By using the box method.
Here's how it works:
- You write down 2 potential deals. One is market value. One is ridiculous overs.
- You put the overs deal in a box.
- You show the market value deal to the club you're
fleecing negotiating with
- You say "You guys can have this deal. Or.... you can have what's in the box!!!"
- You then say "We think you should take the box" just to mess with their heads.
At this point, all they can think about is the box. They yearn for its mysteries. It haunts their waking dreams. They have a fever, and the only prescription is to take the box.
And so they take the box.
And the tigers walk away with two 1sts, a future 1st, a meat tray, and a free car wash.
It's negotiation 101, people.