1. Negotiate Sport/Event Contract
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”
Negotiation Fear

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
Question:

6. Record the selected terms, and write a rationale for their selection.
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.