ASSIGNMENT TITLE

Pitching and Negotiation Skills

Table of Contents

Introduction: .................................................................................................................................... 3

Lo: 1 ................................................................................................................................................ 3

Evaluate the context of a negotiation and identify the information required to prepare for a

negotiation....................................................................................................................................... 3

LO 2: Managing documentation relevant to tenders and contracts. ............................................... 7

LO: 3 developing a pitch to achieve a sustainable competitive edge. .......................................... 10

Lo: 4 assessing the outcome of a pitch and negotiation................................................................ 12

Conclusion: ................................................................................................................................... 13

References: .................................................................................................................................... 13
Introduction:

Business people negotiate in many matters for getting sustainable competitive advantage in the

market. There are many tendering parties who give contracts to the business people. Tender is a

systematic documentation for getting projects. Tenders can be formal or informal but formal

tenders are used for bigger company whether informal contracts are used for small businesses.

Negotiation offers extra benefit than usual transaction and make affordable for any company to

get large contracts.

Lo: 1

Evaluate the context of a negotiation and identify the information required to prepare for a

negotiation.

Negotiation is a systematic conversation occurred between two parties or more regarding services

or exchange of goods at an exchange rate. There are more than two parties can be involved and in

business world negotiation happened more frequently than any other sector. It is a process where

the communication need to be cleared and continuous so that both the parties can understand their

position and make a good agreements on the basis of terms and conditions. Negotiation happened

regularly and it is essential for making a good negotiation happened in business world mostly in

small business. Business are often involved in negotiation whether internal and external audiences.

Managers sometimes wanted to hire an employee who is a good negotiator and make a good

conversation with their stakeholders, suppliers or vendors. There are different strategies that can

be applied to make a business negotiation successful and have benefit from the situation.

Negotiation can be happened in micro or macro level but whatever is the problem need to be solved
with methods and strategies. As an advisor for local council I must advise my clients to have a

good negotiator for making a win-win situation and solve problems to reach their destination. For

the preparation of a negotiation process an organization must figure out this elements:

Planning

A good negotiator always prepared themselves for facing any challenges that comes during the

conversation. They never walk away from a situation because they encounter every situation with

pre-condition and find out other parties interest as well as their terms and agreements for winning

the situation. Planning is a must for starting any negotiation with prepared terms and conditions

and make it happen for the organization also. There can be pessimistic or optimistic persons whose

interest can create conflict with your intended goals but you cannot walk away and make the

process cold. You need to handle it with diligence and take it to your side until they are not ready

to give you your choices. There must arise many difficulties such as unnecessary terms and

agreements that are likely not to be a good understanding of the process but you have to achieve

it. So to design your preparation of the negotiation process perfect and make it a strategy and plan

is almost what you need to do. Your interaction with the negotiation skill should not conflict with

any other process and should start with proper designing strategy and interest (Ting-Toomey &

others, 2005)

Thinking outside Box

A good negotiator can also make mistakes if they are not aware of each and every possible chances

to lose that conversation and lose opportunities if they are not knowing every possible chances to

find out how other parties are doing their business and operations. Hence, to win every situation
negotiator needs to think outside the box and need to find out every niche that can create conflict

for achieving success.

Close Deal Explicitly

It is very necessary for every negotiator to know what are the terms and chances for winning the

situation and no misunderstanding should be there to assign timeframes to these activities.

Negotiation should give most priority and they are:

1. Negotiator need to have a good communication skill

2. They need to be witty instantly for handling any situation

3. Challenges need to identified with assessment and risk minimization

4. Conflicts need to be handled calmly

5. Negatives statements and questionnaire should be avoided

6. Do not need to walk away from any situation

There has been many rules to follow for starting a negotiation process with all information and

make an intensive preparation:

1. Listen and understand the other party’s issues and point of view: as an advisor I need to

follow what my other parties are trying to find out in a negotiation and what are their terms and

conditions for winning the contract. Several times one party does not listen to other party’s

agreements carefully and so that they could not get their desired demand. It is very important for

winning a negotiation to listen rather than advising to other party.

