Flinch

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Identification

A physical flinch is often paired with a verbal flourish. The darling of author Dawson[iii], this theatrical flair is intended to make the other party recoil and feel a bit guilty in their offer, leaving them to question if they were too aggressive in the negotiation. The problem with this tactic is that you need to probe for more information as you simply don’t know what part of it triggered the flinch, regardless of whether it is staged or not.

Example

{Flinch} “What? That is outrageous!”

Solution

To combat this tactic, disregard it. Alternatively, disaggregate the transaction to its component parts and find the most effective way to help the party, either recipient or dealer of the flinch, understand the complexity.

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