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 🎙️ Negotiation Warriors – Episode #013

 YOU DON'T KNOW ME

 THE NEGOTIATION WARRIOR MINDSET OF KELLI MASTERS

At her very first NFL Combine, one of the most prominent NFL agents in the industry looked Kelli Masters in the eye and told her:

"You don't belong here."

Her response would become the defining mindset of her remarkable career as a successful sports agent:   "You don't know me."

In Episode #013 of Negotiation Warriors, I sit down with one of the true pioneers in professional sports representation.

Kelli is the founder and president of KMM Sports and has represented more NFL players than any woman in the industry. In 2010, she became the first female agent to represent a Top 5 NFL Draft pick, breaking barriers and helping pave the way for future generations of women in sports.

But this conversation isn't just about football.

It's about resilience.

It's about purpose.

It's about leadership.

It's about refusing to let someone else define what you're capable of accomplishing.

Throughout our conversation, Kelli shares the lessons she's learned over more than two decades representing NFL players, building meaningful relationships, overcoming adversity, and negotiating with integrity in one of the most competitive businesses in professional sports.

IN THIS EPISODE, YOU'LL LEARN:

• How a conversation with a player's mother changed the direction of Kelli's career.

• Why purpose—not money—became the driving force behind her success.

• The unforgettable story of being told she didn't belong in the NFL agent business—and how one courageous response changed everything.

• Why persistence is one of the most important qualities for success in sports, business, and life.

• How kindness, respect, and relationship-building can become powerful negotiation strategies.

• Why preparation remains the greatest competitive advantage in every negotiation.

• The negotiation behind Blake Jarwin's $24.25 million contract and the lessons learned from standing firm.

• How representing Gerald McCoy, the No. 3 overall pick in the 2010 NFL Draft, helped launch her career.

• The biggest mistakes she's made as a leader—and how adversity became her greatest teacher.

• Why trusting your instincts and maintaining your values matter more than ever in high-pressure negotiations.

• How NIL has transformed athlete representation and why Kelli believes it has created new opportunities for agents committed to serving athletes with integrity.

• The leadership philosophy behind her book, High Impact Life, and why success should be measured by impact—not titles or contracts.

Kelli also shares her thoughts on mentorship, leadership, overcoming self-doubt, balancing priorities, and why the best negotiators don't have to be the loudest people in the room.

Whether you're an executive, attorney, coach, agent, entrepreneur, student, or someone striving to become the best version of yourself, this episode offers timeless lessons on resilience, leadership, negotiation, and living a life of purpose.

Sometimes the most powerful response to criticism isn't anger.

It's quiet confidence.

"You don't know me."

🎧 Listen now: Search Negotiation Warriors wherever you get your podcasts.

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 🎙️ Negotiation Warriors – Episode #012: The Salary Cap Godfather with Joe Banner

 
In Episode #012 of Negotiation Warriors, I sit down with one of the most innovative front office executives in NFL history—Joe Banner.
 
As President of the Philadelphia Eagles and CEO of the Cleveland Browns, Joe helped reshape how NFL teams approach roster construction, contract negotiations, and salary cap management. Throughout his career, he pioneered strategies that gave his organizations a competitive advantage and influenced how front offices across the league manage the salary cap today.
 
In this conversation, Joe takes listeners inside the executive suite to explain how championship organizations are built—not just through great players, but through disciplined preparation, strategic negotiation, innovative thinking, and a relentless pursuit of competitive advantage.
 
In this episode, you'll learn:
 

•  How a chance friendship with Eagles owner Jeff Lurie launched one of the NFL's most influential executive careers. 
•  Why negotiation extends far beyond player contracts and influences every aspect of building a winning organization. 
•  How the Eagles became innovators in salary cap management, contract structure, and roster construction. 
•  Why extending core players before free agency can create millions of dollars in long-term salary cap value. 
•  How identifying undervalued talent—including Jason Peters and other overlooked players—helped build championship-caliber rosters. 
•  Why evaluation must always precede valuation. 
•  How analytics, preparation, and collaboration became competitive advantages inside the Eagles' front office. 
•  Joe's philosophy on hiring great people, empowering employees, and creating a culture where innovative ideas thrive. 
•  The leadership principles that helped build one of the NFL's most successful organizations. 
•  Why listening remains one of the most powerful—and underrated—skills in every negotiation. 

