Description: “How much? Oh my, that’s MUCH more expensive than I thought! You understand I only want to buy 1 – are you sure you aren’t quoting me the price for a dozen?”
Flinch is when you pretend to be surprised or dumb-struck by their offer. You are shocked – SHOCKED – at their outrageous nerve! Try not to ham it up too much.
It doesn’t seem like it would be effective – but it works. This is one of those tactics we are hard-wired to respond to. If you do this right, your counterparty will either be thrown off-guard out of concern that they have miscalculated (if they want a relationship) or fear that they have scared you away (if they are more competitive).
Intent – A non-verbal attack on his offer.
Style – Any (except Collaborative). Works well for accommodators and avoiders. Competitors use this to respond to your counter-offer.
Counter – Silence. Smile. Amusement. Pretend not to see.