Pitching and Negotiation: Contract Management for Harringey Council

This report provides an overview of pitching and negotiation skills in the context of business development, focusing on a case study of Harringey Council. It defines negotiation, explains its importance, and identifies key stakeholders involved in the negotiation process. The report outlines the key steps and information required for successful negotiation and deal generation, including preparation, information exchange, bargaining, conclusion, and execution. It also explains the RFP (Request for Proposal) process, highlighting relevant documentation needed, and discusses the contractual process, emphasizing how relevant documentation is managed and monitored. Furthermore, the report outlines key documentation required in investment agreements and the consequences of breaching the terms. It critically evaluates the competitive tendering and contract process, offering recommendations for completing a successful tender. The assessment of potential pitch outcomes, determinants of organizational obligations, and a critical evaluation of pitch and post-pitch outcomes to determine potential issues and risk management are also discussed. The report concludes by emphasizing the importance of pitching and negotiation skills in achieving creative and systematic work performance.

Pitching and Negotiation
skills

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
A) What is negotiation and why it is occurs and who stakeholders involved in the negotiation
process.........................................................................................................................................1
B) Key steps and information required for negotiation and generate deals................................2
TASK 2............................................................................................................................................3
A) Explanation of RFP process and relevant types of documentation required..........................3
B) Explanation of contractual process and how relevant documentation managed and
monitored.....................................................................................................................................4
C) Outline of key documentation required and consequences of breaching the terms................5
D) Critical evaluation of the competitive tendering and contract process and make
recommendation for completing successful tender.....................................................................6
E) Assessment of potential outcomes of your pitch....................................................................7
F) Determinants that how organisation fulfil their obligations to fulfil their post pitch
obligations, highlight potential issues..........................................................................................8
H) Critical evaluation of the pitch and post pitch outcomes to determines potential issues and
risk management..........................................................................................................................9
CONCLUSION................................................................................................................................9
REFERENCES..............................................................................................................................10

INTRODUCTION
Pitching and negotiation skills considered creative results to make systematic work
performance at workplace. In this regard, there are several activities design and implemented to
make more profitable aspects at workplace. It is also helpful to understand the relevant results at
workplace. It is dynamic part to make innovative results in the business environment. Good
pitching skills helps to make systematic work performances and develop new products and
services in systematic manner (Jotikasthira, Bhutibhunthu and Chuaychoo, 2016). On the other
hand, negotiation skills with different people considered several transactions that secure more
favourable deals. Present report based on the Harringey council which is small business and
considered discussion that how to manage pitch process and tender of contract. Furthermore, it
covers key steps and information that are needed for negotiation and generate deals. In addition
to this, it includes key documentation that are required and consequences for breaching the
systematic work performance.
TASK 1
A) What is negotiation and why it is occurs and who stakeholders involved in the negotiation
process
Negotiation is the method through people settle differences. It is the systematic process
which compromise and agreement to avoid arguments and dispute as well. Furthermore, in this
way specific forms considered that used in many situations such as international affairs, legal
system, government, industrial disputes, etc. On the other hand, general negotiation skills can be
learned and applied in different range of the activities. It creates several benefits in respect to
resolve conflicts and differences that are arises between one person to another (Gurrera,
Dismukes and Tang, 2014).
Further, there are several kinds of stakeholder involves in the Harringey council to face
special challenges of the multi-party negotiations. Negotiation also occurring simultaneously
with three dimensions such as horizontal, internal and ratification. In the horizontal dimension
seldom take place at the formal negotiation table which more often considered conversation in
informal settings. Differences of opinion also often that easily resolved with mutual aspects and
shared goals. It also considered that each person add discussion with integral part of the process
that stake with outcomes to add and increases complexity of the negotiation process. In addition
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to the internal dimension, negotiation ongoing within the team so that it is unified the negotiation
position. On the other hand, this perspective is seldom completely accurate because there are
several differences among team members occurs such as attitude and opinion that should
essentially approach in the negotiation. Work also helps to resolve differences among the team
with this aspect.
In addition to this, ratification dimension is the negotiation which considered systematic
work between the negotiation team and organisational hierarchy. In the different departments,
organisational hierarchical activities developed. Hence, Harringey council initially sent with
clear negotiation strategy that are based on the series of assumptions. In this course, negotiation
along develop with horizontal dimension. Hence, these assumptions are not accurate so that
negotiation position need to be modified.