Joe also shares behind-the-scenes stories about building the Eagles into perennial contenders, creating front office innovations that spread throughout the NFL, and why the best negotiators are constantly thinking several moves ahead.
 
Whether you're an executive, coach, agent, attorney, business leader, or simply fascinated by leadership and negotiation, this episode offers an insider's look at how winning organizations think, plan, and negotiate.
 
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🎙️ Negotiation Warriors – Episode #011: Beyond the Contract with Peter Schaffer

In Episode #011 of Negotiation Warriors, I sit down with veteran NFL agent and attorney Peter Schaffer, one of the most respected and accomplished player representatives in professional sports.

Over a career spanning four decades, Peter has represented some of the biggest names in football, including Hall of Famers Barry Sanders, Willie Roaf, Jerome Bettis, Steve Atwater, and Joe Thomas. Beyond negotiating contracts, Peter has built a reputation for developing lasting relationships, advocating for athletes on and off the field, and helping clients navigate the business, legal, and personal challenges that accompany professional sports.

In this conversation, Peter shares:

• How he broke into the agent business “by accident” and built a successful practice from the ground up

• Why managing client expectations is often more challenging than negotiating contracts

• The reality of life as a sports agent and the sacrifices required to survive in the business

• The importance of preparation, patience, and listening in every negotiation

• Lessons learned from legendary NFL executives and negotiators, including George Young and Ted Phillips

• Why relationships and trust remain the foundation of successful negotiations

• The role of agents as advisors, counselors, connectors, and problem-solvers beyond contract negotiations

• The growing impact of NIL and college athlete representation

• The importance of educating athletes about finances, taxes, contracts, and life after sports

• Why preparation creates confidence at the negotiating table, including the story behind Joe Thomas’ historic contract negotiations

Peter also opens up about overcoming adversity, maintaining perspective through life's challenges, and why great negotiators must never lose sight of what truly matters.

This episode is a masterclass in relationship-building, preparation, leadership, resilience, and the art of negotiation.

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🎙️ Negotiation Warriors – Episode #010: Breaking Down the Salary Cap with Khai Harley

In Episode #010 of Negotiation Warriors, I sit down with one of the NFL’s top salary cap and contract strategists — Khai Harley, Senior Vice President of Football Operations and Assistant General Manager of the New Orleans Saints.

Over the course of his 23-year NFL career, Khai has become widely respected as one of the league’s leading experts in salary cap management, roster construction, contract negotiations, and the NFL Collective Bargaining Agreement. Working alongside Saints General Manager Mickey Loomis, Khai has helped build one of the NFL’s most stable and strategically disciplined front offices.

In this conversation, Khai opens up about:

• His unconventional journey from finance and Bloomberg to the NFL front office
 • Working at the NFL Management Council and advising all 32 clubs on the salary cap and CBA
 • Why emotional discipline and staying calm are critical traits for negotiators
 • The importance of having a “walk away number” in every negotiation
 • Why valuation must align with evaluation in player negotiations
 • The reality of NFL roster construction and resource allocation under the salary cap
 • Why some organizations consistently outperform others
 • The role stability plays in front office success and decision-making
 • How NFL teams identify overlooked talent and “diamonds in the rough”
 • Why trusting your evaluation matters more than public perception
 • The future impact of NIL and the transfer portal on talent evaluation

Khai also shares fascinating insight into how NFL front offices truly think about building winning rosters, balancing superstar contracts, managing long-term cap flexibility, and creating sustainable organizational success.

