Collection of Negotiation and Business Studies

The assignment requires preparing a formatted bibliography of 19 sources, including articles, books, and conference proceedings, related to entrepreneurship, negotiation, and business education. The sources cover topics such as commercialization skills, authentic assessment, international negotiation, competency-based hiring, attracting angel capital, self-efficacy, mediation, pitching marketing services, fostering entrepreneurship, building relationships, negotiating difference in international development volunteerism, and storytelling at its best. The task involves extracting relevant information from each source, including authors' names, publication titles, year of publication, and page numbers or specific sections for books and articles. The goal is to provide a comprehensive bibliography that can be used as a reference for future research or educational purposes.

Perfect Pitch

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
Covered in booklet......................................................................................................................1
TASK 2............................................................................................................................................1
A request for proposal.................................................................................................................1
A complete response to RFP.......................................................................................................3
Develop a pitch for applying the key principles that achieve sustainable competitive edge......4
Potential Outcome of pitch..........................................................................................................5
How Organisation fulfil their obligations ..................................................................................6
CONCLUSION................................................................................................................................7
REFERENCES................................................................................................................................8

INTRODUCTION
Negotiation is defined as the process through which two parties present their views that
are different as per their perception or need and try to convince the people involve within the
procedure in order to win a deal. Main purpose of conducting this process is to discuss the
problem two parties are having in order to reach over a mutual decision that benefit both the
parties. Present report is based on Cuisine Coffee which is a new start up in London which work
toward offering variety of coffees which is seeking for a growth opportunity to expand its
business operations. This report focuses toward presenting a detailed information regarding the
concept of negotiation, key steps involved, importance of key individual, tendering for contract,
preparation of RFP and its response along with contractual process. It further includes
description regarding principles of pitching for achieving sustainability, potential outcome of
pitching and manner in which organisation fulfil their obligations.
TASK 1
Covered in booklet
TASK 2
A request for proposal
Request for proposal is a document which an organisation or even a government agency
posts to elicit a response in a form of formal bid from the potential vendor regarding the
products, solution as well as services (Jeong, 2016). This documents is essential for the
operations performed within the organisation. The Barclays bank, headquartered in London has
decided to run a Caffe Nero which operates a chain of coffee shop throughout UK and for
working in this regard Barclays is required to submit a request for proposal form. But as to
maintain its image in market, Barclays bank has decided to approach a small business owner of a
Cuisine coffee a new start up who is looking for expansion or a growth opportunity. Hence the
small coffee shop owners has to submit a request for proposal in order to win this deal
(Jotikasthira, Bhutibhunthu and Chuaychoo, 2016). A new coffee shop start up named as
Cuisine Coffee has submitted a request for proposal form which is mentioned below:
REQUEST FOR PROPOSAL LETTER
Purpose:- The main aim behind applying for operating the Coffee Shops of Caffe Nero

is that it is well known among the customer in London which provide a greater growth
opportunity in market. By using the new strategies of Cuisine Coffee over the existing
operations of Caffe Nero, a greater market expansion can be achieve which help in
dealing the competitions that are presented by Costa Coffee and Starbucks.
20/7/2019
Cuisine Coffee
23-25 Leather Ln, Holborn,
London EC1N 7TE, UK
Dear Sir or Ma'am,
We are working as a start up coffee shop with the name of Cuisine Coffee within in
London in order to offer coffee in variety of tastes that are rich in quality and highly
appreciated by localities. Now we are looking for an expansion and growth opportunity
within the market of London. Recently, heard about the proposal of Caffe Nero which
proves to be greater opportunity to expand the business effectively and fulfilling the
customer need or expectations which they have toward a Coffee Shop. In addition to this
by maintaining the performance with these strategies there would be further new growth
options can be found in term of product diversification. The basic detail about the coffee
shop is mentioned below:
Background of Cuisine coffee:
Cuisine coffee is a newly established coffee shop that offers variety of coffee in term of
their taste to customers at London street. It maintains a staff group of 20 people among
them 2 receptionists are there to welcoming the customers in cafe, 10 staff members
always remain at the floor for taking orders and serve the customers with their demands.
Apart from this 5 staff members are their to prepare the coffee and other snacks to
customer and remaining 3 staff are responsible for the management of whole cafe all
together. The Cuisine Coffee has gain acceptance in market and highly appreciated in
term of quality services all because of effective management.

