Abstract
Sponsorship is often set up in order to establish long term relationship and agreement between a rider and a company. Here is our negotiation folder on how to negotiate a sponsorship.
We choose to base our research on the snowboarding area because we think it is very popular in today's world. Moreover, it is the representative of a sponsorship negotiation because it bonds economic, marketing and communication stakes.
Dana Scavo is working for Freeride Inc and is in charge of hunting new talent in order to set up new sponsorship. She went to a contest and saw a young man called James. She believes that he could be interesting for the communication strategy of the brand, therefore she contacted his manager, Anna Finch, and decided to offer her to meet sometime soon in order to discuss about some potential agreements between the two parts. Anna accepted and now the negotiation between them is launched.
