- NEGOTIATION SKILLS - March 2009 -

- Part 1 - FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [1]

FOUR MILLESTONES
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)

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [2]

FIRST STONE Arrangeing

Fax Phone Recomendation Letter Offer Invitation Letter E-mail
- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [3]

PHONE Gold rules

Never try to sell try to arrange meeting Stand up Smile (Smile can be really felt) Keep It Short and Simple KISS

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [4]

PHONE Conversation
Plan conversation Be sure with whom you want to talk Introduce yourself Tell why you calling. AIM!!! Arrange meeting Check address Positive end
- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [5]

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

NEEDS ANALYSIS POSIBILITIES ANALYSIS

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [6]

Meeting structure:
Enter Secretary Introduction, Business Cards Ice breaker Coffe or Tea? Offer - Negotiations Summary Close up Exit

T I M E

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [7]

FIRST IMPRESSION
All you need to get it right first time
Appearance Dress Code Body Language Gestures Punctuality Dynamic Handshake Busienss Cards

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [8]

6 steps to sell
ARRANGE CONTACT IDENTIFY NEEDS OFFER PRESENTATION DEMAND CALL CLOSE UP FOLLOW UP

Firs imppresion is important but last impression is remembered

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [9]

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

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [10]

ABC ELSA
ELSA is what is ELSA ELSA 6 adjective ELSA biggest world wide law students organisation. (NUTSHELL) ELSAPhilosophy Aim realisation
- International - National - Local level

Summary
- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [11]

SECONDSTONE Image ELSA Image You building it

You are ELSA Ambassador You represent whole 200 LG in Europe High sophistication Always with smile! There will be others after you WATCH OUT!!!
- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [12]

THIRD STONE Follow up

End of negotiations acknowledgements Contract Contract realisation Co-operation thanks Raport

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [13]

Co-operation control:
Obligation review Deadlines! Exectution of our rights Phone contact with Partner Inform about problems Make partner involved in your activities One Company - one face
- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [14]

Third meeting
Nothing by force Never lie Think like Kasparov Keep promises Work with and for Company Be sure that after 2 meeting you will be still well-seen in Company Office :)

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [15]

FOUR STONE CSF

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

- FUNDRAISING MEETING NEGOTIATION SKILLS P1 - [16]