Knowledge@wharton

As in any negotiation money and performance will usually make or break a sports contract deal. But emotions can be a wild card according to Wharton Sports Business Initiative director Kenneth L. Shropshire. During a recent Wharton presentation he talked about the non-financial incentives that helped seal contract deals with star athletes Alex Rodriguez Reggie White and others; his relationships with boxing promoter Don King and 1984 Olympics organizer Peter Ueberroth and the importance of personal relationships in getting deals done. See acast.com/privacy for privacy and opt-out information.