Analysis of Pitching and Negotiation Skills for Mark & Spencer

This report provides a comprehensive analysis of pitching and negotiation skills within a business context, using Mark & Spencer (M&S) as a case study. It begins by defining negotiation and identifying key stakeholders, exploring the rationale behind the negotiation process and the information required for preparation. The report then evaluates the steps involved in the negotiation process and presents potential solutions to common challenges. It further delves into the Request for Proposal (RFP) process, outlining required documentation and the consequences of breaching agreements. An evaluation of competitive tendering and contract processes is provided, alongside recommendations for improvement. The report also examines the pitch process within an organization, focusing on developing dynamic and creative pitches to achieve a sustainable competitive edge. It considers the potential outcomes of a pitch and offers recommendations for fulfilling post-pitch obligations, highlighting potential risks and strategies for risk management. The report concludes by synthesizing the key findings and providing a holistic view of the importance of effective pitching and negotiation skills in achieving business objectives. The report touches on critical aspects like salary negotiation, conflict resolution, and the importance of building respect and understanding within an organization. The report also discusses the importance of key documentation for RFP, communication strategies, and evaluation criteria. The competitive tendering and contract processes are also evaluated with recommendations.

Pitching and
Negotiation Skills

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1 Determine negotiation and its key stakeholders for the process to commence.....................1
M1 Concise rationale for the negotiation process and information required in preparation.......2
D1 Evaluate the step of the negotiation process and present valid solutions..............................4
TASK 2............................................................................................................................................4
M2 Apply the RFP process, required key documentation and consequences of breach the
agreement....................................................................................................................................4
D2 Evaluation the competitive tendering and contract process with recommendation..............5
TASK 3............................................................................................................................................6
M3 Examine the pitch process within an organisation...............................................................6
D3 Develop a dynamic and creative pitch to achieve a sustainable competitive edge...............7
TASK 4............................................................................................................................................8
P6 The potential outcomes of a pitch..........................................................................................8
M4 Recommendation for an organisation to fulfil post-pitch obligation and highlight any risk
.....................................................................................................................................................8
D4 Evaluate the pitch and post pitch outcomes for potential issue or risk management............8
CONCLUSION................................................................................................................................9
REFRENCES.................................................................................................................................10

INTRODUCTION
Pitch may be defined as an activity that create sales by making customers aware
regarding the values which will derives from organisational solutions and compels to people for
actioning towards this. It is an essential that create more powerful customers and communicate
about particular products or services as well. In the present scenario, there must be required to
have negotiation and pitching skills within the firm (Chang, 2013). These skills are necessary for
every organisation for increasings sales volume and achieve competitive advantages. This report
is based on Mark and Spencer which is British Multi-national retailer firm and its headquarter in
London. This assignment define the negotiation and its key stakeholders for the process to
commence. It will explain the negotiation process and present solution. This will also consider
the RFP procedure and evaluate the competitive tenders and contract process in the report. It will
define several ways for maximising pitch for sustainable competitive edge. Potential outcomes of
a pitch and determine issues or risk management also will discuss here.
TASK 1
P1 Determine negotiation and its key stakeholders for the process to commence
Negotiation defined as the process in which points of differences are resolved for gaining
advantages for any person as well as collective. Its main aim is satisfy several interest and this
generally conduct to make concessions for achieving any particular agreement. It is a set of
procedure in which major differences are to be settled down. Therefore, negotiation is considered
as the compromising among various individuals or group of people regarding any disputes as
well as arguments which can be raised within the organisation. It generally occurs during the
dealing and buying any goods or services as well (Rieple, 2013). It can be possible to achieve
successful outcomes by understanding the aims or objectives for particular positions. It must be
required to have mutual understanding and benefits for both parties so that relationship can be
maintained in an appropriate manner. There are several reasons behind the occurrence of
negotiation which are as follows: Avoid conflicts: It can be a major reasons of occurring the negotiation while running an
organisation. There are various kinds situations that are mainly causes of conflicts as well
as barriers during operating business such as assigning tasks among people or allocating
resources and making any agreements or deals at the workplace. In the M&S firm, they
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focus on these kinds of situations and try to resolve issues in an appropriate manner.