2. be prepared: whenever you go one a negotiation you need to first prepare yourself, understand

other parties literature review, articles, their way of doing business and then offer them a good deal

with some terms and conditions. How another party uses social media for their business is another

considerable fact (Ting-Toomey & others, 2005)

3. Keep the negotiations professional and courteous: negotiation is happened everywhere but

when it is started for making a contract for business organization than it should be kept professional

and courteous. Negotiation should always ended up in a good long-term relationship with positive

environment and collaborative nature.

4. Understand the deal dynamics: deal should be dynamics in nature and negotiation preparation

should be successful in business treatments. For making successful deal all the questions should

asked clearly for making a transparent and significant payment method.

5. Always draft the first version of the agreement: first version of the agreement is necessary

for negotiation process and to get benefits on their side. The successful negotiation happened when

both the party need to agree on all terms and ready to sing the document.

6. Be prepared to “play poker” and be ready to walk away: do not need to walk away from

the situation and be prepared to play poker if you cannot handle the situation. No chance should

be taken to hamper the negotiation process because it will cost more than budget and a negative

situation will occur among the parties.

7. Avoid the bad strategy of “negotiating by continually conceding.” Continuous negotiation

on any topic does not make that you are a good negotiator and you are desperate to sell your
products. Negotiation process should be clear, rules oriented and establish their own terms and

agreements on the basis of respectful manner.

8. Keep in mind that time is the enemy of many deals: time is the prime factor. The fast you

can negotiate the fast you can get your deal. You should always tell your lawyers to be ready with

papers and documents for getting the deal first. Negotiation preparation needs to be done with

proper planning so that both the parties can make a good incentive (Juristo & others, 2007)

LO 2: Managing documentation relevant to tenders and contracts.

A tender is a process of offering bid, invitation or proposal for getting a service or goods at an

exchange rate. To prepare a tender suppliers need to plan and prepared proper documentation

which are given below:

Cover letter

For making any offer or invite any parties individuals need to prepare a cover letter and this letter

is considered as the most formal letter than other.

 Invitation to tender

Tender is an invitation letter and by giving tender parties can provides guidance to other parties

for clear making negotiation procedure.

Form of tender

Tender needs to be formulated in a systematic way and need to be constructed well so that they

can be signed by client and contractor properly for accepting the terms and conditions for full

filling the requirements (Juristo & toehrs, 2007)

Terms and conditions of contract

Contract is consists of terms and conditions which need to be understood by both the parties

properly so that a legal framework and Tender is always based on certain terms and conditions and

legal framework signed by parties up to the contract (BarNir, 2002)

 Design drawings (general layout plan, construction drawings)

A general layout of tender agreements and construction drawings are must for clear and concise

detailed documents preparation and to complete the work. General layout can make anyone

understand the importance of design drawings and make a good incentive.

 Specifications

Tender agreements should be made clear and specified because they includes the policies and

procedures to set the guidelines of different materials and workmanship standards for including

cost, quantity or drawn for reading the terms and conditions of the contract.

 Tender evaluation criteria

Whatever the tender comes from any party it should be evaluated and awarded with proper

documentation.

 Tender return label

Tender label’s need to be time appropriate and returned within date so that they can make safety

path.

 Pre-construction information

Information about any tender party should be given proper importance and health and safety paths

are needed to be work on design for following the contractors must prevent bureaucratic for what

could be seen as a small path and project however tender document need to be completed within

time and date.

Tender is a common occurrence in business world both in public and private sector for making the

negotiation process successful. To get a contract with your desired agreements you need to hire a

good negotiator whose communication skill is the best and they cannot walk away from any

situation and handle any challenges for bigger opportunity for organization. To make a proper

documentation for contracts are given below:

FINDING OUT ABOUT CONTRACTS: what are the attributes for making a contracts? What

are the demands of other party and potential customers? How to make advertisement in local and

national newspaper and other media coverage for drawing the conclusion and cover the area of the

business need to find out about a contract.

SHOULD YOU BID FOR A TENDER?

What should be the attributes to bid for a tender? How will organization identify them? are the

tendering process time-consuming, cost effective, money and trip can make a good resources need

to be find out properly so that when enter into a contract they can be beneficial for the firm.

