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Negotiations Ninja Teaches Charities How to Get Better Deals, Ep #32

Ben Johnson
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Episode 32

With Benjamin Johnson & Mark Raffan

Let’s face it: most people are terrible at negotiating. They let the fear of conflict keep them from asking for exactly what they need. It’s time to stop settling and start negotiating! On this episode, Ben sits down with Mark Raffan of Negotiations Ninja to discuss the importance of negotiating personally and professionally in the charity world as well as tips for anyone to become a master negotiator.

You will want to hear this episode if you are interested in...

  • Getting to know Mark Raffan [1:59]

  • Tips for negotiating a personal salary [6:31]

  • The pitfalls of negotiating with charities [16:06]

  • Equipping your team to negotiate effectively [17:51]

  • Why email is a negotiator's Achilles heel [22:49]

  • Why being a digital thought leader is critical for charity heads [27:02]

Needs versus wants

The first step to any successful negotiation is identifying exactly what you need before you enter the room. It’s also important to identify your wants so that you know where to be flexible. Mark encourages negotiators to make a list for both categories and rank their importance in case a compromise is needed. That is how a range of acceptable outcomes is determined. Knowing what “best” and “worst” case scenarios look like will keep you from being blindsided and allow any negotiator to be the best advocate for themselves or their organization.

Don’t let nerves dominate the moment

The final step of negotiation prep is roleplaying different scenarios with a friend or family member. Ben reminds listeners that asking for a raise or sticking to a necessary price point can be a nerve-wracking experience if you have never done it before. So practice! Don’t let nerves dominate the moment. Take away some of the unpredictability of negotiating through roleplay. Negotiators are far more likely to communicate effectively in the moment if they have rehearsed what they are going to say before the moment arrives. 

Leave room for wiggle room

A key negotiation tactic Mark highlights in this episode is always asking slightly above your best-case scenario. This is especially helpful when trying to negotiate with clients. Most clients have no idea how much your services are supposed to cost and their only goal is getting as much as they can for the lowest possible price. That dynamic can be particularly painful in the charity world because many charities are inexperienced with structuring deals and negotiating with agencies for their services. Built-in wiggle room allows clients to feel like they are getting a win for their organization while ensuring that the agency is adequately compensated. 

Resources & People Mentioned

Connect with Mark Raffan

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