Therefore, they consider effective tools or elements for making favourable decisions
regarding utilisation to achieve business goals or objectives in better ways. Create win win situations: In this defined that every people should have better
negotiation skills for settling down any major problem because it helps in making
decision for organisational benefits (Cooke, 2015). Therefore, it is necessary to create
best possible situations such as win win by ensuring that every person will get advantages
with this decision. This can be difficult process to negotiate for particular topic that is
why it highly valued. Build up respect: This is another reason that negotiation occurs as employees wants their
respects and importance in the firm so that they can feel highly motivated and valuable
person as well. It play vital role in increasing work productivities and get efforts from
employees while performing any tasks or activities. It also affects on the impression as
well as reputation, therefore M&S has considered this for building brand image in the
market.
 Different behaviours or mindset: The main reason of negotiation also can be different
nature as well as mindset of people who are working within the same organisation.
Employers and employees have their own mindset who come for an mutual agreement or
dealing with contract so negotiation process begin. It also can be responsible due to
different point of views of people (Zaby, 2015). For example: the manager and his PA
have argued regarding pay scale which has increased 5 to 6 % with their mutual
understanding as well as agreement according to situations.
Negotiation procedure play an important role in resolving problems or disputes and also
settle down the matter in more efficient way. In this consider the salary issues, conflicts or
barriers, task allocation and office timing and many more within the firm. Therefore, these
following situations are required various elements for utilising in an effective manner that called
negotiation.
M1 Concise rationale for the negotiation process and information required in preparation
Negotiation process includes several process or steps that must be considered while
making favourable decisions and ensure benefits for both as employee and employers. It is
required to analyse needs or wants of parties for formulating the negotiation process. In the
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above case study, manager and PA negotiate or discuss about salary increment in the M&S firm.
In the salary negotiation is considered as the point of views of different mindset of employers or
employees (Dawson, 2014). Negotiation is a common method which generally use in several
organisations for the purpose of negotiating regarding any issues in the firm. There are some
steps involved in the negotiation process such as:
 First phase: In this step, parties decide the position for which negotiation are going to
starts with bottom line. It is being continuous till lowest point set in which deals has
been accepted and also contract can be done.
 The parties comes up with their objectives and aims that must be consider while
negotiating with other party.
 The next phase is define the proper planning with describing the sequences of the
proposals that must is necessary for providing the space in negotiation process.
 It is an essential that describe the particular goals or objectives which must be required
for preparing for meeting. These should be relevant with negotiation like defining about
particular needs or importance as well. Therefore, these questions must be involved in
the negotiation process.
 There are requires some aspects such as prepared data, facts and figures, comparable
costs and many others. Some negative elements have to be avoid regarding
aggressiveness, improper communication and many more while negotiating with other
party.
 In the next phase, other party set the criteria and offer a proposal that directly related
with responses and also parameters set by them for the purpose of achieving competitive
advantages and benefits as well (Dierdorff and Rubin, 2012). Many experts give
suggestions or solutions about the proposal and allow to get different points in the
favour of firm.
 This phase defined that discussion must be on genuine topic as well as mutual agreed by
the every individuals who take part in the negotiation process.
 Negotiator keep their points on front of other party and offer the proposal like “I will do
this and you will do that for me.” so that understanding and clearness can be create in
more efficient manner.
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 This process must be going on effectively and they have to avoid the lowest point
immediately or efficiently.
D1 Evaluate the step of the negotiation process and present valid solutions
Negotiation process included various steps or phases that have discussed above. In this
included several barriers or conflicts that can be arise during the procedure and these are
necessary for making better decisions regarding defining problems and try to reach at possible
decision which can be beneficial for employee and employers as well (Bachrach, 2012). It is
possible to win every argument in well manner by deciding the limitation for coming to the
mutual agreements in the process of negotiation. There are some barriers that can be arise during
the procedure. Therefore, conflicts must be resolved in the favour of organisation so that
individuals requires some negotiation skills which support in facing as well as solving the
problems and also achieve long term goals or objectives in an effective manner. It is very
beneficial in creating healthier and positive environment in better ways.
Authority to negotiate: Before starting the negotiation process, it is require to be sure that
person have authority or rights for making decisions while negotiating with other party.
