Strategic Negotiation Advising for Sports
Transform Ad-Hoc Dealmaking Into Systematic Negotiation Excellence
Most sports organizations leave millions on the table in negotiations. Not because they lack leverage, but because they lack systems—treating every deal as a one-off instead of building institutional capability.
WORLD-CLASS SPORTS ARBITRATORS & MEDIATORS
CAS • FIFA • MLB Salary • USOPC • USSF • USATF
University of Oregon Professor & FAR • Author of The Sports Playbook & Strategic Negotiation • 30+ Years Experience
The Negotiation Capability Model (NCM): Your Competitive Edge
Developed through decades of research and practice, the NCM—featured in Strategic Negotiation: Building Organizational Excellence—transforms how sports organizations approach high-stakes negotiations.
Most Organizations Operate Here:
- Ad-hoc, crisis-driven negotiations
- Reliance on individual heroics
- No institutional memory or learning
- Inconsistent results across deals
- Value left on the table
We Build Organizations That Operate Here:
- Systematic negotiation processes
- Institutional capability and knowledge
- Consistent excellence across all negotiations
- Value creation beyond expectations
- Competitive advantage through negotiation
World-Class Expertise Meets Practical Application
Joshua Gordon brings unique depth to sports negotiation advising—combining elite academic credentials with real-world experience across every major industry.
Academic Leadership
- University of Oregon Professor of Negotiation
- Teaches MBAs, Executive MBAs, and Law Students
- Coached National Champion ABA Negotiation Team
- Published author of two negotiation books
Professional Experience
- Fortune 500 negotiation advisor
- Experience across all major industries
- 30+ years facilitating complex multi-party deals
- Advisor to Olympic and professional sports
Sports Negotiations We Advise
Media & Commercial
- Broadcasting rights
- Sponsorship agreements
- Naming rights
- Licensing deals
- Partnership structures
Employment & Talent
- Coach contracts
- Player negotiations
- NIL agreements
- Buyout negotiations
- Staff agreements
Governance & Structure
- Conference realignment
- Collective bargaining
- League governance
- Facility agreements
- Merger negotiations
Negotiation Advisory Services
1. Strategic Negotiation Planning
Before you sit at the table, win in the preparation room. We help you:
- Map all stakeholder interests and power dynamics
- Develop your BATNA (Best Alternative to Negotiated Agreement)
- Design creative value-creation opportunities
- Anticipate counterpart strategies and tactics
- Build negotiation teams with complementary skills
Typical Engagement: 2-4 week intensive preparation Stakeholder analysis Strategy documentation Mock negotiations Real-time support
2. Negotiation Capability Building
Move your organization up the NCM levels with systematic capability development:
- Level 1 → 2: Build repeatable processes and templates
- Level 2 → 3: Develop adaptive flexibility for complex deals
- Level 3 → 4: Create industry-leading collaborative approaches
3. Behind-the-Scenes Advisory
Confidential support throughout active negotiations—from strategy adjustments to message crafting to deadlock resolution. Available 24/7 during critical negotiation periods.
Core Negotiation Concepts We Apply
Interest-Based Negotiation
Focus on underlying needs, not positions, to expand value creation opportunities
Multi-Party Dynamics
Navigate complex stakeholder landscapes unique to sports
BATNA Development
Build leverage through strong alternatives
Value Creation
Find opportunities to expand the pie before dividing it
Systematic Learning
Capture lessons from every negotiation for institutional growth
Cultural Competence
Adapt strategies for international and cross-cultural negotiations
Author of Strategic Negotiation
Strategic Negotiation: Building Organizational Excellence provides the complete blueprint for transforming your organization’s negotiation capability. Used by Fortune 500 companies and sports organizations worldwide, the book details the proven NCM framework that moves organizations from ad-hoc dealmaking to systematic excellence.
The Impact of Strategic Negotiation Advising
15-30%
Value Increase
50%
Faster Deals
90%
Relationship Preservation
3x
ROI on Advisory
Organizations using our NCM framework consistently outperform in negotiations across all metrics.
Why Choose SCI for Negotiation Advising?
Academic Authority
University of Oregon Professor who teaches negotiation to MBAs, Executive MBAs, and Law Students.
Proven Framework
The NCM model has transformed negotiation capability for organizations worldwide.
Cross-Industry Experience
Fortune 500 advisor with experience across every major industry and sector.
Ready to Negotiate at Championship Level?
Whether you’re facing a critical negotiation tomorrow or building capability for the future, we provide the expertise and systems you need to win.
Confidential consultation available. We understand the sensitivity of active negotiations.
