Negotiation: Getting What You Need 

Many people think that negotiation is more art than science. Fortunately for fundraisers, there is quite a bit of it which is a science we can understand and learn. This session will break down, disassemble, and examine the elements of both functional and dysfunctional negotiations. We will cover how to separate the people from the problem; how to focus on interests rather than positions, and ways to generate a variety of options before settling on agreement. All of these are essential elements in negotiating a good and satisfying gift for donors, and the skills learned here can be applied to a wider context in a fundraiser’s life (home situations, work contexts, etc). Once you understand what the elements of successful negotiation are, you can start to build your own arsenal of tools to enter into better and more successful negotiations for gifts and for life. 

Learning Objectives: 

• Learn the four basic principles of effective negotiation

• Understand how to brainstorm solutions for the other party—and why that’s a necessary and desirable component of a successful negotiation

• Practice negotiation skills in a one-to-one situation so participants can gain confidence in using new-found skills

• This session is recommended for both managers and non-managers