Aggressive behaviour: This behaviours is related with friendly and polite nature as some
of negotiator use various tactics for making feel comfortable and inferior so that they can get
what they want. Their main aim or purpose is to come for mutual agreements that can be possible
by polite behaviour. Aggressiveness is more dangerous that can create resentment and build poor
relationship among people within the organisation.
Salary increment issues: This issue can affects on the organisational productivities and
profitability and also impact on individuals performance in the organisation (Healy, 2011). As
per case study, manager of M&S and PA negotiate with salary issue that solved by offering some
extra benefits to her such as liberal in time schedule and give more responsibilities and rights for
working within the firm.
TASK 2
M2 Apply the RFP process, required key documentation and consequences of breach the
agreement
A request proposal may be defined as the document that top management or
organisational authorities for the purpose of getting better IT solutions and achieve best possible
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outcomes as well. RPF play an important role in providing specification and advantages to the
customers who are looking for and establish particular criteria regarding proposals. It is
necessary to resolve the problems or issues in the RPF such as in M&S company, they consider
formal RPF so generally companies focus on getting more benefits or integrated solutions who
are required the technology mix, potential configurations and vendors (Hendricksen, 2014).
There are key documentation that must be needed for the RFP such as:
Define up the needs: It is an important aspect of the RPF which describe the proper
requirements and communication so that entire vendors can be communicated. It is the time
consuming process as it takes more time for submitting the proposal and also reviewed of those.
Communication strategies: This is another best method for RFP that support in
describing the distribution as well as communications strategies. This is an essential for passing
information and create awareness regarding business activities and decisions to the people so that
communication process should be more effective. There are some important elements finalists,
notified and selected vendors.
Evaluation criteria: In this documentation, RPF identify the particular areas for
evaluation about the proposals. In this included various data that must be shared with every and
each vendors.
D2 Evaluation the competitive tendering and contract process with recommendation
Competitive tendering is generally use for the government agencies as well as private
sector organisations. It is very beneficial for forcing the suppliers to compete as well as
consequently so that better outcomes can be get by the buyers or taxpayers as well (Horton,
2016). Therefore, competitive tendering involves the activities for purchasing the advertisements
and get succeed in more appropriate manner.
Contract process is an essential for making the contract by considering several laws and
legal legislation. Here are some contractual process such as:
Stage 1: Initial discussion and checks
It is the first phase of the contractual process as this generally conducts for preliminary
and important discussion among a representative as well as authorised person of the contractor.
In this stage, representative take responsibilities for checking the securities and many more.
Therefore, they discuss about the security and examine it for effective contract. It also support in
defined the several implication regarding security.
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Stage 2: Security requirements
This is next phase as in this, contractors check the backgrounds and many more that
already conducted in the first stage and also it define various circumstances which can be change
very fast and rapidly (Kamin, 2013). In this consider the organisational securities and
informations which are provided by the contractors and also undertakes some legal or contractual
threats on the ground of security control.
Stage 3: Security oversights and assurances
At this stage, the contractual authorities has been granted for the purpose of contract
assurances and oversights securities. In this consider some major field or areas such as physical,
documentation, nelson securities control and Information Technology.
Stage 4: In-contract monitoring
It is the last stage of the contractual agreements as in this, all securities regarding
oversights are to be monitored and checked. It helps in communicating the entire authorities
regarding changes in the domain.
Recommendation:
Competitive tendering is must be require ins the every firm as it support in achieving
better outcomes or results within the firm. M&S can consider this for getting success in well
manner (Negrón, 2014). In this defined the contractual process which is also beneficial for the
firm because it will help in making legal contract or agreements in an efficient manner.
TASK 3
(Covered in PPT)
M3 Examine the pitch process within an organisation
Pitch is defined as the business process which support in reducing the internal costs or
expenses in an appropriate manner. It is an essential for increasing the brand value among the
competitors and generate profits withisn the organisation. M&S is going to launch new products
in the cloth and accessories so it is necessary to create awareness among the targeted audiences
and also communicate with the senior authorities regarding new product development. In this
require effective and efficient pitch process in which included various stages such as:
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Purpose: There should be have some purpose and objectives that why pitching is needed
and also clear about the situations and specific new products or services. company have to
communicate that idea and information to the people.
Audience and language: in this defined the audience and language for the pitching so
that new product can be developed in well manner.
