Those who know me can attest: trading is one of the subjects I obsess about the most, above college player evaluations and even improving the auction format. I put a lot of time into figuring out how to help dynasty players in trade evaluations and how to get the best and most equitable deal for both sides. I’ve worked on tools to help in this regard, and I’ve also written multiple articles on the subject.
That said, through it all, one aspect that I’ve often overlooked or ignored is the psychology of how humans come to agreements. In an effort to better prepare our readership, I decided to delve into the subject and provide a bit of a primer for everyone so we can help reduce the stress of negotiations.
One of the most stressful negotiations that can take place has to do with terrorist threats or hostage negotiations. These individuals use the same sort of tactics to achieve a favorable outcome. If you’re anything like me, I sometimes feel like I’m in a similar negotiation stance with some of my leaguemates.
To begin with, many professional negotiators stress that you can’t win an argument, or negotiation, by brute force. Put another way, you can’t hammer your opponent with your opinion, talking points or even statistics, and hope to bring them over to your way of thinking, or valuation. It is exactly at this stage that so many trade negotiations fail as both sides simply talk past each other in a conversation about how they value players disguised as a trade negotiation.
So how does one avoid such a scenario?