From the course: Management: Top Tips

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The flinch

The flinch

From the course: Management: Top Tips

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The flinch

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- Now I want to tell you about the flinch. Some people think that negotiating is like a poker game where you shouldn't reveal any emotion at all. You should be completely blank. But, actually, even poker players will tell you that it is good to react sometimes. Sometime you should look confident when you're hand isn't good and you should look a little bit unhappy when you've got a really good hand. Because, if you always do that, then people are going to know. So sometimes you should look confident when you've got a good hand, or unhappy when you hand is bad. And, negotiating is like this as well. If you try to hide all emotion, it's actually less effective, and, the emotion that you should show is particularly when opening offers come in. You should do a thing called the flinch. So, when they first make their opening offer, you must look unhappy. Almost as if you've been slapped in the face. You should go (inhales loudly) what? Oh, that's, whoa, I was really surprised. You've got to…

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