Send us Fan Mail

What separates good negotiators from great ones?

Agent Rick Smith believes it isn't about winning every negotiation—it's about building relationships that last decades.

In Episode #015 of Negotiation Warriors, Cliff Stein sits down with one of the most respected negotiators in professional sports. As President of Priority Sports and a veteran agent with more than 25 years of experience representing NFL players, coaches, and executives, Rick has negotiated some of the most significant coaching and executive contracts in football while earning a reputation for honesty, trust, and integrity.

Throughout the conversation, Rick shares the philosophy that has defined his career:

• Why relationships are the foundation of every successful negotiation
• How to understand the other side's objectives before discussing numbers
• Why emotional intelligence often matters more than leverage
• The danger of backing someone into an intellectual corner
• How transparency builds long-term credibility
• Why great negotiators are problem solvers—not adversaries
• Lessons from negotiating NFL coaching and executive contracts
• The challenges facing today's rapidly changing college athletics landscape
• Managing leverage when you have it—and when you don't
• Building a legacy based on trust, humility, and respect

One of the most memorable moments comes near the end of the interview when Cliff describes Rick as someone who simply "tells it like it is." Rick doesn't hesitate.

"You're going to know right away. Unbelievably transparent. Unbelievably honest."

Whether you're an attorney, sports agent, executive, coach, student, or business professional, this episode is filled with practical lessons on leadership, negotiation, communication, and building relationships that create long-term success.

If you enjoy this episode, please Like, Subscribe, and Share. New conversations with the greatest negotiators in professional sports are released regularly.

Follow on instagram: @frontoffic3360

Follow on X: @frontoffice360