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. 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”

4. Factors to Research before Negotiating Trademarks Merchandising Company status Terms of contracts Past sponsorships

5. Items to be Included in Negotiations Fee and Payment Schedules Exclusivity Lead time Reach Brand Positioning On-site sales Signage Product Placement Ticket Discounts or Premium Tickets An important part of negotiating a sport/event sponsorship contract involves both the sport/event and the sponsor agreeing on the

6. Conduct an Internet search to locate sponsorship terms for a sport/event. Identify aspects of the sponsorship that you think could be negotiated. Record the selected terms, and write a rationale for their selection.