Sometimes an enthusiastic "yes!" from your donor is just the beginning of a complex negotiation to close and celebrate a gift to your institution. Using case studies, this session will focus on the critical information, negotiation skills, key partners and due diligence necessary to come to an agreement we can all be proud of and live with. It will also focus on the importance of having institutional gift acceptance policies in place, ideally before you need them. Importantly, this session will also help you determine when it might be necessary to say no, and how to approach that potentially tricky conversation.

Competencies: Industry/Sector Expertise, Relationship Building