Detailed Analysis of Pitching and Negotiation Skills at Mark & Spencer

This report provides a comprehensive analysis of pitching and negotiation skills, focusing on their application within Mark & Spencer. It begins with an introduction to negotiation, its importance, and key stakeholders. Task 1 explores negotiation processes, steps, and stakeholder management. Ta...Read More

Pitching & Negotiation
Skills

Table of Contents
INTRODUCTION...........................................................................................................................1
TASK 1............................................................................................................................................1
P1. Determine what is negotiation and why it occurs and who they key stakeholders during
the negotiation process................................................................................................................1
P2 Evaluating the key steps and information for negotiating and generating deals. .................2
M1. Explain the detailed steps that organisation go through during negotiation process and
required information in preparation. ..........................................................................................3
D1 Critically evaluate the steps of the negotiation process and provide valid solution with
issues. .........................................................................................................................................3
TASK 2 ...........................................................................................................................................3
P3 Explain the process of RFP and explain different types of documentation required. ...........3
P4 Explain the contractual process and how they relevant documentation is managed and
monitored. ..................................................................................................................................6
M2. Apply the RPF process with an organisational context and the consequences of beach of
agreement. ..................................................................................................................................8
TASK 3 ...........................................................................................................................................8
P5 Develop an appropriate pitch and key principles to sustain the competitive edge. ..............8
M3 Evaluate the effectiveness ways the chances of a successful pitch......................................9
TASK 4............................................................................................................................................9
P6 Assess the potential outcomes of a Negotiation. ..................................................................9
P7 Determine how organisation full fill their obligations from identifying the potential issues.
.....................................................................................................................................................9
M4 Recommend ways in which organisation can full fill their post pitch obligations. ...........10
CONCLUSION..............................................................................................................................10

INTRODUCTION
Negotiation skills is the most essential and effective skills of Human resource
management. In the big organization where large number of employees working in the
organisation. Where HR needs to set the skills in order to negotiate employees requirement and
salaries. Present report based on Pitching & Negotiation skills of the Manager in Mark &
Spencer. It is the well known multinational retail departmental store in British. It will cover the
negotiation skills and negotiation process. It will also cover the process of RPF which is required
in the organisation. Moreover, it will also define and resolve the potential issues that occur in the
organisation.
TASK 1
P1. Determine what is negotiation and why it occurs and who they key stakeholders during the
negotiation process.
Negotiation is the positive process which helps to resolve the conflicts between the
peoples in the organisation (Ting‐Toomey, 2015). During the functions in the organisation there
are different issues has arisen related to some issues. Such as employee arise issues related to
their wages, working hours, low effective management etc. these issues are very common in the
organisation in day to day activities. With the help of negotiation manager reach to the beneficial
outcome. Overall, it also helps to determine the actual reason behind that conflicts. The main
objective of the negotiation is to resolve the points of differences. It is very effective in Mark &
Spencer for making effective working in the organisation.
Negotiation proves have applied in case of any disputes and issues with the employees
(Haslam and et.al, 2014). Individual needs to analyse the company issues and try to give better
solution to mitigate those issues. Generally it occurs due to having improper management, high
work pressure, ineffective training and development skills, lack of employee motivation.
Through all this reasons company will need to take negotiation process. Due to having long
operations in the company many of the issues may occur through which employees are not
comfortable to solve it. Besides, manger take steps of negotiation and try to remove the issues in
order to achieve the overall objectives and goals (
Korobkin, 2014). For that, manager of M&S has responsible to solve the query of Personal
Assistant, the issue of the PA is that She requested to enhance their 10 % salary. Besides as per
the company rule average salary growth rise in a year was 5% for top performers in the
1

