Influencing and Negotiating Skills (5-Mar-25)

05 March 2025
09:30AM to 04:00PM

Individual Prices

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Package Type Available To Price
Individual Member Fee All Days Individual Members £330
Non-Individual Member Fee All Days Non Members £390

Effective fundraisers need to be able to influence and negotiate effectively, whether it be with external decision makers and supporters or internal colleagues.

Standard Content

Fundraisers often find themselves needing to persuade a busy person to do something important, whether it be to agree to a meeting, make a donation, influencing trustees and so on. With this type of communication comes many challenges, ranging from a lack of response from the stakeholder through to a low level of understanding as to why the request is being made. This can understandably lead to the influencer feeling frustrated and disempowered. It also makes it more difficult to get the job done.

It can be even more challenges to influence and negotiate effectively when not face to face. This course will uncover the secrets to being persuasive over the phone and through written communication too.

This course is deeply thought-provoking, experiential and interactive.

Here are some of the key questions this course will help you find answers to:
  • How can I broaden my approach to influencing? What other tools can have in my ‘toolkit’?
  • How do I say ‘no’ in a way that is authentic to me and does not damage the relationship?
  • How do I manage objections?
  • How can I boost my confidence when dealing with senior people?
  • How do I identify and overcome the barriers stopping my stakeholder from doing what I need them to do?
  • How can I maximise the likelihood that a stakeholder will respond to me?
  • What beliefs may be holding me back from influencing effectively?
  • How do I influence someone when I can only communicate via email, phone or video conferencing?
  • How can I build rapport and be persuasive?
  • How can I be clearer in my messaging and request?
  • What do I do when I’ve tried everything and cannot see a way forward?
What's covered in this course:
  • The importance of understanding and appreciating other people's worlds when being persuasive, and how to do this
  • Building rapport – including body language/ communication over the phone and video conferencing
  • How to overcome objections
  • Ways of saying ‘no’ and negotiating alternative solutions
  • How to make a 'big ask' of someone
  • Ways to increase your confidence and be resilient in the face of challenge

The Live Virtual Training Experience

The Chartered Institute of Fundraising's live virtual training is delivered by trainers who are leading experts in their chosen discipline. Each virtual course has been especially designed to deliver a rich virtual learning experience. Your course will feature:

  • Zoom platform learning environment
  • Interactive engagement with the trainer and peers
  • Group discussions and exercises
  • Real-life case studies and examples
  • Ample Q&A opportunities throughout the sessions

TECHNOLOGY REQUIREMENTS

The course is being delivered via the online platform zoom. To enable you to interact with your tutor and your class you will need to have access to a microphone (or access to a landline phone) and ideally have a working video link via a camera. To test compatibility with your system, you can join a test meeting via this link https://zoom.us/test

About your trainer

Charly White is an experienced trainer, facilitator, and leadership coach. Her background is in fundraising, specialising in Major and Mid-Value Giving. She has worked with some of the UK's leading philanthropists, building relationships, and influencing them to give big gifts. For over 15 years she raised significant funds for the NSPCC, The National Trust and Mary Potter Hospice in Wellington, New Zealand.

In 2016 Charly qualified as a leadership and personal coach, gaining a Post-Graduate Certificate from the University of Chester. She has coached over 500 not-for-profit sector leaders and emerging leaders, helping them to make a positive step change in their personal and professional development.

Through her company, Vivid Leadership Ltd, Charly provides coaching and training to leaders and teams, helping her clients to succeed in demanding roles whilst maintaining a healthy balance. She is a regular trainer for the Chartered Institute of Fundraising and Bright Spot Fundraising.

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