Analysis of Pitching and Negotiation Skills in Business Strategies

This report provides a comprehensive overview of pitching and negotiation skills within a business context. It begins with an introduction to the concepts of pitching and negotiation, emphasizing their importance in securing business opportunities and managing operations. The report then delves into the specifics of negotiation, including key stakeholders and the steps involved in processing deals, using a case study of Mark and Spencer to illustrate real-world applications. It further explores the Request for Proposal (RFP) process, outlining its stages and the types of documentation involved. The contractual process, including document management and monitoring, is also examined. The report concludes by discussing the development of key pitches, assessing potential results, and examining how organizations can fulfill their obligations from a pitch, aiming to provide sustainable benefits and competitive advantages. The report uses relevant examples to illustrate the key concepts and processes.

Pitching and Negotiation
skills
Table of Contents

INTRODUCTION...........................................................................................................................3
TASK 1............................................................................................................................................3
P1. Negotiation and key stakeholders associated with the process........................................3
P2. Key steps and information needed for negotiation and processing deals........................4
TASK 2............................................................................................................................................5
P3: RFP process and types of documentation........................................................................6
P4: Contractual process and documents used to manage and monitoring..............................7
TASK 3............................................................................................................................................9
P5: Development of key pitch through using principles in order to attain sustainable benefits. 9
TASK 4..........................................................................................................................................10
P6: Assessment of potential results in pitching....................................................................10
P7: Examine the ways in which organisation can fulfil their obligation from a pitch.........11
CONCLUSION..............................................................................................................................11
REFERENCES..............................................................................................................................13

INTRODUCTION
Pitching is generally known as a business strategies. It is a form of an entrepreneur or
team that are presenting their ideas to prospective investors and other shareholders. The primary
aim of pitching deals with creating business opportunities with the motive to secure idea for
attainment of certain objectives. Whereas, negotiation requires certain specific contracts and
policies on agreed terms. These capability is essential for managing and operating a small
business. Being a dynamic aspects an innovative workforces needs to work according to set
standards (Adrian, 2011).
This project report provides crucial information about negotiation and key stakeholders
associated with this process. Explanation of RPF process and types of papers are required to do
so. Understanding of contractual procedure and effective aspects to manage crucial documents
are included as well. Examination of vital principles that are helpful in order to attain a
sustainable competitive edge for a particular company. Assessment of valuable outcomes those
are crucial in relation to pitching and ways through which they can face their obligation to
attain proper growth.
TASK 1
P1. Negotiation and key stakeholders associated with the process
In any business organisation, it has been seen that during any new policies which is
formulated by the owners of company, there are certain obligations. Some employees are agreed
upon that and few of them are dis-satisfied. In order to resolve queries of employees and
management they need to conducts a negotiation procedure. This is said as a formal discussion
among people who have various aim or goal those are mention under an agreement.
Negotiation is a process in which two or more than two people exchange something and
try to agree upon the rate of exchange. This would be done after mutual understanding of both
the parties on a given problem. Like it was mentioned under the case of departmental store of
Mark and Spencer. They are facing a problem which is associated with rise in salary to
employees. In order to resolve this particular issue, managers have decided to take support of the
HR department (Cremades, 2016).
3

A stakeholder is known as one of the crucial parties that is associated with the business
either directly or indirectly. They are known as valuable persons or group members that have
interest or stake in the operations of an organisation. Some of them are:
 Investors: They typically have the power to analyse financial information about
company’s performance. They have the right to approve or reject crucial decision. They
take active participation in the negotiation process to resolve issues of employees.
 Creditors: They have the power such as accessibility to timely analyse financial data of
Mark and Spencer. In a negotiation practice formulated in between PA and team
management to make payment of amounts within the set time frame.
 Trade unions: It is the primary role of trade union leaders to make decision in the favour
of workers so that they can work in an effective manner. Like it,was mention in the case
about working hours (Tenenboim-Weinblatt, 2011).
 Employees: They are one of the key persons in stakeholders because they are
contributing more to increase profitable business concern. In the mentioned case, they are
facing salary issues. It has been related to raise in salary up-to 10% of total amount.
They management had make negotiation process to analyse their performance and skills.
 Partners: Some of them are related with distribution partners. They actively participate
in the negotiation process in order to generate effective results in favour of both parties.
P2. Key steps and information needed for negotiation and processing deals
In order to reach at some perfect solution, they need to solve problems that arise in an
organisation. It is the primary role of managers to make proper analysis about crucial aspects that
are presented in between employees and management. Negotiation process deliver the overall
interactions of every people in a groups and any business organisation. According to the
mentioned case of Mark and Spencer, problems of salary and time issues can be solved through
using right process. It is crucial for both the parties to come together during time of negotiation.
There are mainly five processes that are involved in the negotiation process. These are
mentioned underneath:
Preparation and planning: It is the initial stage in negotiation process in which both
parties will conduct and accumulate essential information to have proper negotiation. They need
to get ready by keeping every evidence ready with them. Information must be effective enough
to gain trust of the owners and include validity to claims. According to mentioned case of Mark
4

