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Tactical Tuesday:  The Flinch (Aka:  You Gotta Be Kiddin' Me!)

Posted by Andrew Hupert on Oct 3, 2017 12:02:33 PM

Flinch

AKA: You’re Joking, You Can’t Be Serious

Description: You pretend to be surprised and dumbstruck by their proposal.   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.)

Sample Usage (Alvin and Bob):   Alvin had barely gotten the words out of his mouth when Bob’s face twisted in horror and he grabbed his chest.

            “40%? Did I hear that right? Are you serious? Is that what you really said? That can’t be right! Are we talking about the same thing?”   Bob’s face was beet red, and Alvin was worried that the older man was having a heart attack.

            “Well, I’m sure it’s something we can work out. Let’s just come back to that point?”

Intent: Undermine a proposal by acting as though it is insane, irrational, and personally offensive.

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Topics: negotiating tactics, countertactics, counter-tactic, flinch

Tactical Tuesday:  Why?  (Aka: Tell Me More...)

Posted by Andrew Hupert on Sep 12, 2017 9:10:00 AM

Why?  AKA:  Tell me more.  Please explain.  That’s interesting.

Description:  A non-threatening, neutrally phrased Why? in response to an aggressive proposal or emotional trigger is just what you need to get a contentious negotiation back on track.  It’s not a challenge.  It should come across as a genuine(ish) inquiry.  You want to understand this new proposal.  Totally innocent and non-

Sample Usage:  “That’s interesting, Bob.  Honestly, I hadn’t even considered reinvesting the partnership's profits for 5 years.  Can you explain the logic behind that?”

Intent:  Buy time, gain information.

Style:  Best with Collaborative or Accommodative, but works with any style.

Counter:  Benchmarking, Big Story,   (take the Why? as an opening to reframe your position).

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Topics: Tactical Tuesday, Tactics, killer negotiating tactics, countertactics, counter-tactic, why

Something Powerful

Tell The Reader More

The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.

Remember:

  • Bullets are great
  • For spelling out benefits and
  • Turning visitors into leads.

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