B) Key steps and information required for negotiation and generate deals
In the model of negotiation, there are several kinds of model built from the different
consideration and experience in all over the world. It is represented in the circular aspect that
depicts different movement of the negotiations. Collaborative negotiation is the ongoing process
which helps to build trust and strong relationship. It includes following elements in the process.
There are different steps developed throughout the negotiation cycle that are defines as follows: Prepare: It is first step which determines short good cut preparation. It is the first element
of negotiation though to give time it warrants. They change into information exchange
stage of the even directly to bargaining. Preparation of the negotiation includes several
key elements such as initial point to consider, research covers, analysis includes,
identification of your and their. Information exchange and validation: Information exchange and validation stage
considered engage of other side that determines information and explore address
interests. In this way, employee position and interest considered to make systematic work
performance. In the critical assessment exchange stage includes trustworthiness,
competency, likeability, alignment of interest. Bargain: Bargaining is the element that considered give and take. Success means that all
elements take important role to capture the real values. In this way, concession need to be
manage in the bargaining. When the people give and take, both parties are satisfied to
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take proper interest and lasting relationship as well. Fruitful outcomes also maintained in
this aspect to take and satisfied parties. Conclude: In the stage 4, process of negotiation considered to reach an agreement. It is
important to find other side that has capacity to follow with the different things. In this
time, it is essential to put down in writing to make common interest and produce a
comprehensive summary of the agreement. Sometimes consider strategies that lock in a
commitment. In addition to this, agreement in the next steps as well. Beside this, never
forget to thank to the other party for their willingness to negotiate when agreement is
reached.
 Execute: In the five stage implementation of agreement delivered. In this stage, it has
been said that preparation for the next opportunities. In systematic manner ensure that
follow through on premises to considered strengthen in the relationship and build trust as
well. It will also help to learn to make systematic results. It is easier negotiation next time
during execution and apply total negotiation process (Coppens, Silva and Rogoff, 2014).
TASK 2
A) Explanation of RFP process and relevant types of documentation required
In respect to implement the systematic RFP process, it has been seen that there are
several kinds of documentation needed at workplace. RFP stand for request for proposal. This
element generally considered background on the issuing organisational lines in the business.
There are several sets of specifications describes that sought after the evaluation criteria. Request
for proposal also included guidance to bidders to prepare the proposal. In this section, it has been
seen that details program provided to the proposal format. Organisation also considered benefits
from the multiple bidders and perspectives to seek integrated solution. Mix of technologies,
vendors and potential configurations (Jotikasthira, Bhutibhunthu and Chuaychoo, 2016).
Business moving considered paper based system to a computer based system. For
instance, might request proposals for all hardware, software, user training, etc. Established and
integrated in the new system into the organisation. In the entities, government determines their
issues with RFP's to provide full and open competition. Organisation also release to boost the
competition that is driven cost of the solution. Proposal accepted on the basis of being most
responsive to the RFP's specifications (Murtagh and Murphy, 2015).
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In the last, request for proposal process considered with some documentation. In this
consideration, agency written request includes in which design build board, capitol building
commission, property, statewide interoperability executive summary included. With the help of
the maximum budget amount, this process considered systematic review of results.
B) Explanation of contractual process and how relevant documentation managed and monitored
Contractual process considered important role to make systematic work performance in
the business. In this way, guidelines determines for the organisation that place contracts. It also
explains appropriate protective security control that placed against the compromise. In this
context, following steps included: Selecting a contract: It is the first step of contractual process in which agreement
considered between two and more than two parties. It helps to create obligations that are
enforceable recognised by the law. It includes contracting agencies such as private
industry, government agencies, etc. Further, standard agreements are also considered with
adequate protection for university interest, etc. All these aspects written in the clear
language includes Small White Elephant Cafe of regents and state law requirements. Collecting necessary information: Further, it is important to engage in the work with
formal and written agreements by a person authorised to sign on behalf of particular
business. In the Small White Elephant Cafe, there are different aspects included such as
sponsored project services and contract research support program. Furthermore, in this
way, several kinds of documentations needed such as budget, payment schedule, scope of
work, additional supporting documents, etc. (Gurrera, Dismukes and Tang, 2014). Choosing negotiator: Contract and research support program and procurement of
contracting services responsible to develop and review the agreements. It is done between
external party and Small White Elephant Cafe. Therefore, all parties work and ensure that
accountability and appropriate internal consultation resources considered in the chosen
business environment. Contract review process: In respect to avoid failure process, it is essential to look
towards the contract review process that stated standards routine path for the agreements.
