Full access to Entrepreneur for $5
Subscribe

The Flinch

One technique every deal-maker should master

By
This story appears in the April 2005 issue of Entrepreneur. Subscribe »

If you learn only one negotiating technique, learn to flinch. The rule is: Never accept the first offer. Any decent opponent will ask for more than they expect to receive, and you have to disabuse them of this notion. After all, the more eager you are, the more the other side will push; the more indifferent you seem, the more your opponent will concede.

You can flinch big or flinch small. Whether it's laughter or a subtle smirk, the important thing is that you react quickly and negatively to your opponent's first offer. Even if it's unbelievably generous, haggle--or at least grumble. And keep your glee to yourself. To professional deal-makers, the flinch must become second nature.

Continue reading this article -- and everything on Entrepreneur!

Become a member to get unlimited access and support the voices you want to hear more from. Get full access to Entrepreneur for just $5!