Analyzing Negotiation and Pitching Processes in Business Development

Desklib provides past papers and solved assignments for students. This report explores negotiation and pitching skills for business development.

Pitching and Negotiation Skills
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TABLE OF CONTENTS
Introduction......................................................................................................................................5
Lo1...................................................................................................................................................5
P1 Determine what is negotiation, why it occurs and who the key stakeholders are during a
negotiation process..........................................................................................................................5
P2 Evaluate the key steps and information required for negotiation and generating ideas.............6
M1 Present a concise rationale for the negotiation process, including detailed steps that
organizations go through during a negotiation process and the information required in
preparation.......................................................................................................................................8
D1 Critically evaluate the negotiation process and present valid solutions for dealing with the
issues that arise in case....................................................................................................................9
Lo2...................................................................................................................................................9
P3 Explain the RFP process and the relevant types of documentation required.............................9
P4 Explain the contractual process and how relevant documentation is managed and monitored11
M2 Apply the RFP process within an organizational content, outlining the key documentation
required and consequences of breaching the terms of an agreement.............................................12
D2 Critically evaluate the competitive tendering and contract process and make
recommendations for completing a successful tender with minimal risk......................................12
Lo3.................................................................................................................................................13
Covered in presentation.................................................................................................................13
Lo4.................................................................................................................................................16
P6 Assess the potential outcomes of a pitch..................................................................................16
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P7 Determine how organizations fulfill their obligations from a pitch, identifying potential issues
that can occur.................................................................................................................................16
M4 Recommend ways in which an organization can fulfill its post pitch obligations, highlighting
any potential issues........................................................................................................................16
D4 Critically evaluate the pitch and post-pitch outcomes to determine the potential issues and
risk management............................................................................................................................16
Conclusion.....................................................................................................................................17
References......................................................................................................................................18
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LIST OF TABLE
Table 1: Sample template................................................................................................................9
4

LIST OF FIGURES
Figure 1: Negotiation.......................................................................................................................4
Figure 2: Steps in negotiation..........................................................................................................6
Figure 3: Contractual process..........................................................................................................9
5

Introduction
Negotiation is the art of resolving an issue or conflict and enables settlement and mutually
agreed on a decision that is beneficial for both the parties (Lewicki et al. 2011).
The present writing outlines the reasons for negotiation and the key steps that are taken by the
organization while doing negotiation. Also, the emphasis of the report is on the process of a
request for proposal and the consequences of breaching the terms and conditions of an
agreement. The report is concerned about managing the pitch process and tender for contracts of
Oldham council and small businesses.
The next activity concentrates on developing a pitch that includes budget allocation and market
analysis.
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Lo1
P1 Determine what is negotiation, why it occurs and who the key stakeholders are during a
negotiation process
Negotiation refers to the method through which various parties settle (Pruitt, 2013). This is
termed as a process or discussion in order to resolve an issue that is agreed by both the parties.
The negotiation is used in numerous situations such as legal system, industrial conflicts,
international affairs etc.
The negotiation is done for the interest of all parties, and it is a mutual agreement and consent.
There are several stages in negotiation that involves:
 Preparation
 Discussion
 Clarification of objectives
 Negotiating for a win-win outcome
 Agreement
 Implementation
The skills required for negotiation are listening skills, analytical skills, communication skills,
problem-solving skills etc.
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Figure 1: Negotiation
Negotiation occurs because of mainly three reasons. The first one is to agree on the way that how
to divide any resource. This helps in building better relationships and avoiding future conflicts
and issues. The second reason for the occurrence of negotiation is to resolve a serious issue
between parties. This is a technique used by the parties so that a decision can be taken which is
agreed by all parties. Also, the negotiation is done to create something new and to reach an
agreement (Ting‐Toomey, 2017). Thus, it is assessed that the reasons for negotiation are to make
a point and to settle an argument. The strategies for negotiation are distributive and integrative. It
is important to negotiate to find a mutually acceptable solution to a problem and helps in
identifying an alternative.
A stakeholder is an individual who directly gets affected by decision making. In the context of
the cited company, the stakeholders in the negotiation process are Oldham council and small
businesses of the country. Identifying stakeholders and determining the win condition of each of
the stakeholder is the major requirement of negotiation. Thus, while negotiating, the major
emphasis is on the interest of the parties or stakeholders.
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Agreement
Skill
CommunicateContract
Collaboration