In this way, individual, entity and other corporation included that forward copy of the
agreement and referenced attachment.
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 Contract signing: At last, it is essential to includes award instruments that are needed in
the Small White Elephant Cafe. Terms and conditions are involved such as contract,
clinical trials, purchase orders etc. Sponsored project services first send to a copy of the
agreement to the principal investigator for reviewing and approval terms. In addition to
this, it includes budget, scope of work, effective dates, etc. elements must be needed in
the reporting requirements. Individual are also specifically authorised by Small White
Elephant Cafe to considered sign on the review of the process (Murtagh and Murphy,
2015).
C) Outline of key documentation required and consequences of breaching the terms
Following key terms of the investment agreements needed in Small White Elephant Cafe:
Parties:
 Existing shareholders of the business: All the existing shareholders and company need to
make proper contact with party agreements. Although, it also takes practical for all
minority shareholders in the party in the large number of them.
 Investors: In the investment agreement deals with the subscription to make shares with
the investors in return for the investment. It also including the separate fund that needed
for investing.
 Future shareholders: It is usually created provision that needed any transferee and new
allotter of the shares to enter into deed. In this aspect, it is important to look towards the
effect of treating the new shareholders (Powell and Tahan, 2018).
Tranche payment
It is common type of investment in the sciences companies for the payment to be tranche.
In the each aspect, investment in the business needed in high consideration. Usually these
milestones measured against the outcomes and results. In the different stages of development, it
has been seen that one or more products developed in the market so that company agreeing to
take new development and results. It is the common for all the investors that able to waive
milestones and other completion conditions in the event (Bibikas, Vorley and Wapshott, 2017).
Completion conditions
Investors also stipulate in the certain conditions must be satisfied before initial tranche in
the particular investment. It can be proceed to completion that involves completion of any
necessary due diligence in respect of the enterprise. Delivery of satisfactory business plan and
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management accounts. It helps to obtain any required taxes clearance. In addition to this, in this
way, necessary authorities also take place to solve the issue the new shares to investors. it
depends on the quick activities that can passed (Murtagh and Murphy, 2015). Appropriate
insurance such as key man and directors involves to make systematic work performances.
Assignment completed with full of the intellectual property rights that owned by the founders
and other person to the business.
D) Critical evaluation of the competitive tendering and contract process and make
recommendation for completing successful tender
Competitive tendering is widely used in the procurement method in the government
agencies and private sector businesses. Idea behind these elements is that forces suppliers to
compete and consequently gain better value for the money. Competitive tendering is widely used
in the procurement method (Keeble and Reeves, 2014). Following are important elements in the
competitive tendering process:
 Framing requirements: In this aspect, it is important to make certainty that is possible on
the priority basis for tendering. In order to telling tender people expect to meet
requirements in the systematic manner. For instance, people need to specify that tender
provide solution for particular thing that are taken on the basis of systematic work. When
tender is completed, it is important to know the requirements and output specification.
There are several aspects exist that make tender solution which assist to solve conflicts
between tender’s solution (Jotikasthira, Bhutibhunthu and Chuaychoo, 2016).
 Contract terms and conditions: In this element, there are several aspects of the tender
towards the particulars important aspect in the business. With the help of the pricing and
commercial solution that create greater role in the selection and contract comments that
overlooked for clear indicates. Further, full mark up and just comments on the contract
also increasing that provides more certainly results to increase request for change.
Critical aspect is needed to be clear that tenders requires for the different things (Gurrera,
Dismukes and Tang, 2014).
 Setting the rules of the process: It is important to look towards the competitive tendering
exercise so that rules set down from the outset. Public procurements tend also follows in
the regimented process. It creates advantage of certainty and drive for efficiency. In this
way, prescribed format can make evaluations simpler and faster. It also made clear that it
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is obliged to accept any tender and award for the contract. Each person need to expressly
disclaim all the responsibilities for tender costs in the all circumstances (Bird and Cassell,
2014). It is also common for the customers to seek to disclaim liability for any inaccuracy
in the information that are provided to conduct own due diligence in the activities.
 Ensuring value for money: It is the existence of competition which creates effect of
driving down the cost. It could tough so that service providers also asked to submit any
proposal that already known and assume to competing with others. With the help of
outsourced services and opposed goods, requirements sufficient describes and developed
that enable to simply submit the price. It is also depends on the offers and requirements
that refined through the process. In such circumstances, risk getting high so that it will
benefitting from the resultant price decrease that offers better values for the money
(Huster, Petrillo and Wasserheit, 2017).
