Keys to successfully negotiating with donors to win large gifts can be found in research from other fields, according to Shaun G. Lynch, a fund-raising consultant from St. Lazare, Canada, who spoke Tuesday at the Association of Fundraising Professionals’ annual conference in San Diego.
As an example, Mr. Lynch pointed to research published by Harvard Law School’s Program on Negotiation. It shows that when two parties are negotiating over the price of a product or service, the mention of high figures in the conversation by the seller — even if those figures have little or no relation to the item’s actual value — result in the buyer paying more than he or she would otherwise.
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