Relationship Management: Sales, Sponsorship and Negotiations

Catalog description

This course explores the theory and practice of negotiations within the areas of sports, entertainment and events. Topics include discussion and presentation of the skills necessary to be a successful negotiator of agreements and contracts. Students explore the procedures and tactics necessary to define, target, attract, secure and retain corporate sponsors within the SEEM marketplace. Throughout the course students practice effective negotiation and sales strategies and analyze the impact of relationship management.