FIND OUT WHAT THE CLIENT WANTS

Tender can be in the form of government tender and private sector tender and it should be find out

what their clients wanted? Potential requirements and conversation can make a tendering process

fast and reliable for the clients and customers. There are clear vision of documents delivering the

tendering process for making negotiation conflict free and make sure they meet the deadlines.
WHAT TO PUT IN YOUR TENDER

Organization need to find out their tender and contract nature for making a successful negotiation

process and have a clear vision of what their other opponents want and how to get the best result

from the situation. To make a clear tender document organization need to have clear understanding

of client’s cost, money, risk and maintenance security of the information and staffing

improvements (BarNir & others, 2002)

LO: 3 developing a pitch to achieve a sustainable competitive edge.

Every organization who wants make profit with their products and want to make a good reputation

in the market needs sustainable competitive advantage. Sustainable competitive advantage are the

ways firms can have larger share amounts in the market, achieve their goals and make profit. This

advantage means the firm has some differentiation nature in their product or they have some

different business style which cannot be imitable easily and can make their products superior than

others. Small business as well as large business organization both need to gain this sustainable

competitive advantage in the market for stopping the entry barriers. Small business organization

cannot survive without it so they need to make contracts carefully and negotiate in a manner that

can give them the power to rule in the market. Hence, organization need to create pitch for their

business and come up with a strategy that gives them the chance to make sustainable competitive

advantage in the market. To make sustainable advantage in the market what can be done by firms

are given below:

1. Establish Brand Loyalty: customers want brand loyalty and if firms can create their own brand

for products than they can get success in the market and know how their shares are growing up

and making their brand image clear in front of the customer. Firms need to deliver good products
in the market for the customer and at the same time they need to maintain the quality of that product

so that people can know their products and idea and acknowledge them (BarNir & others, 2002)

2. Patent Your Product: idea needs to be patented and products need to have copy write so that

no competitor can imitate that idea and firms can get competitive advantage in the market. This is

a legal framework and should be maintained properly so that no company can steal their idea and

knowledge.

3. Continually Innovate: products need to be innovated continuously so that sustainable

advantage remained in the market. Firms need to innovate their products so that it is essential to

make innovative ideas in the market. It will gives firm’s strong position in the market.

4. Hire ‘Connected’ Team Members: team members can solve any problems in any situation so

firms need to connect their team members with strategy and assign team members in different

functional departments such as supply chain, procurement, sales and marketing etc. teams can also

secure the tendering process and make a safe secure negotiation contract with other parties.

5. Use Long Term Contracts and Incentives: contracts should be long-term relationship and

incentives should be taken for getting benefit for many years. There are short-term contracts and

long-term commitment but the best contracts are those which are taken for granted and make a

successful incentives for business organization.

Lo: 4 assessing the outcome of a pitch and negotiation.

Outcome of pitch or negotiation should be evaluated with job specification and promotion and

make a different perspectives for buying new products and various negotiation skill should be

implemented so that firms can get success. Pitching can be modified and performed properly for

increasing sales and getting sustainable advantage in the market. There are different criteria for

monitoring the outcome of pitching and negotiation for broaden their judgment and spaces and

needs to be evaluated for making the preparation clear and the result fruitful (Paetsch & others,

2003)

Criteria to Evaluate Negotiation Success: negotiation process need to be evaluated with proper

criteria and make an incentive for every organization to resolve any conflict. All the issues need

to be settled with proper care and without any conflict and negotiation table should make clear and

transparent. Conflict must be avoided and benefits and comments should be ignored if any negative

situation arises. If negotiator finds out any mistakes in the documents or faults they can raise their

voice for disputing those negotiation process and for making a good contract negotiator needs to

be skilled in interpersonal skill and communication. Negotiation is a lengthy process and while

improving the process the need to be aware of each and every possible solution to make a

successful procedure with negotiation process (Paetsch & others, 2003)

Weighing and Measuring Success in Negotiations

Some criteria of negotiation process needs to be measured and success rate should be behind the

scenario and factors like environmental, placement or functional needs to be disputed soon and

improve the situation with different viewpoints. Weighing and measuring different success in
negotiation needs to be controlled and monitored with care so that other parties can understand

their viewpoints with different diligence and improvement.

Conclusion:

Tenders and contracts are both relative terms and they are usual situation happened in different

organization for getting the benefits of competitive advantage in the market. There are different

legal framework and more than one parties are involved so that negotiator needs to be careful about

their work and make a successful decision while making a conversation.

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