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Pitching and Negotiation Skills -Marks and Spencer

University: Kensington College of Business London

  • Unit No: 0
  • Level: Undergraduate/College
  • Pages: 5 / Words 1351
  • Paper Type: Essay
  • Course Code: JNB523
  • Downloads: 467
Question :

The given case of Marks & Spencer in which PA demand for increment in his salary by 10%. This is an issue for managers as the average rise in salary was 5% for the top performers.

  • Develop contract related to negotiation and evidence required for negotiation
  • Manage tender and contract required for certification by Marks and Spencer.
  • Evaluate a pitch for gaining competitive advantage by Marks and Spencer.
  • Critically evaluate outcomes related to pitch and negotiation by Marks and Spencer.
Answer :
Organization Selected : Marks & Spencer


Pitching negotiation skills is the overall process to settle out the things between all employees or with the organisation. It is a disagreement, individual understand aim to achieve the best possible outcomes for their position. Negotiation skills is a kind of bargaining power of the manager with their employees. It helps to manage the company cost and other benefits. Present study will be based on pitching negotiation skills in Mark & Spencer, As an overall manager in the large departmental store. It is the duty of manager to negotiation its employees by reducing the cost of the company. Moreover, study will be cover steps and information required for negotiating and generating deals. Moreover, it will more explaining about the process of contractual process and how relevant documentation is managed and monitored. Further apart, it will be covered the potential outcomes of a pitch. It will also conclude the results of PA in negotiation process.

LO 1

P1 Determine what is a negotiation, why it occurs and who the key stakeholders are during negotiation skills.

Negotiation is one of the common approaches used to make the best decision making approach to manage the disputes. This will help in the organisation to build the good relationship between the organisation within all the organisation. It also helps to influence the best possible action (Curhan, 2017). Besides, generally negotiation term has been used in the organisation to solves the issues of employees. Likewise, negotiation process or skills are very much required for problem solving. It also helps to influence the positive environment at the work place. Negotiation required participation of employees or managers to take the best approachable decision making or identifying the issue between the party. It also helps to make the best decision making approach in order to full fill the best possible action plan for the company betterment. Some negotiation has been made on the basis of some bargaining or some based on promising. Along with that it has been more complicated and challenging at the time managing the employees issues and disputes with relate of company policies (Fischer and Bajaj, 2017). Challenging and task oriented work has been cleared. It is the duty of manager to brings new exchange ideas and promotional task.

Negotiation process has based on some principles or on some targets which has been following guidance of the organisation. In the process of this there are some parties has been includes during the whole process such employer, employee or some other mediates in the organisation. It also has been proved that negotiation process is the common problem solving technique in the organisation. As per the given case where PA wants to enhance the 10 percent salary, as consider the work of PA is worth it. Besides, manager has power or requirement to full fill the negotiation skills in order to meet the company objectives or restrict the company cost. It is very much required for the company to negotiate the requirements of employees in order to full fill the both the needs. Along with that, in this case PA and manager are the major stakeholders or parties who involves in the negotiation process (Green, Pease and Davila, 2016). The main objective of the parties are to gain recognition of either issues or parties, test to strength of other parties, solve a problem, brings about new changes in the environment, develop new policies and procedures to run the required business activities.

P2 Evaluate the key steps and information required for negotiating and generating deals.

To get the positive results from the negotiation process, negotiator must have required to define or to understand the issue or problem. As per the case Manager required to understand the employee needs of salary increment only for getting the best appreciation process to develop the individual moral. Issue may be substantive such as related to money, salary, compensation etc. besides, or related to the psychological related to the effects of a proposal action. In order to full fill the negotiation result negotiator required to follow the process of negotiation for getting the more information and generating deals or final outcomes.

Preparation and planning

This is the first process of making good deals with the help of negotiation. Preparation and planning is the first step of this process. Under this process parties will organize and accumulate the information necessary to have an effective negotiation. Parties shares the information from each other (Hesse and et.al., 2015). Its makes good process of making task oriented and take best source of income. Mark and Spencer manager requires to making full planning to take the better decision making or first to understand the issues of PA in overall process. For that, they require collecting all related information and PA good or bad records to make them agree on the good deal. Another most important thing in the negotiation process is that negotiate will always know about the issue or matter for which they need to take better decision making approach (Horton, 2016). Negotiator also needs to prepare itself in order to deal with the other party.

Definition of ground rules

Rules and code of conduct is the set policies and target market plans in order to meet the final objectives and target market goals. Rules is the type of set target market plans through investigator can easily make better decision making approach. Rules and set of procedures are very much helpful to implement the better process planning goals and requirement. Some planned negotiation includes some examples such as where will negotiations take place?, will there be any issues that are off limits ?, what happens if there's not nay agreement ?. Besides, in this process or in step of negotiation both the party will try to figure out the process of working or about negotiation skills. It also makes good effect on the overall process. In this next step manager will follow the rules of negotiation and try to convince PA in order to follow or should accept the Manager offer (Hughes and Byrd, 2015). In order to justify the case of PA manager remembered that PA has an issue of timing through she has facing high negative influences such as due to heavy traffic they facing. With the helps of that manager can easily full fill the requirement of PA.

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Clarification and justification

It is the another process of negotiation under which negotiator needs to make the another process of working and manager needs to investigate into deeper manner. At the time negotiator process has been increasing next process is to be considered to justify the process making task. In order to full fill the negotiation objective and better decision making approach next process is that to considered best approachable sources. In which party will explain amplify, clarify, bolster and justify their original demands. It has been arrived at the process of making good skills and wants of negotiation (Khadhraoui and et.al., 2017). Negotiation also needs to justify the needs and wants of the party which needs to be remain according to the needed process.

Bargaining and problem solving

Bargaining is the most essential and popular term of negotiation which needs to acquire according to the terms and conditions. It is the another process of making good skills and wants of the organization. Manager negotiate PA issue by giving them flexibility to come early and leave early in the regular office hours instead of raising salary incentives. This is the process or results they have taken in the process of negotiation.

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