Resolve a Sponsor Benefit Conflict
Use interests, options, and objective criteria to resolve a sponsor placement conflict.
Sponsor pressure A powerful sponsor asks for a benefit already promised to someone else. The wrong concession can break trust with two sponsors at once. Principled negotiation for sponsor benefits Separate relationship pressure from the placement problem, then use interests and criteria. Do not trade away objective criteria to quiet the loudest voice. The sponsor says, 'We need that booth by the entrance.' What do you ask first? Their interest is executive foot traffic. What option is strongest? Now you try: a sponsor wants exclusive logo placement that was not in the package. What do you do? Hold criteria, redesign…
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