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SEM II-2.01

SEM II-2.01. Negotiate Sport/Event Contract. Goal of Sport/Event Contract Negotiations. Ultimate goal is gain the sponsorship contract! Build Trust with the sponsor Make sure both parties are “winners”. Ground Rules for Effective Negotiations. Do your homework

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SEM II-2.01

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  1. SEM II-2.01 Negotiate Sport/Event Contract

  2. Goal of Sport/Event Contract Negotiations • Ultimate goal is gain the sponsorship contract! • Build Trust with the sponsor • Make sure both parties are “winners”

  3. Ground Rules for Effective Negotiations • Do your homework • Know your alternatives or BATNA (best alternative to a negotiated agreement) in case the deal does not happen. • Know your counterpart • Know the Standards • Double and Triple Think-anticipate what the other party wants (double) and anticipate what the other party thinks you want (triple).

  4. Ground Rules -Con’t. • External listening-actually listen to the other party. • Make an aggressive first offer. • Present multiple, equivalent, simultaneous offers. • But NO more than 3 offers at once!

  5. Negotiation Fear • Move beyond “positions” • Not be intimidated or intimidating • Own you Power-”position power” never assume because someone has titled position that he/she is the “all power”

  6. Factors to Research before Negotiating • Always know the BATNA, in case you aren’t successful. • Trademarks • Merchandising • Company status • Terms of contracts • Past sponsorships

  7. Items to be Included in Negotiations • Fee and Payment Schedules • Exclusivity • Lead time • Reach • Brand Positioning • On-site sales • Signage • Product Placement • Ticket Discountsor Premium Tickets • Etc.

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