These are the quality of effective team that supported the Cuisine Coffee to achieve
success in market place. If we got the opportunity to work with such a big brand i.e. Caffe
Nero then we would be able to expand business effectively and also with the support of
this high skilled management team further growth of Caffe Nero is also possible in term
of customer base enhancement, profit maximisation and product diversification.
Thanks & Looking forward for your response.
A complete response to RFP
The response evaluation is consider to be the most essential part of Request for proposal
form and its process as in this after having a meeting and detailed discussion regarding the
business deal (Lemmer, 2016). After preparing a request for proposal form the cuisine coffee has
presented it in front of Barclays bank in order to get the deal of operating the Caffe Nero. While
having the discussion over this regard the Cuisine Coffee has represent its point in front of the
Barclays bank regarding the manner in which it is having the capability to manage the cafe in a
better manner which can satisfy the expectation of bank in front of this deal. The Barclays bank
has accepted the proposal of the Cuisine Coffee but in response they negotiate with the coffee
shop in term of their working conditions as well as profit share.
Hence, after deciding the pitching points to be discussed by Barclays bank the negotiation
over the proposal will be performed (Lo, 2016). Over this major concept is that the bank has
presented the request for proposal in front of Caffe Nero in order to request them to operate their
coffee shop chain but as it is a financial company this is not possible to operates two things all
together. Therefore it has presented this offer for small start ups coffee shop who are seeking for
greater growth opportunity in marketplace. Hence in exchange of this the Barclays Bank is not
providing the 100% ownership to the small business owner and only a part of it to gain
maximum benefit from this deal.
Hence after arranging the meeting with small business start up i.e. Cuisine Coffee, the
Barclays started negotiation with them that the coffee shops will be handed over to them but
without full ownership. The decision in term of coffee shop will only be taken after discussion
with Barclays bank. In addition to this the around 60 percent profit will be under the Barclays
bank. But for win win solution the Barclays bank has offered some benefits too in this conditions
which includes, the Cuisine Coffee will not be required to invest more in starting operations in

this cafe (Maddux, 2016). In addition to this, if under the Cuisine Coffee the branch of Caffe
Nero will get increase in its profitability as compare to existing one then the Cuisine Coffee will
be able to get 50% stake in the Caffe Nero. This is a greater growth opportunity for the Cuisine
restaurant as currently it has to work under the orders to Barclays Bank but with the better
performance it would be able to get 50% stake in Caffe Nero that contribute toward providing it
an expansion or growth opportunity even at international market also.
Develop a pitch for applying the key principles that achieve sustainable competitive edge
Pitching is basically a part of negotiation process in which parties involve with in the
procedure represent their view point for performing the negotiation by validating their perception
about particular viewpoint (Mejía-Arauz and et. al., 2018). There are number of methods which
can be used to represent the pitching that includes face to face conversation, letter, e-mails etc.
The main aim behind the pitch is to secure funds and resources that are essential for organisation
to enhance their sustainability and profitability within market. In order to get the best small
business for the deal of Caffe Nero the Barclays bank has to fix up their pitch that is to be
represented in front of Cuisine Coffee while they perform negotiation with them. For achieving
competitive advantage while operating the coffee shop chain of Caffe Nero the Barclays bank is
offering several benefits to the Cuisine Coffee so that they work in an appropriate manner toward
the growth and success of Caffe Nero chain. This will aid in gaining competitive advantage in
marketplace as it help in providing the benefits to both the parties i.e. Barclays bank and Cuisine
Coffee so that they would be able to perform effectively within the organisation. The principles
that will ensure sustainability of Cuisine Coffee within market is presented below:
 Brand Loyalty:- The Caffe Nero has a larger customer base in market place which
support in maintain the customer base even if the operates of business get changed
(Moore, 2014). But to maintain brand loyalty among customer it is very essential for the
Cuisine Coffee to treat the customer in more effective manner as it is done by Caffe Nero
for long term sustainability.
 Effective staff members:- The Cuisine Coffee is good at management of coffee shop
because of its high skilled and competent staff who perform their work in efficient
manner. But for operating this coffee shops of Caffe Nero it is essential for the enhance
the internal strength by recruiting more employees. Hence this is that another pitch to be