company. Along with that, PA is the deserving person for the increment of the salary. Due to
such events and issues negation skills will help to resolve the issues (Lande, 2014). According
the employee issues manager take action to reduce the time of PA and permit her to come office
at 7:30 to 4:30 so that PA get time to reach the home timely. As per the standard time of the
company is 8 am to 5 pm. With the help of negotiation manager solve the problem without
increasing the cost of the company. There are many stakeholders which affects and occur
different issues for the company (Zartman, 2015).
To determine the actual stakeholders of the company manager needs to recognise the
potential and effective stakeholders in order to achieve negotiation process like company
potential stakeholders may be customers, employees, suppliers, distributors, government,
competitors etc. stakeholders may create issues for the company and it is the responsibility of the
company to remove all doubts and queries of stakeholder in order to achieve their satisfaction
level.
P2 Evaluating the key steps and information for negotiating and generating deals.
Negotiation is the magical tool to resolve the different queries in the organisation. It
contains five steps in order to simplified the issue and matter between the stakeholders and
company. There are five steps in order to achieve the best solution to resolves the matter.
Five stages of Negotiation
Stage 1: Prepare In the first process Manager begin to
understand the issue and facts related
problems. Further, they collect necessary
information in order to identify the actual base
problem (Cenere and Lewis, 2015).
Stage 2: Exchange Information After, determining the issue manager
discovering value and build interest and trust
between the stakeholders. They discuss with
the individuals and try to build motivation
level among them in order to mitigate the
issues.
Stage 3: Bargain In next process try to convene them with the
2

help of negotiation skills. Along with that
manger needs to address the issue (Cooke and
Zaby, 2015.).
Stage 4: Conclude Ensure the process thank to the team members.
Stage 5: Execute Expand the valuer try to connect them with the
company in long term in order to maintain
effective relationship.
M1. Explain the detailed steps that organisation go through during negotiation process and
required information in preparation.
M&S company manager should follows the required steps to ensure the stakeholders
needs and try to give them the best solution. Along with that they also need to follow the correct
guidelines in order to make all things perfect (Coppens, 2014). As per the solving the issue of
PA manager takes that PA faces the issue of late arrival at home due to heavy traffic so that
manger give permission to come early and go early in order to compensate salary issues. It is
very necessary for the company to take proper steps to make things normal. This process also
helps to maintain positive environment in the company and make healthy relation with the
stakeholders.
Process of negotiation
Preparation and planning: this is the first process of negotiation process. In which
company collect the information and make planning techniques in order to collect the effective
negotiation skills.
Definition of ground rules: in this another process employer makes rules and
regulations for the planned negotiation. For example: where will negotiation take place?, will
time constraints exist etc.
Clarification and justification: another steps helps to justify the things and issues
between the parties. Both the parties will discuss with each other. This part of the negotiation
should not be argumentative.
Bargaining and problem solving: in this step both the parties will come at the final
decision with the help of problem solving.
3

Closure and implementation: this is the closure step of negotiation process in which
organization collect the all final information in order to get the problem solving.
D1 Critically evaluate the steps of the negotiation process and provide valid solution with issues.
Negotiation steps is the essential process in the big organisation. It helps to maintain the
healthy and good environment in the company (Dawson, 2014). Besides, it provides solution to
resolve the company issues and give them the best satisfactory solution to the employees.
Overall, it makes new changes and build good relationship with the stakeholders. Furthermore,
due to large organisation this process of negotiation also gives negative impact on the employees
minds due to unfair decision or may they feel discrimination among employees. This steps also
may not full-fill the individual needs and wants and create conflict environment. This may occur
some major issues for the company as well.
TASK 2
P3 Explain the process of RFP and explain different types of documentation required.
Procurement is the process of finding, agreeing terms and acquiring goods and services
from external sources. This process helps to ensure the buyer receivable goods and services.
There are many types of procurement Vendor managed inventory, just in time procurement,
stock procurement. Request for proposal contains the issues related documents (Dygert and Van
Rennes, 2015). Besides, it is the proposal plan or is a type of bidding solicitation in which
company announces their funding available for a particular program or a project. To form any
issue and complexity this requires the formal request for proposal (Gratch and et.al, 2015).
Project planning:
The first step of request for proposal is project planning. This helps to show that actual
what is the requirement, what is the need, what is achievable by asking some of the questions
(Standard RFP Process, 2017).
 What requirement you have to complete this project and task and what better option we
have to take ?
 What are the boundaries and scope of the proposal ?
 What are the guidelines and time duration is taken for this proposal.
 How much money we required to accomplish the overall objectives (Hemilä, 2014).
 What are the outcomes of these proposals. Along with that hoe much an individual come
over the main issue.
4

