If arts and cultural organisations want to secure long-term, sustainable funding from corporations their fundraisers need to be empowered to negotiate and build partnerships – we know how companies can meet our needs, but we rarely find out how we can meet their needs. In this guide Sarah Winchester spoke to Beth Upton from Money Tree Fundraising Consultancy about her top tips and approach to being a good negotiator.
I think people are frightened of negotiations because they are worried about being put on the spot and agreeing to a bad deal, how can people overcome this?
If you have prepared thoroughly then this is unlikely. There should be no surprises if you have really thought about it. However, I accept that it can happen. If you don’t know what to do then say that you need time to think about it or consult with a colleague. This is far better than agreeing to something you are not sure about.