discussed while negotiation as Cuisine Coffee is required to recruit and provide training
to new employees so that they can work toward achievement of competitive advantage.
 Networking:- Cuisine Coffee is basically a Start up in London, so in order to operate
effectively in competitive marketplace it is essential for it to create a larger network
through which they can expand their business. In addition to this they are also required to
have a contract with supplier so that required resources or material would be present in
front of them on timely manner (Rakin, 2017). It will support in operating business in
effectively manner as by having stronger network it become easier to operate business
hassle-free.
Potential Outcome of pitch
To left a greater influence or impact over the investors and other parties involve in the
procedure the presentor perform their best in order to get win situation (Siebersma, 2019). This is
completely depends over the skills as well as capability of presentor in term of whether they
become able to convince the other members at the time of negotiation or not. In case of Cuisine
Coffee the investor is Barclays bank and they have to represent the pitch in front of them. The
pitch can have three possible outcomes which are explained below:
Acceptance:- It is essential for an organisation to impress their investors in order to get
their business deal. This will support them in expanding business limits, adequate amount of
resources for future strategies as well as enhancement of customer base (Rybnicek,
Gutschelhofer and et. al., 2017). This is because the Barclays is a well known name in market
and if the Cuisine Coffee get connected with it then it help in creating the positive image of
coffee shop in market place. But on other side if bank accept the proposal of Cuisine Coffee then
it may happen that Caffe Nero can loss its market position as the Cuisine Coffee is a new start up
which doesn't have much knowledge about handling such a big business. Hence the Barclays
bank is required to prepare its pitch as accordingly to represent in front of Cuisine Coffee.
Reject:- An organisation hardly receive a clear no from the investors when they represent
any business deal. In case if investor such as Barclays Bank is responding no to the Cuisine
coffee, then it could be because it wouldn't get able to represent view point or strategies
effectively that provide success or not capable of handling the operations of Caffe Nero.
No response:- This is consider to be one of the most common response that
organisations can get from their investors. This situation may occur in front of Cuisine Coffee

when Barclays bank has more request for proposal from to choose from which offer more
benefits to them (Schech, Skelton and Mundkur, 2016). In this kind of case the coffee shop end
up with no response for longer time and to overcome this it can request for scheduling an another
meeting with Barclays Bank.
How Organisation fulfil their obligations
Pitching is defined as the tool that is used by organisation for identifying the issues that
take place in the organisation at the time of performing their operations. It is mandatory for
organisation to solves the issues as it helps them to increase their profits (Swartz, Amatucci and
Coleman, 2016). In context of cuisine coffee their owner and employees are engage in
formulating effective strategy that ensures that they are able to attain their goals without any
barriers. Moreover with the implementation of pitching management of cuisine coffee is able to
attract more number of customers as Barclays bank is new in restaurant business therefore it is
difficult for cuisine coffee to convince Bank management that they operate their business
successfully (Teckchandani and Obstfeld, 2017). In order to overcome form this owner of
cuisine coffee effectively implemented pitching methods to attract more number of customers.
The methods which are developed by cuisine coffee through pitching are crucial such as
making of business plan, implementing of budget and development of unique and creative idea.
These all helps them to make effective outcomes which leads them towards the growth. In
context of this aim, managers of cuisine coffee are recommended to find those areas which are
unexplored and fill with potential customers (Wertheim, 2016). Due to which it is easy for them
to increase their market share and profits that enhances their brand in the market. Like cuisine
coffee manager are supposed towards the achievement of 50% share in the market. Therefore
they develop an effective idea that helps to make effective strategy as per business conditions.
Example- Deal between Barclays bank and cuisine coffee is to increase the sale of their product
which leads them towards accomplishment of both goals.
Employees who are working with Barclays bank are unaware to operate a business that is
not of their field or sector. Therefore leaders of cuisine coffee implements post pitching method
that helps to measure the outcomes which is considered by administration in the initial stage of
business (Dierdorff, Rubin and Bachrach, 2012). Apart from this it helps to gain competitive
edge from rivals by enhancing their skill and knowledge that is required to complete the task.