This episode is a masterclass in strategy, evaluation, emotional discipline, roster construction, and modern NFL negotiation philosophy.

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🎙️ Negotiation Warriors – Episode #009: The Art of Representation with Drew Rosenhaus

In Episode #009 of Negotiation Warriors, I sit down with one of the most influential agents in the history of professional sports - Drew Rosenhaus.

Over the course of his legendary career, Drew has negotiated more than $10 billion in contracts and represented over 1,000 NFL players, including Hall of Famers, Pro Bowlers, and some of the biggest names the game has ever seen. 

In this conversation, Drew opens up about:

• Breaking into the business as a 22-year-old law student at Duke
• Using the media to build his brand and advocate for clients
• The evolution from aggressive young agent to respected NFL negotiator
• Building Rosenhaus Sports alongside his brother Jason
• Managing internal negotiations with clients behind the scenes
• The importance of preparation, communication, and emotional discipline
• Why long-term relationships and integrity matter in negotiations
• His perspective on NIL, the transfer portal, and player compensation
• The traits that define elite negotiators and successful agents

Drew also shares candid reflections on balancing family and business, mentoring younger agents, adapting over nearly four decades in the industry, and what continues to drive him today.

This episode is a masterclass in advocacy, relationship-building, preparation, and the evolution of negotiation in professional sports.

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🎙️ Negotiation Warriors – Episode #008 (Part 2):  Building a Championship Roster in the Salary Cap Era with Bill Polian

In Part 2 of this two-part conversation, Pro Football Hall of Fame General Manager Bill Polian goes deeper into the craft of negotiation, leadership, and the realities of building winning organizations under salary cap constraints.

We dive into:

• The evolution of player negotiations—from adversarial battles to more structured, strategic deal-making
 • How the salary cap transformed negotiations into a system of structure, creativity, and discipline
 • The importance of communication and transparency with players and agents in long-term relationships
 • Competing philosophies on contract extensions—waiting vs. acting early—and the impact on team building
 • The challenge of balancing cash, cap, and risk in every decision
 • Lessons from the NFL applied to today’s NIL and transfer portal landscape
 • Why evaluation remains the ultimate competitive advantage—at every level of football
 • The traits of elite negotiators: listening, adaptability, discipline, and preparation

Bill also reflects on the people and experiences that shaped his career—from the NFL Competition Committee to working alongside some of the greatest minds in the game—and shares timeless insights on leadership, decision-making, and mentorship.

Listen to Part 1 (Episode #007) for the origin story of the modern NFL system.

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🎙️ Negotiation Warriors – Episode #007 (Part 1): Building Champions with Bill Polian

In Part 1 of this two-part episode of Negotiation Warriors, I sit down with Bill Polian, Pro Football Hall of Fame General Manager and one of the true architects of the modern NFL.

From his early days as a scout to becoming the only executive in NFL history to build three different franchises into Super Bowl teams, Bill shares the story behind one of the most important shifts in professional sports—the creation of free agency and the salary cap system.

This conversation goes inside the room where the system was built.

We dive into:

• Bill’s journey from scouting to front office leadership—and learning negotiation in real time
 • The formation of the salary cap system and the challenge of “selling” it to the union
 • How the cap created the need for a new role in every front office: the “cap guy”
 • Why evaluation—not just valuation—is the foundation of every successful team
 • How roster construction changed under a system with both a floor and a ceiling
 • The strategic balance between star players and the supporting roster
 • How constraints force creativity in building championship teams

Bill provides a rare, first-hand account of how the NFL’s economic system was designed—and how it reshaped team building, negotiation, and competitive balance across the league. This episode is a masterclass in system thinking, leadership, and the evolution of the modern front office.  

 For more insights from Bill Polian, Part 2 drops next week. 

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🎙️ Negotiation Warriors – Episode #006: The Mindset of a Warrior with Adisa Bakari

What does it truly mean to be a Negotiation Warrior—not just in deals, but in life?

