Sports Negotiation- EN.660.157.22

Syllabus

Sports Negotiation- EN.660.157.22

Sports Negotiations

Intersession, 2018

(1 credit)

Description

This intersession course is designed to provide participants with an introduction to sports negotiation. Students will learn how to negotiate through exposure to sports negotiations in the following areas: player contracts, player sponsorships, player trades, team sponsorships, media rights, and other types. This course will include limited theory and focus on being interactive. It will primarily consist of exercises, simulations, and discussions over recent / on-going events, supplemented by a few actual sports negotiation cases to tie it all together.

Instructor

Andres Lares,

Office hours: By appointment

Meetings

TBD

Textbook

There are no textbooks for this course; however, we will cover the following cases:

Bank of America Sports Sponsorship
Negotiating on Thin Ice: The 2004-2005 NHL Dispute(A)
Olympian Competition: Bidding for Olympic Television Rights

Please make sure to secure these cases BEFORE the beginning of the first class.

To download the cases, please go to:

Course Objectives

1. Learn a systematic approach to negotiations

2. Be introduced to actual sports negotiations through simulations and case studies

3. Develop collaboration and presentation skills by working with a group to present to the rest of the class

Course Topics

How to Approach Negotiations
Sports Sponsorships
Introduction to Player Contracts, Trades, CBAs, and Agents
Introduction to Television Rights
How to Influence People in a Negotiation

Course Expectations & Grading

ASSESSMENT TYPE / PERCENT OF FINAL GRADE
Presentations: Students will be asked to make one group presentation to the rest of the class. Grades will base based on presentation and Q&A following. The grading will be per group – all members receive the same grade. / 20%
Simulations: Each student will be required to participate in several simulations throughout the course. Grades will be provided based on participation, process, and results. / 20%
Case Study Briefs: Several case studies will be discussed in this class. Prior to coming to class, students will be expected to complete briefs (i.e. one-two page) summaries of the case that includes their analysis and answers specific questions. / 30%
Quiz(zes): Multiple choice pop quiz(zes) on reading/case studies / 10%
Class Participation / 20%

Assignments & Readings

Again, please make sure to secure the cases listed above BEFORE the first class.

Ethics

The strength of the university depends on academic and personal integrity. In this course, you must be honest and truthful. Ethical violations include cheating on exams, plagiarism, reuse of assignments, improper use of the Internet and electronic devices, unauthorized collaboration, alteration of graded assignments, forgery and falsification, lying, facilitating academic dishonesty, and unfair competition.

Report any violations you witness to the instructor.

You can find more information about university misconduct policies on the web at these sites:

For undergraduates:
For graduate students:

Students with Disabilities

Any student with a disability who may need accommodations in this class must obtain an accommodation letter from Student Disability Services, 385 Garland, (410) 516-4720, .

ABET Outcomes

Ability to communicate effectively
Knowledge of contemporary issues