Thus post pitching aids the workers of cuisine coffee to fulfil their roles in effective way by
providing training and guiding them for achieving organisational objective.
As Cuisine coffee assist several ways that are effective and beneficial as concern with
Barclays banks increases their market share and profits by fulfilling their market share. Moreover
from several ways management chooses the most appropriate methods that generates effective
results. Some issue are mention as below: Imperfection to show concerns- It is essential for business or organisation to appear their
involvement into making a effective pitch document. This assist them to hold a secure
position in such a competitive market (Chang, Benamraoui and Rieple, 2014). Moreover
it helps manager to spot particular items that generates negative results for the
organisation. So it is easy for cuisine coffee and Barclays bank to overcome from
unsupportive concerns in a neutral way.
 Developing wrong image of business- It is essential for organisation to develop their
image in positive way. At the time of pitching process there are different aspects need to
be covered to make this whole process effective (Fatima and Rahwan, 2013). Like in
order to attain this goal effectively scope is the major aspect that show the potential
market size for growth. Thus it increases the business operations of Barclays bank and
cuisine coffee which increases their brand image along with the profits.
CONCLUSION
By monitoring all the above points it is concluded that organisation need to focus on
formulating impressive pitching and the negotiation skills that increases their funds. Moreover to
find and gather essential resources that increases the value in their products. This helps them to
conduct their operations with more efficiency. In order to attain profits it is essential for
organisation that their stages and information need to evaluate effectively. Organisation need to
implement whole phases effectively into RFP method as it is important document for
management. Automated technique helps them to complete their work with quick approach. At
last to obtain effective result it is essential for organisation to complete their goals by
implementing essential skills and knowledge to complete their project effectively.

REFERENCES
Books & Journals
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social entrepreneurship. Innovations in education and teaching international. 51(5).
pp.459-471.
Dierdorff, E.C., Rubin, R.S. and Bachrach, D.G., 2012. Role expectations as antecedents of
citizenship and the moderating effects of work context. Journal of Management. 38(2).
pp.573-598.
Fatima, S. and Rahwan, I., 2013. Negotiation and bargaining. Multiagent Systems. 143.
Gbadegeshin, S.A., 2018, November. Commercialization Skills: Necessity for High Technology
Entrepreneurs in Digital Era. In Proceedings of the Future Technologies
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Greenwood, A., 2018. Experiences with authentic assessment on two practitioner-focused
business degree programmes.
Jeong, H. W., 2016. International negotiation: process and strategies. Cambridge University
Press.
Jotikasthira, N., Bhutibhunthu, S. and Chuaychoo, I., 2016. Competency-Based Hiring as a Tool
to Improve the Thai Meeting and Convention Industry: A Sales Executive Perspective.
In Impact Assessment in Tourism Economics (pp. 141-156). Springer, Cham.
Lemmer, C. A., 2016. Editor’s Note: Getting it Together, My Career, My Responsibility.
Lo, J.Y., 2016. Attracting Angel Capital. In Angel Financing in Asia Pacific: A Guidebook for
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Mejía-Arauz and et. al., 2018. Collaboration or negotiation: Two ways of interacting suggest how
shared thinking develops. Current opinion in psychology.
Moore, C. W., 2014. The mediation process: Practical strategies for resolving conflict. John
Wiley & Sons.
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international university collaboration. In Proceedings of the 3rd International
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Schech, S., Skelton, T. and Mundkur, A., 2016. Building relationships and negotiating difference
in international development volunteerism. The Geographical Journal.
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