In this episode of Negotiation Warriors, I sit down with Adisa Bakari, Founder & CEO of The Sports & Entertainment Group (TSEG), one of the most respected and successful agencies in professional football. With over two decades as an NFLPA-certified agent, Adisa has built a reputation as a fierce advocate, mentor, and leader for elite athletes on and off the field.

But this conversation goes far beyond contracts.

We go inside the mindset, mission, and purpose that drive one of the most unique approaches to representation in sports.

We dive into:

• The journey from athlete to agent—and building an agency from the ground up
 • The mindset required to succeed in one of the most competitive industries in sports
 • Why representation is about more than contracts—it’s about legacy, leadership, and impact
 • The responsibility of guiding athletes to create generational wealth
 • The importance of truth, discipline, and accountability in negotiation
 • The role of history, perspective, and education in shaping decision-making
 • Why the greatest battle a negotiator faces is often internal

Adisa shares powerful insights on mentorship, purpose, and what it means to truly serve clients—not just as an agent, but as a leader in their lives.

This episode is a masterclass in mindset, mission, and the deeper meaning behind negotiation.

If you want to understand what separates good negotiators from true warriors—this is a must-listen.

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 🎙️ Negotiation Warriors – Episode #005: Negotiation Leadership with Ted Phillips

What does it take to lead one of the most iconic franchises in professional sports for over four decades? 

In this episode of Negotiation Warriors, I sit down with my former boss, mentor, and friend—Ted Phillips, longtime President & CEO of the Chicago Bears. Ted shares invaluable lessons from 40 years inside the NFL, including his time as the team’s lead contract negotiator and one of the most respected executives in the league. 

We dive into: 

•  The evolution of NFL contract negotiations and salary cap strategy 
•  Real stories negotiating with iconic players and agents 
•  The importance of preparation, patience, and discipline 
•  How to build trust and long-term relationships in high-stakes negotiations 
•  The art of concessions, timing, and knowing when to close a deal 
•  Lessons in leadership, crisis management, and internal alignment 

Ted offers a rare behind-the-scenes look at how deals actually get done—and what separates good negotiators from great ones.
 
If you want to understand negotiation at the highest level of professional sports, this is a must-watch.
 

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🎙️ Negotiation Warriors Podcast - Episode #004: The Business of Sports with Andrew Brandt

In Episode #004 of the Negotiation Warriors Podcast meets the Business of Sports Podcast in a special simulcast.  Cliff Stein sits down with Andrew Brandt — former Vice President of the Green Bay Packers, longtime NFL contract negotiator, former agent, and one of the most respected voices in the business of sports.

Over the course of his career, Brandt has negotiated over a billion dollars in player contracts and brings a rare dual perspective from both sides of the negotiation table - as both an agent and a team executive. Today, he is a professor, media analyst, and advisor in the evolving world of NIL and college athletics.

In this insightful conversation, Brandt shares the lessons he learned transitioning from “winning deals” to building long-term relationships - and what it truly means to be a Negotiation Warrior.

Cliff and Andrew discuss:

• The critical differences between the agent and team negotiator mindset
 • Why consistency matters — and the danger of “one-off” exceptions
 • The importance of thinking 3–5 years ahead in roster and cap management
 • How relationships and reputation shape long-term success
 • Why listening and silence are powerful negotiation tools
 • The concept of “inventory” — and how to use strategic concessions
 • The challenges of NIL, revenue sharing, and the “free agency every day” reality in college sports
 • The role of empathy and emotional intelligence in high-stakes negotiations

Brandt also shares candid insights from his career, including early lessons learned the hard way and how those experiences shaped his approach to negotiation and leadership.

This episode is a masterclass in negotiation strategy, relationship management, and the long-term mindset required to succeed at the highest levels of sports and business.

🎧 Listen to the Negotiation Warriors Podcast as we explore negotiation not as a transaction — but as a long-term game built on preparation, discipline, trust, and relationships.