and Spencer, the PA was demanding to raise salary up to 10% but as per the rule of company,
they can only provide 5% to top performers.
Following ground rules: In this process, rules and processes will be identified for a well
organised negotiation plan. Some useful considerations would be made on the following aspects
such as:
 Place of negotiation
 Time constraints
 Any problems that are off limits
 Decision if there is not any agreement
The roles and responsibility of both parties to figure out discussion about total salary
increment policies made by the company in during the year. Any specific demand from
employee’s side needs to be disclosed in front of management. Once the strategies are
formulated, one has to start defining crucial rules and regulations (Williams, 2013).
Clarification and justification: If certain adjustments required to be made in exchange
of both the parties they need to follow some specific procedures. It will be analyse some
effective aspects such as enlarge, clarify and justification of organisation matter. It is the
responsibility of employees to make proper clarification about the matter of facts on which they
are negotiating upon.
Bargaining and problem solving: The main facts of negotiation procedure is to analyse
actual aspects those are occur in a particular agreement. Bargaining needed to be done in order to
rise salary up-to a standard level which is mention according to the policies of company's plan.
Problems necessarily to be solve in best and appropriate manner.
Closure and implementation: It is the last stage in negotiation procedures in which
formulation of agreement has been worked out after making proper communication among both
the parties. The PA is agreed upon 6 % of total raise in salary and organisation is ready upon
this commitment.
TASK 2
P3: RFP process and types of documentation
A request for proposal (RFP) is an essential document that often formulate through a
bidding procedures. These are mainly develop by agency or any business concern those are
5

interested in acquisition of a services or any potential suppliers in order to ask something from
the department. It has been seen that with the increase in total cost of employee that create huge
advantages in crucial requirements. There are few rules and regulation that is related with the
request for proposal. In order to make sound business decision, most of the company such as
Mark and Spencer to use the RFP process to ensure that they have the most effective advantages
and costs associated with the marketplace. In current era, most of the HR departments use to
implement this as buying decisions in order to solve various issues of employees (Yoder, 2014).
Process of RFP:
Project planning:
This happens as the first steps in formulation of RFP in order to determine what company
wants from the employees. They are also related with analysis of their planning process those are
use for the purpose of attaining some specific aims and objectives. Under this process, they can
identify various aspects those demanded by employees in order to increase their salary.
Drafting the RFP Proposal:
Every RFP covers valuable information regarding the products and services that are
seeking by an employees. This particular process is more crucial for the suppliers. This must be
clearly organise and consists of crucial data so that employees know to bid. This proposal
consists of various data which employees are demanding from the management. Every matters
are disclose under the draft (Peeling, 2012).
Issuing the RFP:
After making proper analysis over the proposal which has been collected out of
negotiation process. It must be distribution among every concern departments so that their
reviews and proposal can easily by analyse in more effective manner.
Reviewing proposal and awarding contract:
This is responsibility of selection team to review the proposals in best and effective
manner. It is vital to consider stakeholders under this process in order to ensure that matter of
negotiation is valid and in favour of employees.
Types of Key documentation related with RFP:
 Proposed solution: It is related with organisation decision whether they are getting
valuable responses in favour of them. They can also go through evaluation process of
salary packages, results they are incurred from the given proposal and other evidences.
6

