Pitching and Negotiation Skills - Desklib

Pitching and
Negotiation Skills

Table of Contents
INTRODUCTION...........................................................................................................................1
MAIN BODY...................................................................................................................................1
Task 1..........................................................................................................................................1
What is a negotiation?............................................................................................................1
Why negotiation occurs?........................................................................................................2
Who the key stakeholders are during a negotiation process?.................................................2
Evaluate the steps and information required for negotiating & generating deals..................2
Task 2..........................................................................................................................................3
Explain the RFP process.........................................................................................................3
Types of documentation required in RFP process..................................................................4
Explain the contractual process..............................................................................................4
How relevant documentation is managed and monitored......................................................4
Task 3..........................................................................................................................................5
Develop an appropriate pitch..................................................................................................5
Principles applied in achieving sustainable competitive edge while developing a pitch.......5
Task 4..........................................................................................................................................6
Assess the potential outcomes of a pitch................................................................................6
How organizations fulfil their obligations for a pitch?..........................................................6
Identify potential issues that can occur..................................................................................6
Recommendations.......................................................................................................................7
CONCLUSION................................................................................................................................7
References:.......................................................................................................................................8

INTRODUCTION
Negotiation can be defined as the procedure where multiple individuals conduct
discussion with their different goals and objectives in order to resolve the issues so that they can
draw an acceptable solution for all the parties involved in it. Positive negotiations results in
businesses success which supports in developing the better relationships with stakeholders.
Organizations chosen here are the Microsoft and Nokia. Microsoft is one of the leading
international technology company headquartered in United States and established in 1975. it
provides products and services such as computer software and consumer electronics along with
the personal computers and related services. Nokia is one of the leading international
telecommunications company headquartered in Finland and established in 1865. Its products and
services includes mobile phones and networks. The following discussion is based in the context
of these organizations such as on the negotiation, stakeholders involved, steps for negotiation,
RFP process, documentation required, contractual process, pitching, principles, outcomes,
obligations and issues along with the proper findings, recommendations and conclusion.
(Jiménez Muñoz, 2019).
MAIN BODY
Task 1
What is a negotiation?
Negotiation is all about discussion among two or parties on a mutual topic but different
understanding and perception which finally draws the solution that is acceptable by all. It has a
specific skills that are used while having a discussion such as effective verbal speaking and
listening along with the reducing any misunderstanding and rapport building which is followed
by the problem solving and decision making and also the assertiveness and dealing with difficult
situations. As per the given scenario in the case study, negotiation explained between the
Microsoft and Nokia which has merged initially in 2013 but due to some cultural issues,
Microsoft acquired the Nokia with all its assets. Negotiation were made on the products and
services provided by both the companies and also the employees and further assets as well so
that they can share their resources and present something new in the marketplace because both
are the brands in their own industries (Fletcher, 2018).
1