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Use the "flinch" technique to create pressure from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
The "flinch" technique is a powerful tool in negotiation that can help you create pressure and gain the upper hand in a conversation. When you use the flinch technique, you react to an offer or statement from the other party with a visible display of shock or surprise. This can be a physical flinch, such as a sharp inhale or a widening of the eyes, or it can be a verbal response like "Wow, that's a lot higher than I was expecting."By flinching, you signal to the other party that their offer is not in line with your expectations or desires. This can make them second-guess their position and feel compelled to make a more favorable offer in order to meet your needs. The key to using the flinch technique effectively is to make your reaction genuine and believable. You want the other party to see that you are genuinely surprised or taken aback by their offer, rather than coming across as insincere or manipulative. When you use the flinch technique, you are creating a sense of pressure and urgency in the negotiation. The other party may feel a sudden need to appease you and make concessions in order to keep the conversation moving forward. This can give you a significant advantage in the negotiation and help you achieve a more favorable outcome. It's important to remember that the flinch technique should be used strategically and sparingly. If you overuse it or use it in a way that seems fake or forced, it can backfire and damage your credibility. The goal is to create subtle but effective pressure that pushes the other party to make concessions without causing them to become defensive or hostile. Incorporating the flinch technique into your negotiation toolkit can help you navigate difficult conversations and achieve better results. By mastering the art of the flinch, you can create a sense of urgency and influence the other party's decision-making process in your favor.
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