Influencing and Negotiating Skills
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12 March 2026 9:30am - 4:00pm
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Online
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Training Courses
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- Strategy
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SC1031
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Current
Effective fundraisers need to be able to influence and negotiate effectively, whether it be with external decision makers and supporters or internal colleagues. 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.
Course Fees
Key Information
- 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?
- 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
About your trainer
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.