 Criteria for analysis proposal: It is considered about various matter of facts those are
arises from a given point of employees evidences.
 General agreement requirements: These are associated with propose policies and laws
fix by the company in case of salary clause. Increment can be done on the basis of the
performance and skills an employees is carried with them (Pribble, 2011).
 Support and solution: It can only be provided if every aspects presented in front of
management is having positive points. These needs to be of standardise terms and forms.
P4: Contractual process and documents used to manage and monitoring
In order to conducts a well organise procedures for generating better understanding of
relevant facts it is essential for the employees as well as organisation to follow some legal
process. A contractual process is a formal agreement which is require to prosecute an external
evaluator. An effective agreement that covers similar problems that can be useful for the
company. Under this, a well planned activities and practices related with increasing salary of
employees is been followed in more systematic manner. The primary purpose of doing so is to
gain competitive advantages over parties in order to ensure each parties needs to obey some sort
of roles and responsibilities that has been set by the store managers (Rigney, 2011).
Illustration 1: Key contractual process
7

(Source: The Contracting Process, 2018)
Selecting a contract: It is known as an agreement which is been made in between two or
more parties that formulate obligations which must be implemented by using some specific laws.
According to the case scenario, an agreement is made among management and employees on the
matter of salary increment.
Collection the information: It is necessary for company to gather specific issues which
has been carried by PA of mark and Spencer. All the crucial data about agreed salary percentage
and working roles and responsibilities needs to be recorded into a report (Dellert, 2015).
Choosing a negotiators: In order to remove any biases in between both the parties they
use to appoint a negotiators as a third party who is responsible for taking valuable decision. They
can give suggestion either in favour of department or employee as per the proper analysis of the
evidence.
Contract reviews: After making proper results out of the analysis. The contract is review
to check all the matters are correctly mention in it. This will be easy for both the parties to views
there respective aspects as per the mention terms and condition under the contract.
Contract signing: It is last stages in the contractual framing which is done by both the
parties after taking permission from them (Arden, 2015).
Related documentation:
 Memorandum of association(MOA)
 Agreement letter
 Negotiator report
 Business policies and legal regulations
 Salary slip as transactional documents
 Financial document.
TASK 3
P5: Development of key pitch through using principles in order to attain sustainable benefits
Pitch is a sound quality governed by the rate of vibration which is produce and present
attitude or behaviour of an individual. Like for example, if an employees is asking to increase
salary in high sound in front of the boss this can create negative impacts on the employees job.
On the other, one employees is politely demanding to raise its salary this will have positive
8

impacts on the owners. Pitching is all about the ways one is demanding to get something from
another people. Some effective pitch principles are mention underneath:
 Openness and transparency: This needs to be more imperative as all the manner a
negotiation process is conducting. Clarity of opportunities is primary target of every
organisation in order to accomplished their aims and objectives (Jimeno, 2012).
 Respect: It is more deserves in accordance with the pitching. This is mainly associated
with the higher level of the department. Any decision which is been made by the upper
bodies for sake of the company is needs to be respected by every employees.
 Bravery: Both employees and departments require to be brave in order to deal with any
crucial circumstances those are arises in between them. If they order to implement need
rules and regulation to increase there market share they need pass some sort of ordinance.
 Access and navigation: It is known as more imperative aspects in pitching. Employees
needs to make proper understanding of rules and policies those are already be made by
the departments. They mapped out from various timings, people involvement and
location.
Some key components those are related in pitch are mention underneath:
 Keep it simple and short: It is known as one of the key element of pitching that
communication must be short and concise. If any procedure is lengthy of complex then it
will be hard to deal with valuable matters.
 Direction on execution: Th possession of well organising business needs to includes
corrective directions during the time of execution of plan any directions.
 Avoidance of stick projection: It is necessary for the department to make proper and
unrealistic estimation by keeping future durability of decision regarding growth of the
company.
 Represent ideal management tactics: In order to reach at valuable solution it is crucial
for the department to analyse the requirements of every employees those are working in
an organisation. By providing timely rewards and incentives can help them to gain
motivation in their work.
 Presentation: This will wishes to determine organisation total worth and covers the
ability of handling problems of employees those are working for the motive to gain
maximum advantage from other.
9

