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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


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

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