Transcript Chaplain Training - DAV Members Portal

NEGOTIATION
“How in the heck do I get someone to commit?”
DAV DEPARTMENT TRAINING MODULE 22
Department of Alabama
THE DAV MISSION STATEMENT
Fulfilling our promises to the men and women who served.
We are dedicated to a single purpose: empowering veterans to lead high-quality lives
with respect and dignity. We accomplish this by ensuring that veterans and their families
can access the full range of benefits available to them; fighting for the interests of
America’s injured heroes on Capitol Hill; and educating the public about the great
sacrifices and needs of veterans transitioning back to civilian life.
•Providing free, professional assistance to veterans and their families in obtaining
benefits and services earned through military service and provided by the Department of
Veterans Affairs (VA) and other agencies of government.
•Providing outreach concerning its program services to the American people generally,
and to disabled veterans and their families specifically.
•Representing the interests of disabled veterans, their families, their widowed spouses
and their orphans before Congress, the White House and the Judicial Branch, as well as
state and local government.
•Extending DAV’s mission of hope into the communities where these veterans and their
families live through a network of state-level Departments and local chapters.
•Providing a structure through which disabled veterans can express their compassion for
their fellow veterans through a variety of volunteer programs.
Department of Alabama
WHAT IS NEGOTIATION
 An agreement
 An arrangement
 Quid pro Quo
 A Contract
Department of Alabama
WHAT IS NEGOTIATION GOOD FOR
 Fundraising – definitely!
 Increasing interest – yes!
 Attracting volunteers – absolutely!
 Recruiting new members – without a doubt!
Department of Alabama
CAN WE USE NEGOTIATION IN THE DAV
 Think of what you need
 Think of what you might have to offer
 Think of what your members might be willing to do
 Think of how you can get members to commit
Department of Alabama
KNOWING YOUR TARGET’S ‘CULTURE’
 Who do they help
 Are they motivated through
 Patriotism
 Politics
 Public Opinion
 What drives them to react
Department of Alabama
KNOWING WHEN TO MAKE YOUR
APPROACH
 Sometimes it is not your best time, but theirs
 Do they have other commitments
 Is it tax season
 Have they just put out money/time/manpower elsewhere
 Can you offer an incentive
Department of Alabama
KNOWING WHAT THEY ARE WILLING TO
GIVE UP
 Research
 What organizations have they supported
 Do they have an incentive to help
 Can you give them anything in return
 Ask them what they are willing to give up
Department of Alabama
BATNA
 Best Alternative To a Negotiated Agreement
 It is what you are willing to walk away with
 Should be a no loss situation for you
 Goal is to get them to give up their BATNA
Department of Alabama
COMMITMENT
 Will they
 Get a verbal agreement
 Better yet, get it in writing
 Be amicable and approachable
 Play on their reasons for joining
 Make them part of the team effort
Department of Alabama
CONCLUSION
Department of Alabama