Contract Negotiation Sports Agents

“This Is Not a Game” by CFO Magazine

Find more about Anna's contract negotiation in the article

I happened to stumble across a superb article over at CFO Magazine. Many prominent Sports Agents took part in making 4-page piece possible. It is from the current, January 2006 Issue, and is definitely worth taking a look at. (btw: Anna’s picture was not only placed on this thread for eye-candy…but also because her contract negotiation is discussed in the CFO article)
Here are some important negotation tidbits that was brought to light by the article:

  • You have to be willing to “push the envelope,” but to try to avoid confrontation.
  • First step for a negotiation = catalog what you want.
  • Rely heavily on two-way communication. Try to make the other party disclose the offer that you settle on.
  • Research the negotation history of the person you will be in conversation with (ex: does the person actually have authority or will he/she have to get approval?)
  • Find out how you are going to prove that your client exceeds the competition.
  • The best deals are often brokered when your client has alternatives (free agency and many teams looking to acquire him/her).
  • THE MOST IMPORTANT THING IS TO BUILD GOOD RELATIONSHIPS (let’s just say that I capped that message because I am 100% in support of it)…do not burn your bridges as some agents have done in the past.

The entire article may be viewed by clicking here

[tags]sports agent, cfo, negotiation, contracts, clients[/tags]

By Darren Heitner

Darren Heitner created Sports Agent Blog as a New Year's Resolution on December 31, 2005. Originally titled, "I Want To Be A Sports Agent," the website was founded with the intention of causing Heitner to learn more about the profession that he wanted to join, meet reputable individuals in the space and force himself to stay on top of the latest news and trends.

Heitner now runs Heitner Legal, P.L.L.C., which is a law firm with many practice areas, including sports law and contract law. Heitner has represented numerous athletes and sports agents as legal counsel. He has also served as an Adjunct Professor at Indiana University Bloomington from 2011-2014, where he created and taught a course titled, Sport Agency Management, which included subjects ranging from NCAA regulations to athlete agent certification and the rules governing the profession. Heitner serves as an Adjunct Professor at the University of Florida Levin College of Law, where he teaches a Sports Law class that includes case law surrounding athlete agents and the NCAA rules.