Comments on: The Most Important Factor for Successful Negotiations http://www.sportsagentblog.com/2008/01/16/the-most-important-factor-for-successful-negotiations/ Sports Business, Sports Law, Sports Negotiations, NCAA Rules Thu, 01 Dec 2011 15:23:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Sports Business Carnival Number 8 by Jason Peck http://www.sportsagentblog.com/2008/01/16/the-most-important-factor-for-successful-negotiations/#comment-62477 Sports Business Carnival Number 8 by Jason Peck Mon, 21 Jan 2008 19:51:03 +0000 http://www.sportsagentblog.com/?p=948#comment-62477 [...] Agent Blog offers the most important factor in negotiation and an 11-step framework for negotiation preparation. I commented that you can’t forget about [...] [...] Agent Blog offers the most important factor in negotiation and an 11-step framework for negotiation preparation. I commented that you can’t forget about [...]

]]> By: Matthew Allinson http://www.sportsagentblog.com/2008/01/16/the-most-important-factor-for-successful-negotiations/#comment-62163 Matthew Allinson Fri, 18 Jan 2008 16:44:07 +0000 http://www.sportsagentblog.com/?p=948#comment-62163 Straight out of Fisher & Ury baby. That book is the holy bible of interest-based bargaining. Straight out of Fisher & Ury baby. That book is the holy bible of interest-based bargaining.

]]> By: Jason Peck http://www.sportsagentblog.com/2008/01/16/the-most-important-factor-for-successful-negotiations/#comment-62159 Jason Peck Fri, 18 Jan 2008 15:59:37 +0000 http://www.sportsagentblog.com/?p=948#comment-62159 This is interesting, but you can't forget about the human aspect. You're negotiating with a person over a problem (not against the person). You have to be able to separate the person from the problem. Since you're talking with a person, things may happen in negotiations can hurt people's feelings, make them upset, etc. Being honest and negotiating on the merits of the issue (instead of trying to play games) is the way to go, instead of thinking of things as a battle or game. It's not me vs. you trying to get the best deal. It's us discussing ways that a deal can benefit both of us. Acknowledging the human element and separating the person from the problem is crucial. Granted, athlete negotiation is a little different than negotiating a sponsorship, since you're trying to get the most money for your client regardless, whereas a brand and a team are mutually working together to get the most out of a partnership. This is interesting, but you can’t forget about the human aspect. You’re negotiating with a person over a problem (not against the person). You have to be able to separate the person from the problem. Since you’re talking with a person, things may happen in negotiations can hurt people’s feelings, make them upset, etc. Being honest and negotiating on the merits of the issue (instead of trying to play games) is the way to go, instead of thinking of things as a battle or game. It’s not me vs. you trying to get the best deal. It’s us discussing ways that a deal can benefit both of us. Acknowledging the human element and separating the person from the problem is crucial.

Granted, athlete negotiation is a little different than negotiating a sponsorship, since you’re trying to get the most money for your client regardless, whereas a brand and a team are mutually working together to get the most out of a partnership.

]]>