O'Reilly logo

The Sponsorship Seeker's Toolkit, Fourth Edition, 4th Edition by Anne-Marie Grey, Kim Skildum-Reid

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

CHAPTER 10

Negotiation

The object of the negotiation process is to create a win-win-win deal; that is, the sponsee wins, the sponsor wins, and the target markets win. In order to achieve this level of partnership, both parties must be completely open about their objectives. This should be a fairly straightforward task if the development of the offer is done in a fully collaborative manner, as recommended throughout this book.

Rules for Negotiating

Either way, there are a number of rules that will make negotiating sponsorship a lot easier for you.

Negotiate Peer-to-Peer

Be sure you carry out the negotiation with someone who has the authority to negotiate and the ability to approve the expenditure. You will find that, in many companies, different ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required