Communiquez avec les autres et partagez vos connaissances professionnelles

Inscrivez-vous ou connectez-vous pour rejoindre votre communauté professionnelle.

Suivre

What does the concept "Negotiation Flinch" in negotiation stand for?

user-image
Question ajoutée par Muwaffaq NoufaL , Business Executive Manager , CBU Indu. &trade Co
Date de publication: 2017/06/04
Mohammed Awad
par Mohammed Awad , Regional Supply Chain & Operations Director , Tamakkon Co.

It is an action of shock that you make when you are negotiating and it refers to conveying a message to your opponent through gesture.  

Nadim Moussa
par Nadim Moussa , Executive Assistant , Royal Private Sector

A flinch is a tactic used when negotiating. People dont like pain and will do anything to avoid being hurt. Imagine you are conducting an interview with a possible company that wants to hire you. During the course of the interview the Human Resources Manager delivers the news about the package they offer for such position. Deep down in your head, you heard the exact number he is offering. Truth to be told, it felt like somebody threw cold water on you. For you to indirectly tell the manager that the offer is low, you flinch. It is conveyed through a higher voice pitch and an exclamation. Non verbally, your hands start trembling, a sigh or even an eye roll. Coming back to our example, the Human resources Manager interviewing you, will feel that you are unhappy with the offer and tries to amp it up a nudge. Its like throwing a tantrum but for adults. Since a tantrum is unprofessional, you flinch.

Utilisateur supprimé
par Utilisateur supprimé

A well known negotiation tactic is the flinch. It is used to communicate pain and discomfort. It is a power deal making tactic

Mohammad Wahid khan
par Mohammad Wahid khan , Key Account Manager , Sigma Enterprises llc

Sometimes to win your client you , at certain points of negotiations you need to take client queries/response by surprise and pretend as if you have heared it for the first time ( even though you are aware of it).

Nitin  Pandey
par Nitin Pandey , Quality Manager , JST-Transformers India Pvt. Ltd

The goal is to express dismay physically to some situation during the negotiation process.It can be tackled by adopting the tit for tat technique in a humorous way  thus neutalising the effect of the flinch created by the other side.

Omar Saad Ibrahem Alhamadani
par Omar Saad Ibrahem Alhamadani , Snr. HR & Finance Officer , Sarri Zawetta Company

Thanks

I prefer to wait for more answers

Amrith Pal Singh Sandhu
par Amrith Pal Singh Sandhu , Director Export , Philips India Ltd

Negotiation Flinch is a technique where you dramatically express shock and is used especially in Real Estate business. Like you express shock on hearing the per square ft quoted to you.

Obviously this temorarily livens up the negotiation and give you in turn the time to think how to counter the quote in the above example.

Surely excess use of such a technique with same negotiator will call the bluff and may bounce back on you.

Useful technique if used sporadically. 

 

More Questions Like This