How your club can win the summer transfer market
The last step in the process to win the transfer market is to understand that fear of a loss of something of high value is a huge motivator.
It must be pointed out that I am defining winning by being able to complete win-win deals with other teams and prospective players. A win-win agreement is not a compromise.
A compromise suggests that someone sacrificed something of high value in return for something of lower value.
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In the transfer markets, no party should sacrifice anything. If a club or a player makes a sacrifice, then it’s a zero-sum game, and resentment will eventually set in, which destroys the relationship in the end.
With that said, when it comes down to entering into a negotiation that hopefully will result in a win for both sides, the fear of losing something of high value or of having to make a sacrifice is a huge motivator.
It is that fear that will keep a negotiation proceeding towards the ultimate goal. You know you do not want to sacrifice anything, but you also know that the player or other club does not either.
The way to bring this out is to remind the other party of what of the value they treasure most, followed by gently advising that this value may be lost if the deal is not made.
If I were the Barcelona president, Josep Maria Bartomeu, I would have told Lionel Messi that by breaking his contract, he would lose the positive relationship that he has with the club, its staff, his teammates, and the its fans.
I would then follow-up the initial statement by suggesting Messi would lose significant money and time through the legal battle that would ensue by not agreeing to remain in compliance with his contract.
These statements must subtly be made, so they do not come across as a threat through using a soft tone of voice and open body language.
By suggesting to Leo all the things of value that he may lose by not agreeing to keep to his contract, I am instilling a sense of fear of loss of something of value in his mind.
This fear should act as a critical motivator for him to think about changing his position. Once it is clear that Messi would be contemplating the situation and his choices, then I would offer a way out by saying:
How can we help each other so you don’t lose something that’s really important to you?
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This type of gesture is the road map for getting a win-win deal done for your club. If your club makes enough win-win deals, then they will win the summer transfer market.