The sports industry is a dynamic and ever-evolving landscape where commercial rights deals play a crucial role in shaping the future of sporting events and broadcasts. To navigate this complex terrain effectively, mastering negotiation skills is essential. The upcoming interactive 90-minute Masterclass, "Negotiating Commercial Rights Deals in Sport," is designed to provide participants with the tools and insights needed to excel in this domain.
Key Focus Areas
The First Offer and Power of Anchoring: The initial offer in any negotiation can significantly influence the outcome. This segment will delve into the concept of anchoring, where the first offer sets the tone for the negotiation. Participants will learn how to strategically position their opening bids to gain an advantage and steer the conversation in their favor.
Understanding and Creating Value: Negotiations are not just about dividing a fixed pie but about expanding it. This section will explore techniques to identify and create value, ensuring that both parties leave the table with a sense of accomplishment. Understanding the counterpart's needs and priorities is vital to crafting mutually beneficial agreements.
Importance of Communication: Effective communication is the backbone of successful negotiations. This part of the masterclass will emphasize the role of clear, concise, and empathetic communication in building trust and rapport. Participants will gain insights into verbal and non-verbal communication strategies that can help in articulating their position convincingly and understanding the counterpart’s perspective.
Negotiation Styles: Every negotiator has a unique style, and understanding these styles can be a game-changer. This segment will provide an overview of various negotiation styles, their strengths, and potential pitfalls. Participants will learn to identify their style and adapt it to different scenarios for optimal outcomes.
Q&A Session: An interactive Q&A session will allow participants to engage directly with the speaker, David Murray, and seek personalized advice and clarifications on specific negotiation challenges they face. This segment is designed to provide practical solutions and deepen understanding through real-world examples and discussions.
Speaker Profile
David Murray, a seasoned Sport Rights and Negotiation Consultant, will lead the masterclass. With over 30 years of expertise in broadcast media, David has an impressive track record. He spent 14 years at the BBC as Head of Sports Rights, where he negotiated deals with top-tier sports rights holders, including the International Olympics Committee, UEFA, FIFA, Premier League, Formula 1, Six Nations, and Wimbledon. His extensive experience in sports negotiation is further enriched by his advisory roles over the past decade with various sports federations and broadcasters.
David's negotiation acumen is not only theoretical but also practical, having sealed hundreds of media deals with some of the world’s most prominent sports federations. His ability to apply these lessons in teaching environments has made him a sought-after negotiation coach and advisor. He shares his knowledge through teaching roles at the University of Liverpool and VSI, and as a private coach.
Event Details
- Date and Time: January 29, 2025, from 13:00 to 14:30
- Price:
- Plus/Corporate/Academic Members: £25 + VAT
- Standard Members: £45 + VAT
Conclusion
The "Negotiating Commercial Rights Deals in Sport" Masterclass is an invaluable opportunity for anyone involved in sports management, broadcasting, or commercial rights. Participants will walk away with enhanced negotiation skills, a deeper understanding of creating and communicating value, and insights into various negotiation styles. Under the guidance of David Murray, attendees will be better equipped to navigate the complexities of sports rights deals and achieve favorable outcomes. Whether you are a seasoned professional or new to the field, this masterclass promises to be a game-changer in your professional toolkit.