Sponsorship negotiation guardrails
Use concise guardrails to protect sponsorship value during negotiation.
BATNA What is your BATNA in a sponsorship negotiation? The best independent alternative if this sponsor does not sign: another sponsor, reuse of rights, smaller package, or holding inventory. A vague BATNA makes every sponsor demand feel existential. Discount discipline Discount full scope or revise the bundle? A lower price should usually mean a different bundle. Exclusivity ask The sponsor says: "We need full category exclusivity included." Use when the request blocks future inventory. Response We can price exclusivity once we define the exact category boundary and the rights it would block. Do not say yes to broad language like…
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