Flinching

Power Negotiators know that you should always flinch: react with shock and surprise when your potential employer makes the first proposal.

If you don’t flinch, it makes the other person a tougher negotiator. A concession often follows a flinch:

• Flinch in reaction to a proposal. When the HR director makes a proposal to you, she’s just throwing it out to see what your reaction will be. They may not expect to get what they’re asking for, but if you don’t show surprise you’re communicating that it’s a possibility.
• Assume that the other person is a “visual”. Flinching is critical because most people are “visuals” and believe more what they see than what they hear.
• Even if you’re not face to face with the other person you should still gasp in shock and surprise. Telephone flinches can also be very effective.
• Don’t dismiss flinching as childish or too theatrical until you have had a chance to see how effective it can be.