Berahino Bolasie Llorente Rabiot - negotiations
5 min read
When you listen to football fans you would come away thinking if they were in charge at Spurs the club would go bust pretty quickly.
Transfer negotiations are a prime example of this, you have one set who say you should just pay whatever price is asked, a second set who believe you start from a low point and negotiate up and a third set who don't believe what they consider provocation offers should be made and that you should immediately go in with a more realistic price you are prepared to pay.
The fundamental of any business is buy cheap and sell expansive, football clubs are no different, didn't Chelsea make an offer for Luka Modric our fans considered insulting. It happens at every club and is not a Daniel Levy thing as some like to pretend.
There are many ways to conclude a deal, a straight purchase or adding further players into the mix from either side for instance. The buying club ask if they can buy player A for £8m, the selling club refuse, the buying club up the offer to £10m and the selling club again repeat the player isn't for sale. The buying club may come back and suggest £20m for two players or £5m and a pick of certain players.
If one appeals then there is room for discussion. Juventus and Spurs have had discussions over Angelo Ogbonna (now West Ham) Fernando Llorente, Christian Eriksen, Erik Lamela and Roberto Soldado, if not more. Reports suggested earlier in the window that Llorente had agreed terms with Tottenham in principle and would be happy to move to White Hart Lane.
The latest was Juventus enquiring after Eriksen but going away having been offered Lamela, an attractive proposition given his success in Italy. That opens the door for the potential for a Llorente deal. An original deal couldn't be reached with Juventus, but a deal is still a possibility. If you know what your opponent wants then you may be able to help him get it if you can get what you want.
When it comes to transfers a no is not a no, it's a no to that deal at that time.
Find some common ground and you have a starting point. You have moved a firm no to a let us think about that position. You are no longer an advisory, an invader, you are now someone who might be able to help solve a problem.
If a club says a player is not for sale and then says he is not for sale under £25-million (Berahino, Bolasie) they are conceding that those players are in fact for sale. Take Tottenham's stance on Harry Kane and Hugo Lloris they are not for sale at any price, not they are not for sale under £30-million. The press may speculate but the Spurs position is clear. If Man U offered Morgan Schneiderlin plus £5-million then we might move our stance but unless there is something in it for us a flat no stops any meaningful negotiation even starting.
The buying club leaks figures to the press of figures they want the negotiations to be around and the haggling behind-the-scenes starts. While the initial plays may be made in public, the haggling goes on behind closed doors and stays there.
If a bigger club comes in for a player then the player knows he can get a better deal with them and if his club are too hardball he can lose his motivation to play, how many times have you seen a player miss games because he is not mentally right, David de Gea is refusing to play for Manchester United at the moment until the window shuts.
How far does the buying club go, they have to have a point they won't go above. If that means they don't get that player or an even bigger club comes in and grabs him or the player himself wants to hold out for a bigger club then so be it. You don't risk your business by overpaying as you then set a precedent that all selling clubs can then play on, you weaken your position in any future transfer negotiations.
With young players like Berahino or Rabiot there is an element of risk and it's bad business to pay for that risk, it's far better to agree to share the risk, this is where add-ons come in. Nobody knows what either player will turn into so it is unrealistic to expect a club to pay for something they may not get. You this negotiate a fee and include performance related add-ons, games played, goals scored, trophies won, Champions League qualification for instance.
In effect the buying club are saying we will pay extra but only if he achieves the things you think he is capable of achieving or helping us to achieve. that way you only pay an extra fee is a player is a success and you limit yourself if he doesn't produce the goods. Agree the main fee, agree in principle you need to share the risk and then it's just a question of negotiating the scale and timeframe of the risk. The scale is the amount and over what period do es each aspect of the add-on apply.
Alternatively you give the selling club an option a set take it or leave it fee now or a lower fee plus the add ons if he performs as you expect him to. They then have the option, if they want more then he has to perform, that is there risk and why some players appear to have been sold at a lower price than fans expected.
Quoted final transfer fees often include this amount, it would be far more transparent for supporters if clubs released information on how much the add-ons were in each deal. Most deals are paid for in instalments over the period of a player's contract, if he leaves the club it makes no difference, the payment schedule remains
Sometimes you don't get the players you would want, that's life, it happens at every club in the world, you move on there is always someone else, there is never only one player on the planet you can provide exactly what a club wants.
