will easily solve the conflicts between their team mates then it will be
easily attain all defined goals of the company and also lead to sustain their brand image in
market.
 Having a vast network in the system then it will be helpful to execute the plan in more
effective way. But on the other side, if company fail in pitch then it will creates some
problem regarding execution.
2. Presenting how organization fulfil their obligation from a pitch and issues which occur (P7)
Organization can fulfil their duties through many ways such as:
 Contractual implementation: whatever the contract is finalised by the organization, it is
quite necessary for them to implement those into the working area so that it will help
them to attain all defined goals of the company. If the negotiation skills are strong then it
will help them to follow the assigned work and complete the task on time (Mejía-Arauz
and et.al., 2018).
 Fulfilling the duties: the organization must follow the obligation for pitch and through
proper communication the assigned duties can be completed and the goals of the
company are achieved in proper time.
 Monitoring or review the contract: it is the duty of the company to keep monitoring
and taking reviews of their working employee performance. Such that if they found any
weakness then they can take immediate action in order to sort out the problem. Proper
monitoring will help to identify the weak points and strong position of the employees.
 Managing the relationship in working area: Through negotiation, an organization can
easily manage the relationship with their employees as well as customers. Having

complete information related to the plan will also help them to take better action for
future improvements (Dinnar and Susskind, 2018).
Issues are:
 While the negotiating process, the organization faces some issues related to
communication and it will not complete the process in the proper way. Miss
communication also leads to many problems between staff as well as managers of the
company.
 Not having sufficient knowledge will also leads to some issues and produces hurdles in
the path of success. Therefore, the manager or HR of Levi Roots should have or posseses
the knowledge related to their specific field and thus it will help them to achieve the goals
and objectives in defined time.
 While going through a negotiating process, an organization may also faces issue of
creating conflicts between the manager of the company with the employees because of
lack of communication. Hence, it also leads to some issue and this should be overcome at
earliest otherwise it may lead to some problem.
CONCLUSION
By summing up above report it has been concluded that negotiation and pitching skills
have their own importance in Levi Roots. Report also concluded that negotiation are quite useful
in the working area because it will help to attain all defined goals and gain competitive
advantage of the company. It also describe the five steps of negotiation which are used to deal
out with conflicts. Further, it also describe the Request for Proposal which is a simple document
that help to bidding the process of the contracts and also describe the documentation needs to be
managed and monitored. Moreover, report also concluded an appropriate pitch and their
outcomes which help to achieve the sustainable competitive edge and also concluded some
issues which a company faces to fulfil the obligation from a pitch.

REFERENCES
Books and Journals
Assessment, P. A. M. N., 2018. Request for Proposal.
Chun, K., 2018. Request for Proposal.
Colin, J. P., 2017. Contractual Practice and Land Conflicts: The ‘Plant & Share’Arrangement in
Côte d'Ivoire. Journal of Agrarian Change. 17(1). pp.144-165.
Dinnar, S. and Susskind, L., 2018. Entrepreneurial negotiation: Understanding and managing
the relationships that determine your entrepreneurial success. Springer.
Fraser, W., 2017. Request for Proposal.
Halloran, M., 2018. Tortured Negotiation/Arbitration Process Shows True Colors of City
Leaders.
Jennings, S., 2018. Negotiating: a five step approach to the negotiation(pp. 44-62). CRC Press.
Macaulay, S., 2018. Non-contractual relations in business: A preliminary study. In The Law and
Society Canon (pp. 155-167). Routledge.
Mejía-Arauz, R. and et.al., 2018. Collaboration or negotiation: Two ways of interacting suggest
how shared thinking develops. Current opinion in psychology.
Montenegro, C., Nuñez, N. and Larco, A., 2017, April. IT Outsourcing Improvement:
Contractual Model of Governance and Management from Customer Perspective. In World
Conference on Information Systems and Technologies (pp. 616-627). Springer, Cham.
Mureithi, L. and et.al., 2018. Emergence of three general practitioner contracting-in models in
South Africa: a qualitative multi-case study. International journal for equity in
health.17(1). p.107.
Pandey, N., Pandey, A. and Kothari, D. A., 2016. Soft skills in defense services--need of the
hour.
Shmaliy, O. V. and Dushakova, L. A., 2017. Contractual Forms of Agreement between the
Bodies of the Executive. European Research Studies Journal. 20(1). pp.276-283.
Siedel, G. J., 2014. Negotiating for Success: Essential Strategies and Skills. Van Rye Publishing,
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Online

Five steps of negotiation process. 2018. [Online] Available
through:<https://iedunote.com/negotiation-process-five-steps>.