What is the flinch? Does it matter if the other party appears unhappy or shocked when you make your opening offer? If they are happy with your opening offer, you're already in their comfort zone, which means there is more you could have gotten but now will never get. Look for the flinch as you open. Conversely, you yourself must flinch even if you're happy, because otherwise they won't want to move.
- An important little thing that happens…when opening offers are being made is the flinch.…This is a body language signal.…In fact, a collection of body language changes…that might range from what I call the English flinch…to what I call the Italian flinch.…The English flinch looks like this,…oh, that's not going to work.…The Italian flinch looks more like this, what?…You got to be joking.…
So should you do a flinch?…And what should you do if they do a flinch?…First, should you always do a flinch…when the other party first puts…their opening offer on the table?…And the answer is definitely yes.…I know you may not want to get into playacting,…but you must.…Even if you're delighted with their offer,…maybe you can't believe how low their price is,…you must react and appear unhappy.…Otherwise they'll think you're happy…and then it'll be really hard to get them to move.…
Remember that even if you're delighted…you still want to get them to come down lower if you can.…But what about the idea of being a poker player…and not revealing your hand?…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
Negotiating Your Leadership Successwith Elizabeth Robillard1h 20m Intermediate
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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