Sources
SCI Publications and Strategic Negotiation Framework
Joshua Gordon, From Chaos to Excellence: The Four Levels of Sports Negotiation Maturity, Sports Conflict Institute Blog (March 3, 2025), https://sportsconflict.org/from-chaos-to-excellence-the-four-levels-of-sports-negotiation-maturity/.
Joshua Gordon, Beyond Win-Lose: Why Strategic Negotiation is the Future of Sports Business, Sports Conflict Institute Blog (January 8, 2025), https://sportsconflict.org/beyond-win-lose-why-strategic-negotiation-is-the-future-of-sports-business/.
Joshua Gordon, Building Negotiation Excellence in Sports: A Strategic Advantage for Governance and Commercial Success, Sports Conflict Institute Blog (January 6, 2025), https://sportsconflict.org/building-negotiation-excellence-in-sports-a-strategic-advantage-for-governance-and-commercial-success/.
Gary Furlong & Joshua Gordon, Strategic Negotiation: Building Organizational Excellence (Routledge 2023).
Gary Furlong, The Conflict Resolution Toolbox: Models and Maps for Analyzing, Diagnosing, and Resolving Conflict (2d ed. 2020).
Gary Furlong, Joshua Gordon & Ken Pendleton, The Sports Playbook: Building Teams That Outperform Year After Year (Routledge 2018).
Joshua Gordon, Sports Negotiation Strategies: Confidential Advising, Sports Conflict Institute (2013), https://sportsconflict.org/sports-negotiation-strategies-advising/.
Gary Furlong, The Conflict Resolution Toolbox: Models and Maps for Analyzing, Diagnosing, and Resolving Conflict (John Wiley & Sons 2005).
Interest-Based Negotiation and Harvard Negotiation Project
Harvard Law School Program on Negotiation, Teaching Negotiation Resource Center (2025), https://www.pon.harvard.edu/shop/.
Roger Fisher, William Ury & Bruce Patton, Getting to Yes: Negotiating Agreement Without Giving In (3d ed. 2011).
Douglas Stone, Bruce Patton & Sheila Heen, Difficult Conversations: How to Discuss What Matters Most (2d ed. 2010).
William Ury, Getting Past No: Negotiating in Difficult Situations (rev. ed. 2007).
Roger Fisher & Daniel Shapiro, Beyond Reason: Using Emotions as You Negotiate (Penguin 2005).
Roger Fisher & William Ury, Getting to Yes: Negotiating Agreement Without Giving In (1st ed. 1981).
Organizational Capability and Systems Theory
Adina Borbély & Andrea Caputo, Approaching Negotiation at the Organizational Level, 10 Negotiation & Conflict Mgmt. Rsch. 306 (2017).
Software Engineering Institute, Capability Maturity Model Integration (CMMI) for Development, Version 1.3 (Carnegie Mellon University 2010).
James K. Sebenius, Negotiation Analysis: A Characterization and Review, 38 Mgmt. Sci. 18 (1992).
Watts S. Humphrey, Managing the Software Process (Addison-Wesley 1989).
Robert D. Putnam, Diplomacy and Domestic Politics: The Logic of Two-Level Games, 42 Int’l Org. 427 (1988).
Negotiation Theory and Practice
Leigh Thompson, The Mind and Heart of the Negotiator (7th ed. 2020).
Roy J. Lewicki, David M. Saunders & Bruce Barry, Negotiation (8th ed. 2019).
Chris Voss & Tahl Raz, Never Split the Difference: Negotiating As If Your Life Depended On It (HarperBusiness 2016).
Deepak Malhotra & Max H. Bazerman, Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond (Bantam 2008).
Robert B. Cialdini, Influence: The Psychology of Persuasion (rev. ed. 2006).
G. Richard Shell, Bargaining for Advantage: Negotiation Strategies for Reasonable People (2d ed. 2006).
Howard Raiffa, John Richardson & David Metcalfe, Negotiation Analysis: The Science and Art of Collaborative Decision Making (Belknap Press 2002).
Robert Mnookin, Scott Peppet & Andrew Tulumello, Beyond Winning: Negotiating to Create Value in Deals and Disputes (Belknap Press 2000).
Max H. Bazerman & Margaret A. Neale, Negotiating Rationally (Free Press 1992).
Fred Charles Iklé, How Nations Negotiate (Harper & Row 1964).
Note: The Sports Conflict Institute integrates proven negotiation frameworks with practical sports industry experience. The Negotiation Capability Model (NCM) provides organizations a systematic path from reactive negotiation to strategic excellence.