Innovative negotiation approach – two agents


This year’s hot NFL coaching prospect, Jim Harbaugh, that recently agreed to coach the San Francisco 49ers, apparently used one agent to negotiate with NFL teams while another agent negotiated with Stanford University (where he coached this past year). The love affair with the superstar coach continues to fascinate me, but that topic is for another day. Upon deep consideration (I spent a couple confused minutes mulling it over), I like the strategy. Both agents can negotiate hard while falling back on the need to out-do the other one without the give and take becoming personal. After all, a team can lose out without feeling personally rejected, and would therefore be incentivized to make their absolute best offer. Also, the potential for mis-communication and imbalanced information could work in the hot coach’s favor…if the agents truly are coordinated. Florio has the story here.


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