In the first phase of RFP is to form a planning in order to accomplish the overall objectives and
plans. Along with that moreover the object of this first task is to protect the overall scenario in
order to get best output results (Iba, Shimomukai and Nakamura, 2015).
Drafting the RFP Proposal:
This is the second most important step in order to full fill the overall target and plans for
the company. In the process manager covers the key information about the product and services
there are some key elements should be there in order to make proper draft (rytherch, 2014).
Introduction: This contains the overview of the project, besides it mention objectives and what
organisation going to achieve. Such as time frame, deliverables, key points. Besides it mention
that how to respond.
Statement of Purpose: this explains the reason why M&S organisation adopt this project and
they will address the business needs along with they also explain the objectives of the project.
Background Information: In this step, manager of the company describe the organisation
mission and objectives with the methods which fits with the overall goals. Explain to the
stakeholders' insight about the company (Junoh, 2014).
Scope of work: in this step what company will going to achieve. This all factors will explain the
outcomes and deliverable will explain. It also describes the specific objectives with the best
method of reviewing the plans. In this step manager creating itemized list which helps to get the
objective in more efficient manner. Through which manager will get to know the individual
performance towards the company (Prytherch, 2014).
Issuing the RFP:
In this process company issue this RFP to those who work with the company. Company
can also issue this proposal online for getting better review (Rogers and Davidson, 2015).
Reviewing proposals and awarding the contract
In this process company will review the proposal. When the company finds the best idea
and solution for the company it will ensure the process and understand the proposals in order to
mitigate the uncertain risk and factors.
Negotiating and signing the contract:
In this process manager will negotiate the sings with the individual in order to get best
technique and for solution. The term of the final contract has given below:
5

Duties and Rights of the party: In order to make sure all terms and condition it is very
important for the company to give all duties and responsibilities whom they work with in order
to make safety and precautions. Including handling disputes as well (Rogers and Davidson,
2015).
Project Schedule and Deadlines: Make sure the project deadlines milestones that
company should meet during the development process. To ensure that weather company achieve
their plan or not.
P4 Explain the contractual process and how they relevant documentation is managed and
monitored.
Contractual agreement is the contract between two parties on the basis of some
consideration. It contains several steps in order to accomplish the contract rules in ethical
manner.
Step 1: in this first step of contract between two parties or more than that, it creates some
obligations and enforceable by the law. This contract may have done with private, public or
government agencies (Dygert and Van Rennes, 2015). Parties should agree on the each terms and
6
Illustration 2 : Contract Procedure
Source: (The Contacting Process. 2018)

conditions with the concern of all parties contact has been made. In the firs step both the parties
accept the proposal.
Step 2: in the second step of contract information is collecting such as what documents
needed to complete the contacting package. Moreover, it contains scope of work, additional
documents, necessary attachments.
Step 3: In this step parties do some negotiation and agree on the same approval (The
Contacting Process, 2018).
Step 4: in this next process contract will review weather it involves legal regulations or
not. Forward the copy the agreement and referred attachment and exhibit to procurement &
contracting services (Prytherch, 2014).
Step 5: in the last procedure of the contract is signing the contract after reviewing the
terms and conditions. With the concern of individual acceptance this contract has been made.
Contract documentation and procedure helps M&S to keep the legal considerations with
the parties in order to maintain safe and risk free environment.
M2. Apply the RFP process with an organisational context and the consequences of beach of
agreement.
Request for proposal is the kind of solution method which company adopt with the help
of some evidence and laws. Along with that, RFP procedure may take by the company to
minimize the negative effects of agreement (Rogers and Davidson, 2015). With the help of RFP
procedure company finds the solution. This is the process for the client to know more about the
company about any bidding process. It is the document given by the agency or a company
interested in procurement of a product or services. If a case of breach of contract company will
liable to face the negative impacts or issues. This process of negligence gives negative image of
the organisation in front of the opposite party.
TASK 3
P5 Develop an appropriate pitch and key principles to sustain the competitive edge.
Competitive advantage is very important for the company to maintain the
sustainable and positive environment in the market. To make effective position in the market
company needs to adopt some principles and guidelines in order to sustain the position.
Competitive generate greater value for the firms and their stakeholders. M&S needs to acquire
some key principles to sustain the position as given below:
7

