Ideas from Fassina, Neil E.

 

How to Use Disbelief and Strategic 'Flinches' in Negotiations

Idea posted: July 2014
  • Leadership & Change
  • Operations

Making the first offer is usually considered to be an advantage in negotiations, but responding to a first offer with a measured ‘flinch’ can be just as effective in leading to an eventual win — but it must be measured “I am disappointed in this offer” as opposed to “This is an outrageous offer from people who are trying to rob us”.

Idea #421
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