Nothing but negotiation

The Gap Partnership

'Flinching' is a crucial negotiation technique

Negotiators should learn how to visibly respond to an offer

16 August 2010

Negotiators should learn how to 'flinch' when responding to an offer as it is a crucial negotiation technique, according to an expert.

Flinching is a visible reaction to an offer which is designed to make the other side feel uncomfortable about the deal they have presented.

Kelley Robertson, president of business developers The Robertson Training Group, claimed flinching can help firms get a better deal.

He wrote on "Unless the other person is a well seasoned negotiator, they will respond in one of two ways; they will become very uncomfortable and begin to try to rationalise their price or they will offer an immediate concession."

Mr Robertson also advised companies to remember that their adversary is likely to request more than they expect to receive.

Negotiators should therefore resist the temptation to automatically offer a discount as the other side will inevitably be offering a lower sum than they think they can get it for, he added. 

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