Negotiation TacTricks

#21 Wince; Sticker Shock

Show surprise or shock in response to an offer

A negotiator responds to the other party’s terms with a wince or sharp intake of breath in an attempt to indicate shock or surprise.? Buyers are trained to do this automatically and it can be amusing to watch.? Indeed, it is so common that failure to produce a convincing wince leads most negotiators to believe that their proposal was too un-ambitious!? Reluctantly, I have to advise every person who negotiates anything to develop a repertoire of Winces.? They do not have to be Oscar-winning but some form of response that shows a proposal was challenging is needed.?

Counters:

1. Condition yourself to expect it
2. Introduce proposals slowly.? This reduces the impact of the negotiator’s dramatic efforts.
3. Don’t react, other than to show surprise that they are surprised

Repeat the arguments to support your case?