Wentworth
Institute of Technology
Pitch anything : an innovative method for presenting, persuading and winning the deal /
When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than.
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| Format: | Electronic eBook |
| Language: | English |
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New York, N.Y. :
McGraw-Hill Education LLC,
?2011.
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| Online Access: |
Full text (Wentworth users only) |
MARC
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| 245 | 1 | 0 | |a Pitch anything : |b an innovative method for presenting, persuading and winning the deal / |c Oren Klaff. |
| 264 | 1 | |a New York, N.Y. : |b McGraw-Hill Education LLC, |c ?2011. | |
| 300 | |a 1 online resource (225 pages) : |b illustrations, figures, tables | ||
| 336 | |a text |b txt |2 rdacontent | ||
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| 504 | |a Includes bibliographical references and indexes. | ||
| 505 | 0 | |a A. Dedication -- B. About the author -- 1. The method -- I am not a natural -- The need for a new method -- Dealing with the crocodile brain -- What comes next -- 2. Frame control -- Frame-based business -- Own the frame, win the game -- The power frame -- The prize frame -- The avocado farmer's money -- The time frame -- The intrigue frame -- The prizing frame: reloaded -- Prizing 201: avoiding the mistakes -- 3. Status -- The french waiter -- Alpha and beta -- Elevating your social status -- 4. Pitching your big idea -- Pitching the big idea -- Phase 1: introduce yourself and the big idea -- The "why now?" frame -- Introducing the big idea -- Phase 2: explain the budget and secret sauce -- Get their attention -- Tension -- The heart of the pitch -- Phase 3: offer the deal -- 5. Frame stacking and hot cognitions -- Phase 4: frame stacking and hot cognitions -- How to stack frames -- Reality is waiting to be framed -- 6. Eradicating neediness -- Four pitches, no room for mistakes -- Why it's important to eradicate neediness -- Counteract your validation-seeking behaviors -- The final pitch -- 7. Case study: the airport deal -- A monster deal -- Greenberg goes to borrego springs -- Preparing the big pitch -- Anatomy of a pitch -- The presentation -- The competition strikes back -- The hour of judgment -- 8. Get in the game -- Getting started. | |
| 520 | 3 | |a When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than. | |
| 542 | |f Copyright ? McGraw-Hill 2011 |g 2011 | ||
| 546 | |a English. | ||
| 588 | 0 | |a Cover image and table of contents, viewed on July 16, 2015. | |
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