Negotiations Off the Field: An Interview with Dan Kaufmann

Dan Kaufmann

I recently interviewed Dan Kaufmann, an Account Executive for Rocket Sports Properties, regarding his experience in negotiations. He specializes in promoting the University of Toledo athletics by creating and developing partnerships with corporations to earn their financial support through advertising and marketing. Kaufmann has over five years of negotiating experience in the sports industry. He mentioned that the type of negotiations he typically engages in are: sponsorship, marketing, and advertising agreements. Although there are standard agreements for each, Kaufmann said that each organization is different and this is where negotiations come into play.





Kaufmann emphasized the importance of building relationships, and how it has helped him become a better negotiator. He advised that if you enter the negotiation with the motivation to make the most money possible regardless of how it might affect the other party, you will burn bridges and eventually you will get burned because of it. He stated he always wants the final agreement to be a win-win situation and urges negotiators to look outside the box because you can always create a beneficial solution for both parties.

I asked Kaufmann how emotions could play a role in negotiations, and he replied that it varies in each situation. He further clarified saying sometimes people will try to push him and force him to react emotionally. However, he won't bite because if he does he will let his emotions control the negotiation rather than his own interests. Keeping your emotions in check and having a cool head are vital to a successful negotiation.

 As we finished up our discussion, I asked Kaufmann if he had any advice for those just starting out in the sports industry as they enter their first negotiation. He recommends becoming a great listener and employ empathy. From his experience, the more he listens to the other party, the more he can further understand their position. Then by employing empathy, he can better try to see the negotiation from their perspective. He advised that many people overlook the simple act of listening as they enter negotiations and recommended that we remember to listen when we negotiate because it can be the difference between success and failure.