THE CLEVELAND INDIANS, SPORTS AGENTS AND THE ART OF NEGOTIATION

This article and video discusses the experiences of Ron Shapiro and Mark Shapiro, who are father and son, with negotiations in a sport context. Both Ron Shapiro, a long time negotiator, and his son Mark Shapiro, the president of the Cleveland Indians, emphasize the importance of relationships in negotiations and give advice on how ‘looking out for the other guy’ can still end in a winning situation. They also touch on the importance of listening in a negotiation – for the relationship and for strategy.

Mark Shapiro talks about his role in a leaderships position, as well as further issues related to leadership:

For the full article at Knowledge@Wharton: The Cleveland Indians, Sports Agents and the Art of Negotiation