P2 Evaluate the key steps and information required for negotiation and generating ideas
In order to generate deals and to negotiate, the cited firm requires various steps and information.
For generating a deal, any organization needs background information, goal, plan, confidence
and objectivity. Basically, there are five major steps for conducting negotiation that can prove
useful for the organization. It includes:
Prepare: The first stage of negotiation starts with the determination of the collaborative
situation in order to choose the best strategy or alternative (Rojot, 2016). Then the time is
spending on researching the information, evaluating and analyzing data and identifying interests.
In order to prepare for negotiation, some key points must be considered by the company. That is
the initial points which include organizing information, and then the research part covers the
stakeholders and standards.
Analysis outlines the anticipation and assessment of associated risks and strengths. Then the
emphasis is on the identification of theirs and yours, i.e. goals, most desired outcomes, best
alternatives, concessions etc.
This involves:
• Gathering information
• Leverage evaluation
• Know your objective
• Type of negotiation
• Plan
• Rapport
Information exchange: In this stage, the focus is on sharing information and exploring options
that add interests. In this phase of negotiation, the assessments are made such as:
 Trustworthiness
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 Competency
 Likeability
 Alignment of interests
In this, a go or no-go decision is made that means if the assessment in the process is negative
then, adjustments are made, and if the assessment is positive then, one can move forward.
Figure 2: Steps in negotiation
Bargain: This is done to make and manage concessions. If the decision is made that is satisfied
by both the parties, then it helps in building a long-lasting relationship and a satisfactory
outcome.
Conclude: This is the stage of reaching an agreement and generating a summary of the
agreement (Carnevale, 2019).
Execute: This is termed as the implementation stage of the agreement. It can also be considered
as the next negotiation opportunity.
Hence, in order to generate effective deals by the selected company, it is significant to develop
clear outcomes, treating the other party with respect. Thus, the negotiation between the Oldham
council and other business can be done in an effective manner by following these steps.
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Preparation Information
exchange Bargaining Conclude Execute

M1 Present a concise rationale for the negotiation process, including detailed steps that
organizations go through during a negotiation process and the information required in
preparation
Negotiation is also referred to as bargaining and discussion in order to generate a deal. In order
to successfully negotiate with the small businesses, the cited organization is required to possess
certain skills including the ability to explore, to be well prepared and setting priorities. The steps
that the organization goes through during a negotiation process are:
 Preparation and planning
 Defining ground rules
 Clarification
 Problem solving and bargaining
 Closure and implementation
The awareness regarding the conflict and dispute, before preparing for negotiation is essential
(Hartley et al. 2017). The information needed in the stage of preparation and planning of
negotiation for the chosen entity is strategies, goals, negotiating style and agenda. Thus, during
the preparation of the negotiation process, the organization must be aware of such information,
so that a beneficial deal can be carried out.
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D1 Critically evaluate the negotiation process and present valid solutions for dealing with the
issues that arise in case
As per the views of Stack and Flower (2017) the major steps of the negotiation process are
planning, exchanging, bargaining, concluding and implementing. On the other hand, Number
(2017) argued that preparation, opening phase, bargaining phase and closing phase are the steps
that can be implemented by the Oldham council while doing negotiation. Also, in the process of
negotiation, various issues can arise such as lack of preparation, poor planning, lack of patience
and attention, criticism, lack of confidence etc. Considering these issues are essential so that the
effectiveness of negotiation can be enhanced. For this, a detailed plan should be drafted to
recognize the alternatives and priorities properly. Apart from this, the agenda must be prepared
for the organization as well as for the opponent, and proper attention must be given to the
opponent party. Effective communication and listening skills are also important to resolve the
issues in the negotiation process.
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