|
Unit 37 Pitching and Negotiation Skills |
|
Activity 1:
Negotiation concept:
The Importance of negotiation
In general
B2B
B2C
About stakeholders:
Internal
External
The consideration that affects the negotiation
In general (at least 4)
Considerations and key steps required for negotiating and generating deals from the different perspectives as procurement perspective and source perspective.
Procurement perspective: (4 considerations)
Explain each consideration with strength and weaknesses
Conclusion
Sources’ perspective: (4 considerations)
Explain each consideration with strength and weaknesses
Conclusion
Explain each negotiation step from procurement and source perspective.
|
Key Steps |
|
|
|
Step 1 |
Strength Weaknesses |
Strength Weaknesses |
|
Step 2 |
Strength Weaknesses |
Strength Weaknesses |
|
Step 3 |
Strength Weaknesses |
Strength Weaknesses |
|
Step 4 |
Strength Weaknesses |
Strength Weaknesses |
Conclusion
Activity 2:
Define RFP:
RFP Process
The steps request for proposal:
From procurement perspective
Main type of
information explanation (RFP):
Main type of
information importance (RFP):
Main type of
documentation explanation (RFP):
Main type of
documentation importance about (RFP):
From source perspective
Main type of
information explanation (RFP):
Main type of
information importance (RFP):
Main type of
documentation explanation (RFP):
Main type of
documentation importance about (RFP):
The contractual process
Explanation
·
Contractual process Explain Steps:
|
Contractual process |
Procurement documents |
Source documents |
|
Step 1: |
||
|
Step 2: |
||
|
Step 3 |
||
|
Step 4 |
||
|
Step 5 |
How the source documentations needed are manage and monitored?
How the procurement documentations needed are manage and monitored?
Explain The main outcomes of a pitch and negotiation
Success indicators from different perspectives
|
|
Success(How the Success Indicators help to successful pitch ) |
Reject (Why or what are missing or wrong in the Indicators) |
|
1- |
||
|
2- |
||
|
3- |
||
|
4- |
In term of
the successful pitch for the project explain how organizations can fulfil their obligations from a pitch then identify the potential challenges that can occur.
A-
How you will fulfil their obligations from a pitch.
B- Provide brief information about Potential challenges/ issues that can occur.
|
Potential challenges/ issues: |
References:
