Delivering Success: the Art of Successful Negotiation and the Transformative Gift

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Delivering Success: the Art of Successful Negotiation and the Transformative Gift

September 5 @ 5:30 pm - 9:00 pm

5th September | 5:30 pm – 9:00 pm – The IoF Major Donor Special Interest Group and I Am Group are pleased to run another joint networking event to help enhance your fundraising skills and knowledge.

We’ll be looking at the several stages of negotiation including:


1. Before the Meeting

 – Identification, Research and Relationship Development; Rehearsal, preparation and the psychology of negotiation; Development of successful language and structure of the pitch– Establishing your red lines and defending them; Understanding/anticipating personality types

2. In the first phase of the meeting

 – Managing unconscious bias and making a powerful first impression; Listening skills and phasing the meeting; Handling common objections/different negotiating personalities

3. The Moment of the Ask

 – Who, when and how; The stages and the words; Reacting to a ‘no’/dealing with resistance; Follow up and successful closure

Guest speakers

Simon Pennington

As a consultant, Simon has worked with a variety of Russell Group Universities, such as Oxford, Cambridge, Nottingham, Leeds and Liverpool, several new Universities, and major charities such as Cancer Research UK and the NSPCC – supporting the latter in the final five years of the FULL STOP Campaign. He has undertaken board level training for organisations including Breast Cancer Campaign, the Healing Foundation, Macmillan Cancer Support, several Oxbridge Colleges and several Universities. Simon has been a speaker at the Institute of Fundraising National Convention and is a holder of the prestigious CASE Crystal Apple award for excellence in teaching and presenting. He was involved in negotiating the funding award which created the UK Spring Institute for Educational Fundraising, and has been a Faculty member on six occasions. He also participated in the African Advancement Conference in Ibadan, Nigeria.

Natalie Reynolds 

Is the founder and CEO of advantageSPRING and is a recognised thought leader on effective negotiation and the benefits it can deliver for individuals and organisations. Natalie was recently described by the Guardian newspaper as a ‘leading expert in e ective negotiation’ and contributes articles on negotiation skills to sites including the Huffington Post, the Independent, the Financial Times and Forbes. Prior to founding advantageSPRING, Natalie qualified as Barrister, worked in a number of strategic management and legal advisory roles in both central and local government (including as an advisor to the Mayor of London on tackling domestic violence and sexual assault) and worked as a Commercial Director for both a large national charity and a FTSE 100 company. 


5.30pm  Registration and networking

6.00pm  Guest talk 


8.00pm  Networking

9.00pm  Close

Who should attend?

  • Major donor fundraisers
  • Fundraisers from other disciplines
  • Trustees, CEOs and all those who have responsibility for fundraising


September 5
5:30 pm - 9:00 pm


Browns Court Rooms
82-84 St Martin's LaneCovent Garden
London, England WC2N 4AG GB


The I Am Group