A presentation on how to get that deal. Specifically for artists.

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

7. STICKY IDEAS

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

19. NEGOTIATION SKILLS

21. Needs vs Positions

23. Know your BATNA

27. The Fruits of a bad Negotiation

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?"

37. CLOSING DEALS

42. The Most Important Part of all 3