Subject matter and content: In this consider the proper matter or content which is
required for pitching so that message can be conveyed in an appropriate way regarding the new
products or services.
Planning and structure: In this defined the proper planning and framework where
message or informations are to be frame and it will be beneficial for providing information about
the particular product or services as well.
Deliver: In this phase, they make decisions regarding how product or services will be
delivered to the customers after convening them about purchasing particular products of the
company.
Therefore, these are some basic stages of pitching which helps in increasing sales volume
and generate more revenues or profits in an effective manner.
D3 Develop a dynamic and creative pitch to achieve a sustainable competitive edge
Pitch is defined as the communication process that must be required for passing
information about the particular products or services in an appropriate way. This generally
consider by the stakeholder of the business as their purpose is to satisfied investors and convince
them to for investment in the company. There are various tools or techniques undertakes in this
such as emails, presentations and letters so that more investors can be attracted towards new
product development. There are define some ways for pitching such as:
Keep it short and simple (KISS): This must be necessary for better pitch as it should not
be lengthy and long procedure because it can be create barriers in pitching and also investors will
feel boring or divert to invest in the company.
Focus on implementation: It is also another important element that there should be lower
risk and focus on proper executing the plan so that more outcomes can be achieved. It helps in
increasing the chances of getting financial assistance in an effective ways.
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Demonstration: In this,s investors always try to identify the capability of spending
amount or funds of the firm. Therefore, it support in running business and achieve set targets or
goals of the organisation.
TASK 4
P6 The potential outcomes of a pitch
There are several outcomes which can be achieved by the pitch in an appropriate manner
such as:
Acceptance: It is best outcome that can be get from the elevator pitch as in this, investors
are agreed to invest their funds into upcoming project (Nudelman, 2017). M&S can generate
more investment through better pitching.
Rejections: it is the process in which investors are not ready to invest their funds because
may be they are not satisfied with particular project.
No response: In this, investors not respond for any project or investments so it is the
common outcome of the elevator pitch. In this, shareholders are waiting for the response with
excitement for future steps or actions.
M4 Recommendation for an organisation to fulfil post-pitch obligation and highlight any risk
It is best method which helps in fulfilling the particular responsibilities and duties of the
organisation that perform by the stakeholders. There are some obligations that organisation can
be use such as:
Maintain the relationship: After the pitching, it is the major duty of the businessman and
manager to focus on building better relations among them as well. It will support in maintaining
the relations with investors so that they can be satisfied in an effective manner. There for it is
recommending to M&S that manage the relationship among people.
Greetings: after pitching, it is the responsibility of the manager to treat fairly and
effectively to the investors and give them visiting cards of company (O'brien, 2016). It is also
very beneficial for the firm as they can create strong relations and build goodwill in the market in
more appropriate manner.
D4 Evaluate the pitch and post pitch outcomes for potential issue or risk management
There are number of risks or uncertainties defined that can be occur while pitching. Some
of issues regarding the organisational developments that create barriers so it is required to
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identify the that risks or uncertainties. Risk can be occur while attracting investors towards
organisation and pitching as well as generating the revenues or profits within the firm (Paço and
Ferreira, 2016). Relationship is also major issue that can affects on the company performance
and its productivity as well.
CONCLUSION
From the above report, it has been concluded that negotiation and pitching play vital role
in the organisation as they can achieve competitive advantages and predetermine goals or
objectives. Negotiation support in settle down the conflicts or barriers so that situations can be
handle in well manner and provide benefits to the organisation. These are essential for increasing
sales and generate profits with help of negotiation and pitching.
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REFRENCES
Books and Journals
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citizenship and the moderating effects of work context. Journal of Management. 38(2).
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programmes for HEI students: The lean start-up approach. Journal of Entrepreneurship
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Paço, A., Ferreira, J. and Raposo, M., 2017. HOW TO FOSTER YOUNG
SCIENTISTS'ENTREPRENEURIAL SPIRIT?. International Journal of
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Rich, C., 2013. The Yes Book: The Art of Better Negotiation. Random House.
Wiener, O., 2017. High Impact Fee Negotiation and Management for Professionals: How to
Get, Set, and Keep the Fees You're Worth. Kogan Page Publishers.
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