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and Negotiation Skills
a pitch to achieve a sustainable competitive
an appropriate pitch applying key principles that achieve a sustainable
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
RFP, Response (Formal proposal), pitch
the outcome of a pitch and negotiation
the potential outcomes of a pitch.
how organisations fulfil their obligation from a pitch, identifying potential
issues that can occur.
ways in which an organisation can fulfil their post-pitch obligations,
highlighting any potential issues.
evaluate the pitch and post-pitch outcomes to determine potential issues and
Negotiation mock and report
The submission for Task 2 has
a number of components:
completed request for proposal
The recommended word limit is
750–1,000 words, although you will not be penalised for exceeding the total
completed response to RFP (a formal proposal).
recommended word limit is 750–1,000 words, although you will not be penalised
for exceeding the total word limit.
2.3 A short report that evaluates
the stages of the pitch and negotiation process.
All work must be supported with research and referenced
using the Harvard referencing system. Please also provide a bibliography using
the Harvard referencing system.( 500 words)
A major bank,
which has its headquarters in the City of London, submitted a request for
proposal (RFP) 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.
This is formal negotiation process and therefore you
have to prepare a formal RFP on behalf of the bank.
Next – you will need to submit a completed Response to
RFP - on behalf of Cuisine Coffee - before you are invited to pitch to the
The bank will want to negotiate the terms of the
contract with you. Therefore, you will need to enter into a negotiation with
the panel, using a variety of techniques, to get them to agree to sign the
Next – You have to submit a short report where you
evaluate the pitch and negotiation process by analysing it from the early
stages to the contracting/drafting stage. Reflect on your own performance in
the pitching/negotiating process.
This provides evidence for LO3 and LO4
Word count: 2000 – 2500 words for all Task 2 documents
(you will not be penalised for exceeding the total word limit)