Assignment Brief Qualification HIGHER NATIONAL DIPLOMA IN BUSINESS Unit Number and Title 44 PITCHING AND NEGOTIATION SKILLS Start Date 01-05-17 Hand In Deadline -00-00 Assessor Name MRS. ANNU CHARIKAR Assignment No ONE Assignment Title PITCHING & NEGOTIATION SKILLS Purpose of this assignment To develop good pitching and negotiation skills, which are essential for the managing and running of a small business or being a part of a new dynamic and innovative workforce. The assignment will help them to generate sales and networking opportunities, while negotiating with different people and in different business transactions will secure more favourable deals. They will also examine the different aspects of these skills required to win new contracts on agreeable terms. Assignment Description This Assignment covers the Learning outcomes LO1, LO2, LO3 and LO4. Preparation guidelines • The report should be grammatically correct and word processed. • The written report must be presented in a professional manner, with FORM 1, front page, contents page, page numbering, bibliography and annexes. • Use the Font as Arial size 11 and 1.5 line spacing. • Identify any references and Use the Harvard referencing system. • Complete the Form 1 page and sign the statement of authenticity. • You will pass the assignment only if you achieve all Pass criteria. Student must provide evidence that learning outcomes of the subject have been met. • Assignment will be checked for Plagiarism. Appropriate Actions may be taken as per College / Edexcel Plagiarism Policy. Good practice • Make backup of your work in different media (hard disk, memory stick etc) to avoid distress for loss or damage of your original copy. • Make an extra hardcopy of your work submitted for your own reference or later use. ASSIGNMENT BRIEF TASK 1: You are working as a Business Start Up Advisor for your local council, providing advice and mentoring to small businesses on how to manage the pitch process and tender for contracts. You have been asked to create a guidance document on how to effectively prepare and manage the negotiation process. This is to be presented as a short booklet that includes the following type of information and advice: • What is a negotiation in the business context? • The key steps for negotiating and generating business deals. • The context of negotiation and the importance of key individuals in a negotiation. • How to gain the best deals/contract. • How to generate new business and win deals. • Tendering for contracts. • Preparing for negotiation through a request for proposal (RFP) form. • The contractual process and agreements. Submission Format for Task 1: The submission is in the form of a guide for small businesses. Templates for guides and brochures can be accessed on Microsoft File. You are required to make use of headings, paragraphs, subsections and illustrations as appropriate and all work must be supported with research and referenced using the Harvard referencing system. Please also provide a bibliography using the Harvard referencing system. The recommended word limit is 2,000–2,500 words, although you will not be penalized for exceeding the total word limit. TASK 2: You are working for a major bank which has its headquarters in the City of London (or local equivalent). Every four years they submit a request for proposal (RFP) to pitch for a company to run their coffee shop. To help with their image they prefer to contract a small independent company as opposed to a national chain. You are a small business owner of Cuisine Coffee, a new start-up looking to expand, and see this as an ideal opportunity. Consider the following: • You are to prepare a written initial response for the panel to consider and thereafter you are invited to pitch to the panel with the aim of securing the contract. • You must prepare a short 2–3 minute pitch. The pitch is successful. However, the bank would like to negotiate the terms of the contract with you. You knew that in order to win the pitch you priced as low as you could and therefore have no means of lowering the price. You next task is to: 1. Enter into a negotiation with the bank (the panel) using a variety of techniques to get them to agree to sign the contract without you having to lower the price. 2. You will also be required to evaluate the pitch and negotiation process by analysing it from the early stages to the contracting/drafting stage. Submission Format for Task 2: The submission has a number of components: (All will be recorded for evidence and submission purposes) 1. A 2–3 minute pitch devised and delivered as a Voice recorded file. The file will have to be sent ONLY on email to [email protected] 2. A 5-minute negotiation to be submitted Face-to-Face on the last day of the class i.e. 22nd May 2017. Here students have to negotiate with the Instructor who will pay the role of Bank management. DISTANCE learning students will make a Negotiation Video presentation with a third-party playing the role of Bank management. 3. A report that evaluates the stages of the pitch and negotiation process. The recommended word limit is 750- 1,000 words, although you may not be penalised for exceeding the total word limit. All work must be supported with research and referenced using the Harvard referencing system. Learning Outcomes and Assessment Criteria Learning Outcome Pass Merit Distinction LO1 Evaluate the context of a negotiation and identify the information required to prepare for a negotiation. P1 Determine what a negotiation is, why it occurs, and who the key stakeholders during a negotiation process are. P2 Evaluate the key steps and information required for negotiating and generating deals. M1 Present a concise rationale for the negotiation process, including detailed steps that organisations go through during a negotiation process and the information required in preparation. D1 Critically evaluate the steps of the negotiation process and present valid solutions for dealing with issues that can arise. LO2 Manage documentation relevant to tenders and contracts. P3 Explain the RFP process and the relevant types of documentation required. P4 Explain the contractual process and how relevant documentation is managed and monitored. M2 Apply the RFP process within an organisational context, outlining the key documentation required and consequences of breaching the terms of an agreement. D2 Critically evaluate the competitive tendering and contract process and make recommendations for completing a successful tender with minimal risk. LO3 Develop a pitch to achieve a sustainable competitive edge. P5 Develop an appropriate pitch, applying key principles that achieve a sustainable competitive edge. M3 Examine the pitch process in an organisational context, evaluating ways to maximise the chances of a successful pitch. D3 Develop a dynamic and creative pitch that is both concise and persuasive to achieve a sustainable competitive edge. LO4 Assess the outcome of a pitch and negotiation. P6 Assess the potential outcomes of a pitch. P7 Determine how organisations fulfil their obligation from a pitch, identifying potential issues that can occur. M4 Recommend ways in which an organisation can fulfil their post-pitch obligations, highlighting any potential issues. D4 Critically evaluate the pitch and post-pitch outcomes to determine potential issues and risk management.