The Flinch is a popular negotiation tactic where a party to the negotiation overreacts quite expressively to destabilise the other party.
To illustrate, let's paint a scenario you may have experienced previously.
A negotiation meeting commences between a buyer and a supplier; the buyer gives a little speech about budget cuts and the need for reduced prices and then requests the supplier to state its opening offer for discussion.
The supplier gives his own prepared speech about inflation and rising prices; and then states his opening offer.
Then comes the flinch.... the buyer's face immediately contorts like he is experiencing some kind of excruciating pain and may faint any second now.. he may even go as far as almost falling off his seat.
The supplier feels apologetic and is quick to drop his opening offer to ease the situation.
Buyer's mission accomplished!
Do you use the flinch and has it been used on you? How did you respond?
Please share your experiences.
In the upcoming online course; 'How to Win Oil & Gas Contracts', we analyse different negotiation tactics used in the industry and the best ways to respond for a successful negotiation.
Registration will open in January 2020 for a limited number of participants.. look out for the announcements in January.
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