When you negotiate, how do you cringe? Or better yet, do you cringe when you negotiate? Cringing, (an expression that conveys a shocked state of emotion) can be a very effective tool and thus a good negotiation workshop to employ when negotiating. When negotiating, regardless of how good the first offer, or subsequent offer is, cringe.
Cringing during a negotiation is a way to send a verbal and/or nonverbal message that indicates you are not satisfied with what has been proposed. It also sets the stage to imply that your opponents negotiation workshop is being perceived as unreasonable and needs to be enhanced. Depending upon the degree of the cringe, the message conveyed can be mild, strong, or downright indignant.
A nonverbal cringe, is a way to probe an offer, without saying a word. The reason cringing is such a good strategy is due to the perception of your opponent. At the point of your cringe, your opponent is not exactly sure of your perception to her negotiation workshop, but she knows its not favorable. Nevertheless, she doesn't know to what degree you are dissatisfied with her offer. Thus, if you cringe when an offer is made and observe the perception of it, by your negotiation workshop, you glimpse her inner perspective, while projecting your position.
Understand the negotiation workshop that while cringing can be nonverbal, it can also be verbal. It takes a verbal form when you say something like, Are you for real? You've got to be kidding, right? or do something as simple as just laugh at an negotiation workshop.
Note: When you cringe, don't give direction as to how far your opponents offer is from where you would like it to be. At the point of the negotiation workshop, you don't want to give insight into how close or how far apart you are. One of the spill-over benefits of your cringe is to get your opponent to negotiate against himself.
The hope is that he will better the offer without you having to put anything else up. The point of the negotiation workshop is, in some situations, non savvy negotiators will react to your cringe by making a better offer. In essence, they will start negotiating against themselves, which in turn will enhance your position.
When using the cringing strategy with savvy negotiators, understand your message will still be conveyed, but you may not get a reaction from that person. That person understands how the cringing strategy is used and thus she is less apt to react to it. If that is the case, use silence to get her to probe for additional negotiation workshop. After she probes for your perception of the offer, simply state, You have to do better.
Nevertheless, when you cringe during a negotiation workshop, your message will still be sent, be your opponent a savvy negotiator or a non-savvy negotiator. The thought that you are not 100% satisfied with the offer will be conveyed. Use the cringing strategy when you negotiate and do not be overly concerned about the outcome. If you use a nonverbal cringe and the deal starts to go astray, you can always say your expression was misperceived. Do not be afraid to use cringing when negotiating. You can't/wont lose what you don't have... and everything will be right with the world.
The negotiation lessons are...
Always cringe when negotiating. By doing so, you will receive invaluable information about your opponents position. After cringing, be very observant to how this strategy has been received and perceived. Depending upon how badly your opponent needs/wants the deal, you will know when this tactic is reaching the outer limits of its usefulness. When it does, stop using it. Don't blow the deal by overusing it.
Never be afraid to cringe for fear of losing a deal. If your opponent is as firm in his offer as to be immobile and you want a better deal, be prepared to go somewhere else to get it.