The Flinch Strategy is among the most effective means for earning maximum benefit in negotiations. This approach entails responding to the first offer with silence, astonishment, or even shock, revealing that such terms are intolerable. This is a psychological tactic that aims to compel the other side to change their position in order to make more palatable offers. In this article, we will look at how you can take advantage of the Flinch Strategy and come out on top during negotiations.

What is the Flinch Strategy?

The flinch strategy means responding to an offer with tremendous disappointment, shock, disgust, or simply silence. Such a response induces a psychological break which makes the opponent reconsider his offer. This form of flinching shows that the deal is not working for you which grants you the opportunity to negotiate better terms.

Flinch Strategy in Action Example:

Suppose, for instance, that during a salary negotiation, you ask for a raise of 60% and the HR manager does not respond. Silence is all that the HR manager has to offer a response. It’s only a matter of time before your nervousness makes you shrink your target to 40-50%. It becomes really easy to adjust the expectations because your anxiety only grows with each minute of silence. Ultimately, you settle for 20% which is way below your target. In this case the HR manager’s silence was a Flinch tactic that resulted in you conceding to an offer that was not in your favour.

Why Silence Is A Powerful Tool In Negotiation

The Flinch Strategy rests on attempts to use silence and jaw-dropped facial expressions as a means of communication. For example, the level of effectiveness silence can have in getting you to rethink your decision is astounding. This Flinch approach techniques increases tension during the negotiation. It also increases the chances of receiving more favorable terms as the other side tends to fill the silence.

Example of Silence in Action:

Let’s say you are negotiating a cloth piece at a local market. You are quoted a specific amount, and rather than responding immediately, you begin to walk away. The seller, in an attempt to close the sale, stops you and sells the piece for a cheaper price than originally quoted. Your silence in this instance caused the seller’s price to drop significantly.

Effective Use of Silence in Negotiation:

Silence doesn’t only mean to be quiet, it can also be highly effective for communication. Here are some strategies to use silence while negotiating:

Demonstrate Discontent:

When you are unhappy with the offer, hint towards your discontent. You can accomplish this through hesitance, raising your eyebrows, or even pausing for a moment before responding. Making it clear that the offer made is not feasible will indirectly encourage the other party to rethink their suggestion.

Stay Silent After Receiving an Initial Proposal:

Remaining quiet after the proposal gives the impression that you are deep in thought, which may prompt the opposing party to modify the original conditions to get the deal through.

Don’t exhibit exaggerated concern in negotiations:

• Too much excitement or emotion during negotiations is also counterproductive. You should purposefully avoid showing interest in a particular deal excessively, as this will diminish your standing in negotiations. Persuading a party who is willing to walk away will mend your position.
• Don’t Acquiesce to Demands At All. Adjusting to a new or lower price is unwise and will be counterproductive. Instead, you need to counter such propositions with other suggestions. This places you in a position to bargain without having to overpay.
• Do Not Restrict Yourself The golden rule in any negotiation is relying upon yourself, your own contribution, and assets. Always keep this in mind, and never accept less than you deserve. With This New Flinch Strategy, Flinch Shock, and other shocking techniques, you will maintain your deal and expectations.

Key reminders

Use silence to your advantage: The discomfort caused should trigger the responding party to better their offer.. Silence works wonders, and instead alters the conditions set accordingly.

Respond With Preliminary Discomfort: A stony or subtle reaction following a present proposal will pose problems later breaching terms as you suggest.

Don’t Display Undue Enthusiasm: Don’t be too keen to close the deal.

Alternative Suggestions Propose other options that better fit your needs, instead of just accepting the cheaper offer.

Value yourself: Remember to never lowball your offer as it can severely undercut its value. Use the Flinch Strategy to your advantage in negotiations in order to guarantee that you have an upper hand.

Mastering the Flinch Strategy will definitely give you a better edge at achieving negotiations. When employed strategically, silence can do wonders to how well you negotiate a deal. These strategies can be employed if you are negotiating a salary, a business contract, or even a purchase in order to get a better bargain.

Categories: Negotiation Skills