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Collaboration and the Art of Negotiation—Part Two

By Lilya Wagner

Lilya WagnerLast month we met George and his dilemma at Global Works, where his colleagues were happily entrenched in a world of silos. “Turfism” frustrated him to no end, and worse yet, hampered his assignment and responsibility for fundraising. While trying to change the prevailing mentality, George had outlined some benefits for collaboration, along with some possible steps that an organization could take to accomplish that goal. That, however, was the easy part. He knew that if any change would take place, negotiation would play a significant role. So he began to research what negotiation really meant. Happily, he found just the right source in Forbes. He read:

If you’re in the middle of negotiations, “non-starter,” “take it or leave it” or “not at that price” shouldn’t be part of your vocabulary.

Most universities don’t offer Negotiation 101, and few parents teach their children the nuts and bolts. It’s a learned technique, and picking up the basics isn’t hard. Whether you’re a veteran sales rep for Pfizer or a Merrill Lynch trader, you can always sharpen your skills no matter extensive your experience.1

That seemed encouraging. He read on. The first piece of advice was to listen! How elementary, George thought. Then he wondered just how much he had listened to his colleagues for whom the silo-mentality was as comfortable and natural as breathing. He remembered his own advice–to understand why others might not want to collaborate. Perhaps he ought to ask fewer questions, complain less about “turfism,” and listen to not only what colleagues were saying but to listen and listen again, particularly paying attention to what was implied as much as what was said. OK, point number one noted mentally. Read more >>

New from PSI

successful fundraising cover

Successful Fundraising: A Handbook for Best Practices

Much can be accomplished for nonprofit organizations of all types if sound fundraising principles are followed, and practice is based on successful experience. Fundraising is an organized practice, a logical process—one that takes time and careful thought to implement.

Whether you are fundraising for a church, school, hospital, ministry, or other nonprofit, this handbook can help. Read it to learn about grant proposals, capital campaigns, annual funds, donor relations, transparency and accountability, and more. Read more>>

Successful Fundraising - Second Edition Successful Fundraising 2nd EditionAre you planning a building project-a new church, school building, or Community Service Building? Does it seem like your campaign for funds goes on forever? Are your members or constituents tired of talking about money? If you have these questions and probably many others, this book is for you… Successful Fundraising, the PSI-produced fundraising handbook first published approximately two years ago, has been updated and revised, and additional chapters are now included in the 2015 edition. This handbook is available through Advent Source and is affordable at approximately a $19.95 price. The new chapters are in response to many inquiries regarding topics such as grant proposal writing, the effect of fundraising on tithe and offerings, in-kind and non-philanthropic support, recognition, and several other topics. The handbook continues to be widely used and valued, according to feedback from PSI clients. This expanded version will contain the original chapters which have been updated and revised. Although originally designed to be a resource for pastors, churches and their organizations, the handbook has proven to be a valuable resource for most other Adventist organizations. Along with it comes PSI advice and consulting (on-site, if possible), additional resource materials, and other programs described on PSI’s website, www.philanthropicservice.com.

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