TASK 4
P6: Assessment of potential results in pitching
There are various benefits of getting positive responses if they are communicating their
view points in accordance to get more potential results out of pitching. It is vital for the investors
to maker decision in more easy and sample pitching. There are some useful aspects that can are
effective enough to gain positive responses from the employees. Some of them are mention
underneath:
Positive mindset: In order to face any challenges those are coming in front of the
employees they need to deal it with positive attitude so that chances of getting more attractive
results (Tuszynska, 2013).
Acceptance: It is more effective and most considerable outcomes which can be
ascertained from a surface pitch. The management has agreed to accept the proposal of PA which
is of 6% growth in salary with extra responsibility.
Rejection: This happens to be the most favourable for the company to not accept
unnecessary aspects those are demanded by employees from mark and Spencer. The potential
aspects of employees needs to be consider so that they can generate maximum profitability.
No responses: It is one of the crucial elements that is to be more common aspects of
pitching. The role of stakeholders needs to retain any outcome from their investors. The
employees and outside stakeholders are waiting for collecting necessary responses in order to
make valuable decision (The pitch, 2018).
Avoid useless appointment: It is an important aspects of pitching to does not consider
those aspects unless it is more vital for the company. The managers needs to determine potential
value of investors to make business more gainful.
P7: Examine the ways in which organisation can fulfil their obligation from a pitch
It is vital for every business concern to make proper analyses of key elements those are
affecting the profitability of an organization. This can exercise roles and duties of employees
and stakeholders those are working for the sake of gaining better understanding of the
department. It has been seen that by negotiation process salary issue was resolve in more
effective manner. There are certain obligations those are associated with pitching are mention
underneath:
10

Generating Profit : It is necessary for the employees to maker according to the set plan
so that company can attain their set objectives in more quick time. They revenues can only be
high if they are following proper pattern rules and regulation. Pitching can be make vital impacts
on the productivity of an organisation if they not able to meet organisations demands (Mendoza,
2013).
Managing healthy relationship: The other sort of obligation which is related with the
pitching is based on developing harmonious relationship between employees and management.
The demand of employees are fulfilled by the administration which indicate positive sign of
growth for them. They are agreed on every terms and condition those are demanded by
employees but they need to posses some extra workload on daily business operations.
CONCLUSION
From the above project report, it has been concluded that pitching and negotiation both
are interrelated with each other. These are effectively implemented in the departmental stores in
order to resolve problems of employees. In order to get more effective outcomes various
negotiation process and documentation are used. Understanding of RFP process and related
documents are discuss more clearly. Apart from this usefulness of using contractual process in
negotiation process are explain in the mention case. Pitching and its key element are analyse to
know its impacts over the growth of an organisation. Assessment of potential outcomes and
related obligation are evaluated more positively.
11

REFERENCES
Books and Journals:
Adrian, J.M., 2011. Local Negotiations of English Nationhood, 1570-1680. Houndmills and New
York: Palgrave Macmillan.
Arden, D., 2015. Win Win: How to get a winning result from persuasive negotiations. FT Press.
Cremades, A., 2016. The art of startup fundraising: pitching investors, negotiating the deal, and
everything else entrepreneurs need to know. John Wiley & Sons.
Dellert, C., 2015. Risk Perceptions of Climate Change in International Environmental
Negotiations.
Jimeno, N.A., 2012. The Role of Social Capital and Collaborative Negotiations in Multiple
Species Habitat Conservation Plans (Doctoral dissertation, UC Riverside).
Mendoza, C.S.M., 2013. Mapping Visual Negotiations in Innovation Driven Teams: A Peek into
the Design Process Culture of Graduate Engineering Students. North Carolina State
University.
Peeling, N., 2012. Brilliant Negotiations 2e: What the best Negotiators Know, Do and Say.
Pearson UK.
Pribble, A., 2011. Pitching in the Promised Land: A Story of the First and Only Season in the
Israel Baseball League. U of Nebraska Press.
Rigney, L., 2011. Pitching Products For Small Business: How to successfully prepare your
business, brand and products, and sell to retail buyers. Brightword Publishing.
Tenenboim-Weinblatt, K., 2011. Mediated negotiations: A case study of a transcultural exchange
between Lebanon and Israel. Communication and Critical/Cultural Studies. 8(2).
pp.165-185.
Tuszynska, A., 2013. Strangers from within, strangers from without: Negotiations and uses of
space in African American and immigrant literatures and cultures, 1900s-1950s.
University of Illinois at Urbana-Champaign.
Williams, A., 2013. A study on the art and science of pitching new businesses (Doctoral
dissertation, Massachusetts Institute of Technology).
Yoder, A.R., 2014. Pitching democracy: Baseball and politics in the Dominican Republic, 1955–
1978. Georgetown University.
Online
The Contracting Process, 2018.[Online]. Available through:
<https://rgw.arizona.edu/administration/negotiation-and-acceptance/contracting-
process>.
The pitch. 2018.[Online]. Available through: <http://articles.bplans.co.uk/starting-a-business/the-
business-pitch/407>.
12