Assignment front sheet

Qualification Unit number and title

Unit 44: Pitching and Negotiation Skills
Pearson BTEC Level 5 HND Diploma in Unit Level: 5
Business Credit value: 15
Unit code: L/508/0602
Learner name Author Tutors/Assessor(s)

Brenda Patil
Tanvir Hussain
Shahriar Khan
Mabel Zvobgo
Rao Tahir Khan
Syed Jaffery
Afzal Munna
Adrian Gauci
Thierry Bangmo
Lilian Appiah

Date issued Submission date Submitted on

27/11/2017 13/02/2018

Assignment Topic Pitching and Negotiation Skills

Learner declaration

I certify that the work submitted for this assignment is my own and research sources are fully acknowledged.

Learner signature: Date:

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 Assignment brief
Unit 44: Pitching and Negotiation Skills
Unit number and title Unit Level: 5
Credit value: 15
Qualification Unit codeBTEC
Pearson K/508/0574
Level 5 HND Diploma in Business
Start date 27/11/2017
Deadline/Hand-in date 13/02/2018
Assessor

Assignment Title Pitching and Negotiation Skills

Introduction:
This unit gives learners 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.

Part A

Learning Outcomes:

LO1: Evaluate the context of a negotiation and identify the information required to prepare for a negotiation.

LO 2: Manage documentation relevant to tenders and contracts.

Submission Format:
The submission is in the form of a MS Word 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 penalised for
exceeding the total word limit.

Assignment Brief and Guidance:

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 the background for the negotiation in the business context and the importance of key
individuals in the negotiation process?
• How to gain the best deals/contract by generating new idea.
• Present a concise rationale for the negotiation process.

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 • Evaluate the key steps for negotiating and generating business deals.
• Make a judgement taking into account different factors that may arise during the negotiation process
and present valid solutions for dealing with the issues.
• What is tendering for contracts?
• Discuss Request for Proposal (RFP) process and the relevant documentations required.
• Discuss contractual process and agreements.

Part B:

Learning Outcomes:
LO3 Develop a pitch to achieve a sustainable competitive edge.
LO4 Assess the outcome of a pitch and negotiation.

Assignment Brief and Guidance:

Every four years a major bank in the city of London submits a request for proposal (RFP) to pitch for a
company to run Bank’s 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. (Individual work)

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:

• 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.

• You will also be required to evaluate the pitch and negotiation process by analysing it from the early
stages to the contracting/drafting stage.

End of assignment-

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Learning Outcomes and Assessment Criteria:
Pass Merit Distinction
LO1 Evaluate the context of a negotiation and identify the information
required to prepare for a negotiation.
D1 Critically evaluate the
P1 Determine what is a M1 Present a concise rationale for the
steps of the negotiation
negotiation, why it occurs and negotiation process, including detailed
process and present valid
who the key stakeholders are steps that organisations go through during
solutions for dealing with
during a negotiation process. a negotiation process and the information
issues that can arise.
required in preparation.
P2 Evaluate the key steps and
information required for
negotiating and generating
deals.

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 D3 Develop a dynamic and
creative pitch that is both
P5 Develop an appropriate pitch M3: Examine the pitch process in an concise and persuasive to
applying key principles that organisational context, evaluating ways to achieve a sustainable
achieve a sustainable maximise the chances of a successful competitive edge.
competitive edge. 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.
D4 Critically evaluate the
pitch and post pitch
M4 Recommend ways in which an outcomes to determine
organisation can fulfil their post-pitch potential issues and risk
obligations, highlighting any potential management.
issues.

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Resources:
DeMARR, B. and De JANASZ, S. (2014) Negotiation and Dispute Resolution. New International Ed.
Harlow: Pearson.
FALCAO, H. (2010) Value Negotiation: How to finally get the win-win right. Harlow: Pearson.
FISHER, R. (2012) Getting to Yes: Negotiating an agreement without giving in. London: Random House
Publishing.
KLAFF, O. (2011) Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal.
New York: McGraw-Hill.

Journals:
Journal of Small Business Management. Oxford: Wiley-Blackwell
http://onlinelibrary.wiley.com/journal/10.1111/(ISSN)1540-627X
The Institute for Small Business and Entrepreneurship (ISBE) website:
www.isbe.org.uk
Plagiarism and collusion:
Any act of plagiarism and collusion will be seriously dealt with according to the Edexcel plagiarism policy.
Basically, plagiarism occurs when excerpts, ideas, passages taken from other sources are not properly
acknowledged and referenced both in the body of the text and in reference. It is the learner’s responsibility
to ensure that they understand all Edexcel guidelines with regards to plagiarism and what Edexcel
considers to be an academic offence.
Collusion can be understood as the submission of works produced in collaboration for an assignment based
on the assessment of individual work. It is a severe academic offence to share a learner’s work with others
who submit a part or the whole of it as their own work. The College has mechanisms in place to detect
plagiarism and collusion.

Learners must sign the declaration on the front of the assignment submission form.

Submission Guidance and Policies for Edexcel Students

This is an individual assignment. All parts of the assignment are required to be presented in a professional
format, MS Word PowerPoint and processed with full citation and references following Harvard system. Brit
College strongly advises the learners to follow the guidance below:
 Brit College prefers Times New Roman 12 or Arial 11 in the body of the text.
 An assignment cover sheet and a receipt must be attached along with each submitted assignment.
 All assignments must have clear headings and sub-headings where necessary.
 Make sure you state the word count on the title page.
 Assignments must be printed in black and white.

Key Dates
 Submission Deadline: 13/02/2018
 Students who would not have received any prior formative feedback on completed assignments
may receive such feedback until 10/02/2018
 Learners will receive formative feedback on completed assignments only once.
 Provisional assessment results will be available on the VLE from 19/03/2018 and final results will be
due on a date to be announced later, following confirmation through the external examining process
by Pearson.

Late Submission and Resubmission:

 Lecturers would not accept any assignment unless an extenuating circumstances form has been
filled in and duly authorised by a member of staff.
 Students will receive the feedback form and guidance from the lecturer to improve in the areas of
their weaknesses on their first submission. Please note that assignments can be re-submitted only
once. A resubmitted assignment will be awarded a failed grade should it not meet the required pass
grade marks and results in retaking the module.
 Please note that a resubmitted assignment will earn a maximum pass grade should it sufficiently
meet the required criteria.