The Art of "Flinching" in Negotiations (2024)

In negotiation, the nuanced art of 'flinching' can be a game-changer. It's a physical reaction, typically showing surprise at a proposal, hinting to the seller that their offer might be too steep. This tactic is a silent yet effective way of negotiating without outright disagreement. In the US business culture, known for its directness, experienced negotiators might playfully challenge this move with a question like, "Where did you learn how to flinch?" This is more than an acknowledgment; it's an invitation to more transparent negotiations.

However, flinching is a double-edged sword. Overusing it or executing it poorly can be perceived as insincere or manipulative, potentially damaging the trust in a negotiation. The key lies in using this tactic judiciously and adapting to the response it elicits. When a skilled negotiator recognizes and calls out a flinch, it's time to pivot to more straightforward negotiation strategies.

Practice how to Flinch and how to answer a Flinch in all your negotiations.