 Maximising the competition: Main advantage considered in this aspect is that running
competition process which helps to make security and better position as well. Formal
competition undoubtedly leads to tenders offering and accept more favourable price. In
addition to this, it includes technical solutions and proposal with contract terms in the
particular case that impose to the business requirements. It is too late to considered
effective results with position of strength (Fleming Lindsley, 2016). Important decision is
that procurement strategy is when that cut down the competition to the final tender.
Inevitably it is done at the same point on the prior basis to that contract. Actually it is
being signed as the not practicable to try to take two and more than two tenders right up
to the point.
E) Assessment of potential outcomes of your pitch
In respect to consider the potential outcomes, it is important to look towards the pitch of
idea. In addition to this, it has been seen that it is also preparing a person to making efforts and
stand out for individual. It is crucial to create impression on an investor and remember that first
impression formed before start putting the ideas (Iba, Shimomukai and Nakamura, 2015). In this
way, fast and efficiency of people will increasing continuously that make successful results at
workplace. With this regard, following are some assessment of potential outcomes of pitch:
Shape your pitch: Present pitch is more creative so that it makes possible outcomes for
visual and interactive. Many investors blown away through the brilliant presentation first than
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the outstanding business plan. Extensive research is required that help to convince someone to
part with million dollars (Vance, Kulturel-Konak and Konak, 2014).
Understand the market: In respect to create clear understanding of the market, it has been
seen that let investors know about the pitch. For example, if the people plan to build start-up,
they need to understand three major factors such as target audience, potential market and
competition.
Be empathetic: Consider investor view is helps to focus on the pitch the ideas that make
greater chance to develop success. In this way, audience need to keep in mind with serious
thought about what they expecting actually (Cenere, Gill and Lewis, 2015). Put the people in
research helps to understand backgrounds and perspective.
F) Determinants that how organisation fulfil their obligations to fulfil their post pitch obligations,
highlight potential issues
In order to lead with the organisation, there are several obligations need to fulfil that assists
to make effective corporate social responsibility. In respect to launch the business, resources and
energy into the company required that helps to other people. Fundamental aspects of the business
landscape developed name that is corporate social responsibility (Tripopsakul and
Charupongsopon, 2017). Following steps included in the organisation to fulfil their obligations:
Define message: In respect to define the message, it is essential element that describe goals
to preserve rainforests in one quarter and investing in the community project. Comp up with
causes that resonate with business culture. Research the kind of support that helps to pick one
and stick with it. It is enough for small business that create pressured to donate more funding and
assistance than people could afford (Chang, Benamraoui and Rieple, 2014).
Involve customers: Customer involvement is also important that includes for list of
alternatives and ask towards the website visitors. Actively seek to assistance increases
underfunded school. Hence, it makes sure that potential reward to hold raffle for all participants.
Create scorecard: Features involved to achievable and measurable goals that keep on
visible site.
Use social media: Social media also involve watch on customers. It includes ideas and
experiences that concern to get invested in the project (Nic Giolla Easpaig and Humphrey, 2017).
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H) Critical evaluation of the pitch and post pitch outcomes to determines potential issues and risk
management
There are several ways in which pitch and post will be understand to determine issues and
risks of management. There are different kinds of issues and risks associated with trading
activity. In term of financial inaccurate financial forecasts, cost estimates so that it created
impact on the implementation of the timetable. Marketing issues also occurs such as changes in
demand for products and services. New source of competition and changes in the needs
expectations also create impact on the trading activity. In the operation department, different
issues has been occurs such as over reliant on key personnel (Coppens, Silva and Rogoff, 2014).
In respect to assess the likelihood and potential which create impact on the risks. It is also
identified that risks associated with the trading activities associated in the next step to identify
risks. Therefore it decides that which risk is generally requires for special attention. Hence, it has
been seen that likelihood of the risk occurring (Cooke and Zaby, 2015).
CONCLUSION
From the above report, it has been concluded that pitching and negotiation skills considered
major impact on the contract and other consent as well. In this aspect, it is important to look
towards the rules and regulations of the system. In addition to this, it considered views towards
the innovative work that assists to make systematic work performances at workplace. With the
help of the risk assessment process, it is important to create immediate attention in Small White
Elephant cafe.
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Cenere, P., Gill, R. and Lewis, M., 2015. Communication Skills for Business Professionals 7.
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engineers' design skills through coordinated decision-making (Doctoral dissertation,
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