SportsPro senior contributor Matt Rogan talks to Tim Green, global head of delivery at the GAP Partnership, about the art and science of negotiation.
Drawing on Tim’s experience with Coca-Cola, in sports marketing and now with a leading global negotiation consultancy, they discuss the finer details of a discipline which, while fundamental to success in business, is acquired by many mostly through on-the-job experience.
Tim sets out some clear frameworks for how to negotiate effectively in practical scenarios from rights tenders to agency pitches to pay rises, explains how sales and negotiation skills differ, dispels some pervasive myths, and examines the role of leadership and culture. The SportsPro Playbook is the place to go for agenda-free, pragmatic advice to understand how to navigate your organisation through change. Head to sportspromedia.com/playbook to catch up on our library of articles and podcasts, and learn more about how our new Playbook Labs programme can help you lead your organisation to success in 2021 and beyond.