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- FUNDRAISING MEETING - [1]NEGOTIATION SKILLS P1

- NEGOTIATION SKILLS -

- March 2009 -

- Part 1 -

- FUNDRAISING MEETING - [2]NEGOTIATION SKILLS P1

VISIT (arrange a meeting and control it)

IMAGE (Build up ELSA Image)

CO-OPERATION (Looking for company/institution needs or common grounds

RESULTS (Define co-operation result)

FOUR MILLESTONES

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- FUNDRAISING MEETING - [3]NEGOTIATION SKILLS P1

Fax Phone Recomendation Letter Offer Invitation Letter E-mail

FIRST STONE Arrangeing

- FUNDRAISING MEETING - [4]NEGOTIATION SKILLS P1

Never try to sell try to arrangemeeting

Stand up Smile (Smile can be really felt)

Keep It Short and Simple KISS

PHONE Gold rules

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- FUNDRAISING MEETING - [5]NEGOTIATION SKILLS P1

Plan conversationBe sure with whom you want to talkIntroduce yourselfTell why you calling. AIM!!!Arrange meeting

Check addressPositive end

PHONE Conversation

- FUNDRAISING MEETING - [6]NEGOTIATION SKILLS P1

Well known subjectWell known Partner Meeting AIMs! Discussion Plan Ice-breakers Materials (Co-operation offer, Contract, Calendar,Business Cards, other)

NEEDS ANALYSIS POSIBILITIES ANALYSIS

Meeting Preparation

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- FUNDRAISING MEETING - [7]NEGOTIATION SKILLS P1

Enter Secretary Introduction, Business Cards Ice breaker Coffe or Tea? Offer - Negotiations

Summary Close up Exit

Meeting structure:

T

I

M

E

- FUNDRAISING MEETING - [8]NEGOTIATION SKILLS P1

Appearance Dress Code Body Language Gestures

FIRST IMPRESSION

Punctuality Dynamic Handshake Busienss Cards

All you need to get it right first time

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- FUNDRAISING MEETING - [9]NEGOTIATION SKILLS P1

ARRANGE CONTACT IDENTIFY NEEDS OFFER PRESENTATION DEMAND CALL CLOSE UP FOLLOW UP

6 steps to sell

Firs imppresion is important but lastimpression is remembered

- FUNDRAISING MEETING - [10]NEGOTIATION SKILLS P1

Ice breaker Information about our partner Questions ABC ELSA Questions to Partner Negotiations (Our Expectations, Partner

Expectations)

Presentation Scheme

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- FUNDRAISING MEETING - [11]NEGOTIATION SKILLS P1

ELSA is what is ELSA ELSA 6 adjective ELSA biggest world wide law students

organisation. (NUTSHELL) ELSAPhilosophy Aim realisation

- International

- National- Local level

Summary

ABC ELSA

- FUNDRAISING MEETING - [12]NEGOTIATION SKILLS P1

You are ELSA Ambassador

You represent whole 200 LG inEurope

High sophistication Always with smile! There will be others after you -

WATCH OUT!!!

ELSA Image You building it

SECONDSTONE Image

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- FUNDRAISING MEETING - [13]NEGOTIATION SKILLS P1

End of negotiations acknowledgements

Contract Contract realisationCo-operation thanks

Raport

THIRD STONE Follow up

- FUNDRAISING MEETING - [14]NEGOTIATION SKILLS P1

Obligation review Deadlines! Exectution of our rights

Phone contact with Partner Inform about problems Make partner involved in your

activities One Company - one face

Co-operation control:

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- FUNDRAISING MEETING - [15]NEGOTIATION SKILLS P1

Nothing by force Never lie Think like Kasparov Keep promisesWork with and for Company

Be sure that after 2 meeting you will bestill well-seen in Company Office :)

Third meeting

- FUNDRAISING MEETING - [16]NEGOTIATION SKILLS P1

Determine Milestones of co-operation Realize them Verify expectations and expected result

FOUR STONE CSF

PRIORITIES