VP Exec’s Top Tips for Negotiating and Relationship-Building

Karen Brodkin, co-head of William Morris Endeavor (WME) Sports activities and govt vp at Endeavor, oversees the illustration of among the largest names in sports activities, spanning the NFL, NBA, MLB, tennis, golf, soccer, Olympic and motion sports activities, and extra. She’s closed hundreds of deals with companions throughout each distribution platform over the course of her 20-plus-year profession.

^{Picture Credit score: Courtesy of WME Sports activities. Karen Brodkin.}

Nonetheless, Brodkin’s path to her present place “wasn’t a straight line,” she tells Entrepreneur, however “a winding highway.”

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Brodkin spent 5 years as an leisure legal professional at two Los Angeles-based companies earlier than she joined FOX Sports activities Media Group, the place she oversaw offers with the NFL, MLB, NBA, NASCAR and extra as govt vp of enterprise and authorized affairs.

“If you push away from the desk, either side must really feel [that] they received sufficient.”

For sure, Brodkin has realized rather a lot in regards to the art of negotiation through the years — and has some time-tested suggestions for achievement.

First, do your homework earlier than the assembly. “Once we are working with the shopper, whether or not it is with the incumbent accomplice or when we will market, we at all times come in prepared,” Brodkin says.

Subsequent, prioritize what you need to get out of the negotiation — and remember to depart area for give and take. “I at all times say, ‘If you push away from the desk, either side must really feel [that] they received sufficient that they be ok with the deal,'” Brodkin explains.

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That additionally means leaving a “win in any respect prices mentality behind,” in accordance with Brodkin.

“We work with our shoppers to determine what’s most necessary,” she provides. “After which you must get right into a forwards and backwards with the opposite facet the place you must be transparent: ‘That is what we actually want. Inform me what you actually need.'”

Lastly, do not underestimate the facility of building strong relationships.

“I need to have a relationship with the opposite facet of the desk that was born earlier than we had been in the midst of this deal, the place there’s belief, respect, transparency and, in one of the best case state of affairs, a friendship,” Brodkin says. “Sports activities is a relationship enterprise. A few of these folks have been within the enterprise so long as I’ve, they usually’re not going anyplace.”

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“I get up within the morning fascinated by the WME Sports activities enterprise unit, and I’m going to mattress fascinated by it.”

A dedication to fostering positive relationships additionally extends to Brodkin’s personal workforce at WME Sports activities.

“I take into consideration [how to manage my team effectively] each bit as a lot as I do in regards to the dealmaking facet,” Brodkin says. “I am not on the lookout for kudos. I’ve no judgment for the way anyone else at this firm or different firms leads. That is what works for me: I get up within the morning fascinated by the WME Sports activities enterprise unit, and I’m going to mattress fascinated by it.”

Brodkin strives to be an trustworthy, accessible chief who is not afraid of arduous conversations, retains empathy on the fore and will get to know folks on a private degree. She additionally goals to empower the members of her workforce.

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“I do not attempt to micromanage,” Brodkin explains. “I simply need them to know that I am there to be their sounding board, their security web, the person who advocates for what they want or for them personally. However I am by no means going to know as a lot as they find out about their enterprise.”

“We’re positively open for enterprise if different folks need to hop on board.”

Brodkin says she’s happy with the culture she’s helped construct at WME Sports activities—and a few days, she even feels “just like the chief tradition officer of WME Sports activities.” She notes {that a} sturdy tradition advantages not solely workers but in addition shoppers.

Brodkin appears to be like ahead to increasing the WME Sports activities model and seeing the group’s younger workforce members succeed.

“We have now an unbelievable bench of younger brokers,” Brodkin says. “We’re positively open for enterprise if different folks need to hop on board. I am enthusiastic about the place we’re and enthusiastic about the place we’re going. I am not accomplished but. We’re not accomplished but.”