Dan Hughes was invited onto The Transfer Show to talk about some of the aspects in the background of high vale, high risk transfer deals.
Author: Dan Hughes
When you are in the nitty-gritty of planning your next negotiation, you need to think about your opening position(s). How far should you go? If you’re selling, should you open higher than you know they can agree to? And vice-versa if you’re buying. This means that you would have to move from your position until you find the point at which they can agree.
Self Interest v Mutual interest – a Lesson from Covid
Whether to act in self interest or not is a decision which needs to be made before any negotiation – it is what will in part drive your strategy. However, it is not always as straightforward a decision as it first seems.
Here’s a great story about how one of the biggest sports clubs/franchises in the world was born. But for non-football (soccer) fans, don’t worry, the story is not about football. At its heart is negotiation, a father’s love for his daughter and a man’s love for his dog – which was trumped only by his love of his team.
When we talk to our clients, here’s what they tell us is going on for them and their supplier/customer negotiations:
Prior to February 2020 the chances are you had hardly ever conducted a negotiation by video call, if at all. And probably since March 2020 you have not conducted many negotiations in the same room as the other party, if any.
That’s what you call a pivot.
Whatever has happened to your business this year, the need for robust negotiation skills and strategy building has never been stronger.
Some organisations have got ahead of the game, and others have been left behind, but wherever your company is right now it is never too late to make a change.
We do a lot of work with Premiership football clubs in conjunction with the Football Association, and this week we delivered a bespoke negotiation program to a select audience of Technical Directors from mainly Premiership clubs, including the Women’s game.
Dan Ashworth was Technical Director at the FA and was responsible for the appointment of Gareth Southgate amongst other things; before that he did the same role at West Bromwich Albion. He is now Technical Director at Brighton and Hove Albion, and so his experience of negotiations in the pressure cooker environment of the transfer world is second to none.
At the end of the program Dan was happy to share with us his thoughts on the day – here is what he had to say:
March 30 – April 1
Due to demand, we are coming back to the USA to deliver another Open 2.5 day advanced program. We have a couple of places left, so if you know someone who could benefit, contact us to find out more.