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“I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations

Author

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  • Neil E. Fassina

    (Northern Alberta Institute of Technology)

  • Glen R. Whyte

    (University of Toronto)

Abstract

To flinch in negotiations refers to verbal or physical displays of shock, disgust, or disbelief made in response to an opening offer. We investigated the impact of advising negotiators to strategically flinch in distributive bargaining. In experiment 1, negotiators who flinched claimed significantly more value than negotiators who did not flinch. Targets of a flinch, however, viewed the negotiation relationship less positively than negotiators in a control condition. Yet, flinching appeared to have no effect on the target negotiators’ perceptions of how well they did. In experiment 2, the notion that a subtle flinch might still facilitate value claiming but without imperilling the bargaining relationship was supported. Implications for negotiation theory and practice, and directions for future research, are discussed.

Suggested Citation

  • Neil E. Fassina & Glen R. Whyte, 2014. "“I am Disgusted by Your Proposal”: The Effects of a Strategic Flinch in Negotiations," Group Decision and Negotiation, Springer, vol. 23(4), pages 901-920, July.
    • Handle: RePEc:spr:grdene:v:23:y:2014:i:4:d:10.1007_s10726-013-9360-8
    DOI: 10.1007/s10726-013-9360-8
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    References listed on IDEAS

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    Cited by:

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