Karen Brodkin, co-director of William Morris's effort (WME) Vice President of Sports and Executive at EFFORTSoversees the representation of some of the biggest names in sports, which includes the NFL, NBA, MLBtennis, golf, soccer, Olympic and action sports, and more. She is closed hundreds of deals with partners on every distribution platform during its 20-year career.
Image Credit: Courtesy of WME Sports. Karen Brodkin.
Still, Brodkin's path to her current position “wasn't a straight line,” she says The entrepreneurbut “a winding road.”
Brodkin spent five years as an entertainment attorney at two Los Angeles-based firms before joining FOX Sports Media Group, where she oversaw deals with the NFL, MLB, NBA, NASCAR and more as executive vice president of business and legal affairs.
“When you leave the table, both sides have to feel (that) they've had enough.”
Needless to say, Brodkin has learned a lot about it the art of negotiation over the years — and there are some time-tested tips for success.
First, do my homework before the meeting. “When we are working with the client, whether with the current partner or when we are going to trade, we always go in prepared“, says Brodkin.
Then, prioritize what you want to get out of NEGOTIATIONS — and don't forget to leave room for give and take. “I always say, 'When you leave the table, both sides have to feel (that) they have enough to feel good about the deal,'” Brodkin explains.
Related: The Art of Negotiation is misunderstood. Here are some lesser known tactics I use to win.
This also means leaving behind the “win at all costs” mentality, according to Brodkin.
“We work with our clients to understand what's most important,” she adds. “And then you have to go into a backflip with the other side where you have to be transparent: 'This is what we really need. Tell me what you really need.”
Finally, don't underestimate the power of building strong relationships.
“I want to have a relationship with the other side of the table that was born before we were in the middle of this deal, where there's trust, respect, transparency and, in the best case scenario, a friendship,” Brodkin says. “Sports is a relationship business. Some of these guys have been in the business as long as I have, and they're not going anywhere.”
“I wake up in the morning thinking about the WME Sports business unit and go to bed thinking about it.”
A commitment to foster positive relationship it also extends to Brodkin's own team at WME Sports.
“I think about (how to manage my team effectively) as much as I think about him Agreement side,” Brodkin says. “I'm not apologizing. I have no judgment on how anyone else leads at this or other companies. That's what works for me: I wake up in the morning thinking about the WME Sports business unit and I go to bed thinking about it.”
Brodkin tries to be an honest and approachable leader who is not afraid of difficult conversations, keeps empathy at the fore and knows people on a personal level. She also aims to empower her team members.
Related: Don't lie to your team – and yourself. Try radical honesty instead.
“I don't try micro-managing” Brodkin explains. “I just want them to know that I'm there to be their sounding board, their safety net, the person who advocates for what they need or for them personally. But I will never know as much as they know about their business.”
“We're definitely open for business if other people want to get on board.”
Brodkin says she's proud of it culture she's helped build WME Sports — and some days, she even feels “like WME Sports' chief culture officer.” She notes that a strong culture benefits not only employees, but also customers.
Brodkin looks forward to expanding the WME Sports brand and seeing the organization's new team members succeed.
“We have an incredible bench of young agents,” says Brodkin. “We're definitely open for business if other people want to come on board. I'm excited about where we are and excited about where we're going. I'm not done yet. We're not done yet.”