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A presentation on how to get that deal. Specifically for artists.
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Pitching Ideas, Closing Deals And Negotiation Skills
1.
Pitching Ideas, Closing
Deals and Negotiating Skills Elaine Rumboll Director and Chief Deal Pitcher for the Executive Education Unit, University of Cape Town Graduate School of Business
2.
PITCHING IDEAS
3.
4.
5.
6.
7.
STICKY IDEAS
8.
9.
SIMPLE
10.
UNEXPECTED
11.
CONCRETE
12.
CREDIBLE
13.
EMOTION
14.
STORY
15.
Simplicity Unexpectedness
Concreteness Credibility Emotional Stories Sticky Ideas = stripping = understanding/remembering = capture attention = believing = caring about your idea = Inspire Action
16.
17.
18.
19.
NEGOTIATION SKILLS
20.
21.
Needs vs Positions
22.
23.
Know your BATNA
24.
25.
26.
27.
The Fruits of
a bad Negotiation
28.
29.
30.
Magic Phrases for
Negotiating Effectively (Glatzer, 2003)
31.
1. "That sounds
a little low."
32.
"To make it
worth my time, I would need..."
33.
"Considering the amount
of research required, can we agree to..."
34.
2. "I'm expecting
more for this piece."
35.
"Can we work
on that?"
36.
37.
CLOSING DEALS
38.
39.
40.
41.
42.
The Most Important
Part of all 3
43.
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