Unit 44: Pitching and Negotiation Skills
Unit code L/508/0602
Unit level 5
Credit value 15
This unit gives
students a comprehensive overview of the essential pitching and negotiation
skills required to win new contracts on agreeable terms. These skills are
essential for the managing and running of a small business or being part of a
dynamic and innovative workforce. Good pitching skills for a new product or
service will generate sales and networking opportunities, while negotiating
with different people and in different business transactions will secure more
favourable deals. This unit aims to provide students with the knowledge base
and tools that will help them to develop these skills.
Learning Outcomes and Assessment Criteria
LO1 Evaluate the context of a negotiation and identify the information required to prepare for a negotiation
P1 Determine what is a negotiation, why it occurs and who the key stakeholders are during a negotiation process.
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 Evaluate 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
P5 Develop an
M3 Examine the pitch
D3 Develop a dynamic
process in an
and creative pitch that is
applying key principles
both concise and
that achieve a sustainable
evaluating ways to
persuasive to achieve a
maximise the chances of
a successful pitch.
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.
By the end
of this unit a student will be able to:
1. Evaluate the context of a negotiation
and identify the information required to prepare for a negotiation.
2. Manage documentation relevant to tenders
3. Develop a pitch to achieve a sustainable
4. Assess the outcome of a pitch and
the context of a negotiation and identify the information required to prepare
for a negotiation
the rationale for negotiation and the importance of negotiating skills in the
new business and winning new deals. Key negotiation tactics and strategies.
to negotiate: the Request For Proposal (RFP) process. Preparing to negotiate:
determining goals, tactics and strategies. Closing a deal: creating and
finalising a contract.
value of understanding the context and key individuals in a negotiation, including
cultural awareness and differences in international business negotiations.
and recovery when negotiating.
documentation relevant to tenders and contracts
are the key elements of an RFP document? What is procurement?
are the different types of procurement processes?
contractual process for both personal and classified information. The key
elements of Master agreements and statements of work.
contracts and breaches of terms and conditions.
a pitch to achieve a sustainable competitive edge
competitive strategy for pitching:
structure of pitching with emphasis on the value of brand loyalty, innovation
and networking and partnerships.
the bridge of trust during a pitch and the importance of providing realistic
solutions to problems, opportunity focus and partnership approaches.
key outcomes and the pursuit of value. Dealing with rejection and asking for
the outcome of a pitch and negotiation
Outcomes of a
pitch and negotiation:
key outcomes and contingency planning for dealing with rejection.
implementation and fulfilling obligations, on-going monitoring/review of
relationships and generating incremental revenue. Terminating contracts.
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