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Sports Agents: Ethical Representatives or Overly Aggressive Adversaries?

Of particular importance in individual negotiations between agents and clubs are three aspects of bargaining. The first is bargaining in which the agent is seeking as large an economic reward for the player's services as possible. The more the agent receives for the player the less is left over for the club. In contrast is a second aspect of bargaining in which the negotiators engage in joint problem solving to come up with solutions that benefit both sides. A third aspect of individual contract negotiation is structuring the bargaining environment or ambiance so as to smooth the path toward agreement.