 No one has an advantage at everything it means the success is not getting by the one
person it is the effort of individual person who contributes their own part in the better
performance for the company (Gratch and et.al, 2015).
 Company should always consider their competitors in order to make effective strategies.
 Competitive and financial advantages are different from each others.
 Company always adopt changes and innovative ideas in order to enhance competitive
values.
 By the increasing of wealth competitive advantages also has been increasing.
These principles help Mark & Spencer to sustain its competitive edge and make valuable
products and services.
M3 Evaluate the effectiveness ways the chances of a successful pitch.
In order to maintain the healthy environment in the company (Dawson, 2014). They need
to adopt some approaches and methodologies to sustain the company values and performance
level. Company can adopt attractive ways and creative strategies to sustain in the market as long
time. With the help of sustain principles company get their maximum profit revenue. By solving
the disputes and issues of employees or of other stakeholders company can easily get competitive
advantage. Company also needs to adopt techniques to get the better response from employees.
To measuring the effectiveness company needs to full-fill the basic needs of the employees to
makes them satisfied with the company environment. Like give them rewards, appreciation,
non-financial benefits, this would give positive outcome of pitching. This process of
effectiveness enhance the employee performance.
TASK 4
P6 Assess the potential outcomes of a Negotiation.
Negotiation process in which two parties arrive at a mutual agreement with the concern
of both the parties and bargaining process within an agreed time scale. In the big organisation
where manager has to face many challenges and issues with the employees. In order to resolve
the methods they need to have some negotiable skills to find out the best solution methods.
Overall, this outcomes may be favourable or unfavourable. It involves different issues relating
business activities such as employees salary issues, leaves issues, even employees are less happy
with the environment of company etc (Dygert and Van Rennes, 2015). in that case manager
needs to take some corrective action plans in order to handle those activities. Overall, negotiation
8

is the common problem solving process. There are some potential outcomes by adopting
negotiation process.
 It provides sustainable environment in the company.
 It gives new opportunities and growth to the company.
 It provides good relationship between manager and employees.
 Obtain information about the issues.
 Helps to change the individual perception of an individual (Junoh, 2014).
 Helps to sustain competitive advantage.
P7 Determine how organisation full fill their obligations from identifying the potential issues.
Organisation has responsible to resolve the queries or issue of the employees in order to
implement negotiation skills or procedures. It provides the best ways to deal with the issues
having between individuals. It makes organisation environment more powerful and sustainable.
Manager has obligation to adopt negotiation process to resolve the company issues and arrives to
the best solution (Hemilä, 2014). This helps to develop faith and trust among employees towards
the company. With the helps of negotiation skills manager to resolve the issues and full fills their
duties towards the employee empowerment. Besides, there are many certain conditions when
issues has occurs in the organisation which affects company working environment such as
confusion, company goals, new management. Furthermore, some issues has occurs during the
process of negotiation such as improper decision making approach, discrimination, bias,
favouritism, wrong judgement etc. these are the potential issues has occurs during the process of
negotiation. Overall it gives several outcomes and approaches to sustain the positive and healthy
environment.
Organisation full fill the needs of employees on the basis of certain facts and rules and
regulations. Besides, it makes employees happy and satisfied (Iba, Shimomukai and Nakamura,
2015).
M4 Recommend ways in which organisation can full fill their post pitch obligations.
Recommendation
Organisation require pitching employees as per their norms and objectives. Employer
should adopt some technologies and methods to manage the employees issues and conflicts such
as there are some ways through which employer pitch their employees. In order to make
9

