Unit Number and Title

37:  Pitching and Negotiation Skills

Assignment Title (Part 1)

The Context of Negotiation

Submission Format

Written Report and Presentation (using the criterion in P5)

Submission Format:

The submission is in two parts: For part (1) submit a report covering all the criteria. It should be written in a concise style. You are required to make use of headings, paragraphs, and sub-sections as appropriate. For part 2, provide a written report and a 5-minute PowerPoint presentation (using the criterion in P5). All work must be supported with research and referenced using the Harvard referencing system (or an alternative system). You will need to provide a bibliography using the Harvard referencing style. Inaccurate use of referencing may lead to issues of plagiarism if not applied correctly. The recommended word limit is a minimum 3000– maximum 5000 words, although you will not be penalised for going under or exceeding the total word limit.

Please provide Nelson College’s Cover page with your report.

Case Study: GitHub

GitHub was founded in 2008 as a web-based platform designed to host and manage code using Git version control. It quickly evolved into the world’s leading platform for developers to collaborate, share, and build software projects. What set GitHub apart from its competitors was not only its technical functionality but also its strong value proposition, which was effectively communicated through strategic pitching and negotiation.

In its early stages, GitHub relied heavily on clear and compelling pitching to attract developers, investors, and organisations. Instead of focusing solely on technical features, the founders emphasised community, collaboration, and simplicity. This approach helped them build trust and rapidly grow their user base without traditional marketing. Their ability to “sell the vision” of open collaboration played a critical role in gaining adoption among both individual developers and enterprises.

As GitHub expanded, negotiation skills became central to its growth strategy. The company successfully negotiated partnerships with large organisations and enterprises, convincing them to adopt GitHub as their primary development platform. These negotiations often involved addressing concerns about security, scalability, and intellectual property, demonstrating GitHub’s ability to align its offerings with client needs.

A major milestone highlighting GitHub’s negotiation strength was its acquisition by Microsoft in 2018 for $7.5 billion. This deal required careful negotiation to ensure that GitHub retained its independence, developer trust, and open-source culture while benefiting from Microsoft’s resources and global reach. The successful negotiation not only strengthened GitHub’s market position but also expanded its access to enterprise clients worldwide.

In conclusion, GitHub’s rise to market leadership can be strongly attributed to its effective pitching of a collaborative vision and its strategic negotiation of partnerships and acquisitions. These skills enabled the company to build credibility, secure growth opportunities, and maintain a competitive advantage in the global software development industry.

Part 1

Learning Outcome 1: Evaluate the context of a negotiation and identify the key considerations to prepare for a negotiation

Vocational Scenario 1:

As a Negotiation Officer at GitHub, you play a critical role in driving successful deal outcomes by identifying and understanding the underlying motivations behind each negotiation. Utilizing your expertise in negotiation strategy, your key responsibility is to recognize all relevant stakeholders and conduct a thorough analysis of the essential steps required to achieve favourable results.

Your primary objective is to provide actionable insights and strategic recommendations to the CEO, focusing on key areas that can enhance GitHub’s overall negotiation framework and strengthen its competitive position in the global technology landscape.

•  (1) Define negotiation, determine reasons for negotiations, and identify key stakeholders involved in a negotiation process. The learner may ensure to present a concise rationale for the negotiation process, including detailed steps that organisations go through during the negotiation process and the information required in preparation.
• (2) Evaluate (provide importance and issues with) the relative importance of key steps and information required for negotiating and generating deals. The learner may ensure to critically evaluate the steps of the negotiation process and present valid solutions for dealing with issues that can arise.

Learning Outcome 2: Manage information and documentation relevant to tenders and contracts

Vocational Scenario 2:

As a Project Manager at Shopify, you are responsible for overseeing the Request for Proposal (RFP) process, including the preparation of key documentation and the definition of breach of contract terms. Leveraging your experience in this role, your primary duties include managing all associated activities, conducting a thorough evaluation of the process with a focus on the critical areas outlined below, and presenting a comprehensive report to the CEO:

• ⁽³⁾ Explain and apply the RFP process and the relevant types of documentation required within an organisational context, outlining the key documentation required and the consequences of breaching the terms of an agreement.
• ⁽⁴⁾ Discuss the contractual process/elements of contracts and how relevant documentation is managed and monitored. The learner may ensure to critically evaluate the competitive tendering and contract process and make recommendations for completing a successful tender with minimal risk.

Part 2

Learning Outcome 3: Develop a pitch to achieve a sustainable competitive edge.

You are required to deliver an individual presentation based on the criteria mentioned in P5, as well as submit a report covering the requirements below whilst using the given case study or any other organisation of your choice.

A maximum of 12 slides for the Presentation using MS PowerPoint, and it should be supported with 500-word notes.

Scenario:

As a Negotiation Officer at Zoom, you played a key role in developing a strategic negotiation framework for global vendors, an initiative that was successfully approved by the CEO. The next critical objective is to finalise a high-stakes agreement with Zoom’s global partners.

Given your extensive expertise, strategic approach, and strong persuasive communication skills, you have been entrusted with the responsibility of designing and delivering a compelling pitch to the Amazon Board of Directors. Your presentation will focus on the following key aspects:

 ⁽⁵⁾Applying the key principles of pitching, develop and present a dynamic and creative pitch that is both concise and persuasive to achieve a sustainable competitive edge for Amazon and Twitch or other organisations of your choice. Also, examine the pitch process in an organisational context, evaluating ways to maximise the chances of a successful pitch.

Learning Outcome 4: Assess the outcome of a pitch and negotiation.

Scenario:

Following the completion of the pitching and negotiation phase at Zoom, you have been assigned to present a comprehensive overview of the potential outcomes to the Board of Directors on behalf of the CEO. This includes evaluating the company’s adherence to its commitments and conducting an in-depth analysis of the negotiation outcomes to identify any emerging challenges.

In addition, you are responsible for developing a strategic risk management plan to address potential issues. The CEO has specifically requested that your report cover the following key areas:

⁽⁶⁾ Assess various possible outcomes of the pitch that you have developed and presented above. Critically evaluate the pitch, negotiation, and post-pitch outcomes to determine potential issues and risk management.  Determining key outcomes and tangible success indicators for negotiation.

⁽⁷⁾ Determine how Zoom and Zendesk fulfil their obligation from the pitch, identifying and highlighting potential issues that can occur.

⁽⁷⁾Assuming that your pitch has been successful, recommend ways in which Zoom and Zendesk will fulfil their post-pitch obligations.