1. Negotiating the Deal

2. The Elevator Pitch Short, 1 minute presentation Scott Cook on Quicken Homemakers need to pay the family bills. They hate the hassle of bill collection and payment. They need a software program to quickly and easily pay their bills. Other programs are too slow and to hard to learn. Our solution is a fast, easy-to-use program with no instruction books needed. So the bill payer needs Quicken.

3. 4 Part Pitch This is a painful problem that customers would like to solve Many customers with this problem have money to spend on a solution that alleviates the pain This company has a profitable and proven solution for the problem Management has implemented well in the past and can execute well in the future

4. Persuasion in 4 Steps Establish credibility with the investor Frame the goals of the new venture with the goals of the investors Offer solid compelling evidence to support the plan Build a good relationship with the investor

5. 9 critical questions What is the product; what does it solve? What are the unique benefits? Who is the customer? How will it be distributed/sold? How many will buy product in first two years? How much will it cost to design and build ? What is the sales price? When will you break even? Who are the key members and how are they qualifiied?

6. Conflict Management Assertive Non- Assertive Uncooperative Cooperative Seeking to Satisfy own Concerns Seeking to Satisfy other’s Concerns Competition Avoidance Compromise Collaboration Accomodation

7. Negotiation Assertive Non- Assertive Uncooperative Cooperative Seeking to Satisfy own Concerns Seeking to Satisfy other’s Concerns Competition Avoidance Compromise Collaboration Accomodation Area of Negotiation

8. Assertive Non- Assertive Uncooperative Cooperative Seeking to Satisfy own Concerns Seeking to Satisfy other’s Concerns Competition Avoidance Compromise Collaboration Accomodation Primary negotiations

9. Negotiator Behavior Net Outcomes Total package of benefits and a total set of costs Total benefits less total costs Aspirations Net outcomes each person hopes to get from negotiation Alternative Net Outcomes Every negotiation has an alternative and that alternative has a net outcome

10. Seller’s Perspective

11. Buyer’s Perspective

12. Negotiation Situation

13. Negotiation Preparation Own Position Other’s Position Negotiation Maneuvers Increase Strength Decrease Opponent’s Strength Leverage Opponent

14. 4 Principles of Negotiation Focus on describing problem (task, deal); take people out of the equation Focus on the interests of the parties; not original positions Generate a variety of options to advance interests of all parties Create a final deal on fair and objective standards

15. Business Plan and Story Business Model Intellectual Property Marketing and Sales Product Infrastructure Leadership Team Financial Return Organization And Talent Corporate Culture Business Processes

16. http://www.youtube.com/watch?v=vAvErchnM_w http://www.youtube.com/watch?v=Tq0tan49rmc http://www.youtube.com/watch?v=vlp6FP3q6ig http://www.youtube.com/watch?v=wmNks09GZ3s http://www.youtube.com/watch?v=q0EWScOXFpA http://www.foxbusiness.com/search- results/m/20673446/elevator-pitch-101.htm http://www.foxbusiness.com/search- results/m/20673446/elevator-pitch-101.htm