environment positive employer needs to adopt group discussion, arrange some team building
strategies to make employees happy and satisfied.
Organisation has the responsibility to make their employees happy and satisfied on the
basis of certain rules and processes. Along with that it makes new positive and healthy
environment in the organisational, on the basis of issue of the organisation that PA wants to
enhance their Salary by 10% but as per the company laws average salary increment of the
company is 5%. On the basis of some negotiation skills manager of the N&S company resolve
their query without wasting the company cost and time. Along with that it makes positive efforts
towards the employees goals (Dygert and Van Rennes, 2015). There are several obligations of
employer towards their stakeholders. In order to full fill the all needs and wants of stakeholder
they need to measure some steps and procedures. With they help of different methods' manager
can resolve the queries of employees and customers as well. Stakeholders are the best sources of
income for the company. For that, company needs to provide the best substitution of the issue to
make them happy and satisfies. Overall it is the responsibility of the company to understand the
issues of employees.
CONCLUSION
From the basis of above discussion, it can be concluded that negotiation skills and
methods are the very much important in order to sustain the company advantages. Overall, it
described the process of RFP how they useful to make proper documentation to resolve the
queries and company issues with their stakeholders. Furthermore, it also described the process
of negotiation which company adopts to implement the issues in effective manner. So that,
company will get beneficial solution. It also covered the issue of the M&S related to the PA and
give them the best solution technique. Overall process ensure the organisation safety and
mitigate the future uncertainties. This present report also discussed the potential isues through
which company adopts the process of negotiation. It summarized the overall importance of
negotiation in the organisational in order to sustain competitive advantage. Along with that, it
also discussed about the stakeholders issues which affects company practises. For that, company
needs to treat every individual shareholder personally in order to make them satisfied.
10

REFERENCES
Books and Journals.
Ting‐Toomey, S., 2015. Identity negotiation theory. The international encyclopedia of
interpersonal communication. Sage.
Haslam, S. A., and et.al, 2014. Social identity at work: Developing theory for organizational
practice. Psychology Press.
Korobkin, R., 2014. Negotiation: Theory and strategy. Wolters Kluwer Law & Business.
Lande, J., 2014. A Framework for Advancing Negotiation Theory: Implications from a Study of
How Lawyers Reach Agreement in Pretrial Litigation. Cardozo J. Conflict Resol.. 16. pp.11.
Zartman, I. W., 2015. Negotiation Theory and the Intifadat. International Negotiation. 20(1).
pp.109-128.
Cenere, P. and Lewis, M., 2015. Communication Skills for Business Professionals 7.
Cambridge University Press.
Cooke, B. and Zaby, A., 2015. Skill gaps in business education: fulfilling the needs of tech
startups in Berlin. Journal of Higher Education Theory and Practice. 15(4). pp.97.
Coppens, A. D., 2014. Learning by observing and pitching in: Benefits and processes of
expanding repertoires. Human Development. 57(2-3). pp.150-161.
Dawson, C., 2014. The Mature Student's Study Guide 2nd Edition: Essential Skills for
Those Returning to Education or Distance Learning. Hachette UK.
Dygert, C. and Van Rennes, R., 2015. Building your licensing and negotiation skills
toolkit. The Serials Librarian. 68(1-4). pp.17-25.
Gratch, J., and et.al, 2015, August. Negotiation as a challenge problem for virtual humans.
In International Conference on Intelligent Virtual Agents. pp. 201-215.
11

Hemilä, J., 2014. Diversity of Individuals and Teams in the Service System Value
Creation. Sage.
Iba, T., Shimomukai, E. and Nakamura, S., 2015. Change Making Patterns: A Pattern
Language for Fostering Social Entrepreneurship. Lulu.
Junoh, M. Z. H. M., 2014. An integrated approach in entrepreneurship education using
MAIR framework. Advances in Environmental Biology. pp.497-501.
Prytherch, Z., 2014. Case study: Biotechnology and Business Module: School of
Biosciences, Cardiff University. The HEA Academy. pp.13.
Rogers, T. and Davidson, R., 2015. Marketing destinations and venues for conferences,
conventions and business events. Routledge.
Online references
Standard RFP Process, 2017.[Online]. Available through: <https://www.smartsheet.com/request-
for-proposal>.
The Contacting Process, 2018.[Online]. Available through:
<https://rgw.arizona.edu/administration/negotiation-and-acceptance/contracting-process>.
12