Pressure Psychological

Silence

Definition: Using pauses strategically to make the other party feel uncomfortable and encourage concessions.

Purpose: To leverage discomfort in silence to prompt further concessions from the other party.

Example Scenario: Pausing after hearing a price offer, prompting the other party to reconsider their terms.

How to Counter: Stay comfortable in silence, waiting patiently rather than rushing to speak.

The Flinch

Definition: Visibly reacting with shock or disbelief to an offer.

Purpose: To make the other party reconsider their offer immediately.

Example Scenario: Expressing visible shock at a high price quoted to prompt reconsideration.

How to Counter: Maintain composure and calmly restate your reasons or benchmarks.

Time Pressure

Definition: Creating urgency to compel quicker decisions.

Purpose: To push the other party into quicker decisions that may favor your position.

Example Scenario: Stating the offer is valid 'today only' to accelerate acceptance.

How to Counter: Politely request more time or clarify if the urgency is genuine.

Quick Check 🚀

# Silence is primarily used to: 1. [ ] Clearly finalize negotiations 1. [x] Prompt concessions through discomfort 1. [ ] Improve information clarity 1. [ ] Increase rapport # The Flinch indicates: 1. [ ] Immediate acceptance 1. [x] Visible shock or disbelief 1. [ ] Positive feedback 1. [ ] Distraction # Time Pressure is intended to: 1. [ ] Ensure full information disclosure 1. [x] Force rapid decision1.making 1. [ ] Strengthen relationships 1. [ ] Encourage detailed discussions # Scenario: You react dramatically to an initial price. This tactic is: 1. [ ] Silence 1. [x] The Flinch 1. [ ] Good Cop/Bad Cop 1. [ ] Time Pressure # Scenario: "Offer valid only today" is an example of: 1. [ ] Flinch 1. [ ] Silence 1. [ ] Good Cop/Bad Cop 1. [x] Time Pressure