Further Tottenham Reading
VIDEO: Pass of the weekend Christian Eriksen
Sanity needs to return to the Berahino situation
What price will Juventus offer for Lamela?
Transfer negotiations are a prime example of this, you have one set who say you should just pay whatever price is asked, a second set who believe you start from a low point and negotiate up and a third set who don't believe what they consider provocation offers should be made and that you should immediately go in with a more realistic price you are prepared to pay.
The fundamental of any business is buy cheap and sell expansive, football clubs are no different, didn't Chelsea make an offer for Luka Modric our fans considered insulting. It happens at every club and is not a Daniel Levy thing as some like to pretend.
There are many ways to conclude a deal, a straight purchase or adding further players into the mix from either side for instance. The buying club ask if they can buy player A for £8m, the selling club refuse, the buying club up the offer to £10m and the selling club again repeat the player isn't for sale. The buying club may come back and suggest £20m for two players or £5m and a pick of certain players.
If one appeals then there is room for discussion. Juventus and Spurs have had discussions over Angelo Ogbonna (now West Ham) Fernando Llorente, Christian Eriksen, Erik Lamela and Roberto Soldado, if not more. Reports suggested earlier in the window that Llorente had agreed terms with Tottenham in principle and would be happy to move to White Hart Lane.
The latest was Juventus enquiring after Eriksen but going away having been offered Lamela, an attractive proposition given his success in Italy. That opens the door for the potential for a Llorente deal. An original deal couldn't be reached with Juventus, but a deal is still a possibility. If you know what your opponent wants then you may be able to help him get it if you can get what you want.
When it comes to transfers a no is not a no, it's a no to that deal at that time.
Find some common ground and you have a starting point. You have moved a firm no to a let us think about that position. You are no longer an advisory, an invader, you are now someone who might be able to help solve a problem.
If a club says a player is not for sale and then says he is not for sale under £25-million (Berahino, Bolasie) they are conceding that those players are in fact for sale. Take Tottenham's stance on Harry Kane and Hugo Lloris they are not for sale at any price, not they are not for sale under £30-million. The press may speculate but the Spurs position is clear. If Man U offered Morgan Schneiderlin plus £5-million then we might move our stance but unless there is something in it for us a flat no stops any meaningful negotiation even starting.
The buying club leaks figures to the press of figures they want the negotiations to be around and the haggling behind-the-scenes starts. While the initial plays may be made in public, the haggling goes on behind closed doors and stays there.
If a bigger club comes in for a player then the player knows he can get a better deal with them and if his club are too hardball he can lose his motivation to play, how many times have you seen a player miss games because he is not mentally right, David de Gea is refusing to play for Manchester United at the moment until the window shuts.
How far does the buying club go, they have to have a point they won't go above. If that means they don't get that player or an even bigger club comes in and grabs him or the player himself wants to hold out for a bigger club then so be it. You don't risk your business by overpaying as you then set a precedent that all selling clubs can then play on, you weaken your position in any future transfer negotiations.
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With young players like Berahino or Rabiot there is an element of risk and it's bad business to pay for that risk, it's far better to agree to share the risk, this is where add-ons come in. Nobody knows what either player will turn into so it is unrealistic to expect a club to pay for something they may not get. You this negotiate a fee and include performance related add-ons, games played, goals scored, trophies won, Champions League qualification for instance.
In effect the buying club are saying we will pay extra but only if he achieves the things you think he is capable of achieving or helping us to achieve. that way you only pay an extra fee is a player is a success and you limit yourself if he doesn't produce the goods. Agree the main fee, agree in principle you need to share the risk and then it's just a question of negotiating the scale and timeframe of the risk. The scale is the amount and over what period do es each aspect of the add-on apply.
Alternatively you give the selling club an option a set take it or leave it fee now or a lower fee plus the add ons if he performs as you expect him to. They then have the option, if they want more then he has to perform, that is there risk and why some players appear to have been sold at a lower price than fans expected.
Quoted final transfer fees often include this amount, it would be far more transparent for supporters if clubs released information on how much the add-ons were in each deal. Most deals are paid for in instalments over the period of a player's contract, if he leaves the club it makes no difference, the payment schedule remains
Sometimes you don't get the players you would want, that's life, it happens at every club in the world, you move on there is always someone else, there is never only one player on the planet you can provide exactly what a club wants.
Further Tottenham Reading
VIDEO: Pass of the weekend Christian Eriksen
Sanity needs to return to the Berahino situation
What price will Juventus offer for Lamela?
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