The Tactical Negotiator’s Probe
The Tactical Negotiator’s Probe, a “crunch,” is a common tactic used across the globe, and is a response to an offer that does not come in the form of a counter-offer. It is the simplest and most universal form of The Negotiator’s Probe (BNP 16). The Crunch is designed to encourage the other party to move off their current position and make a concession – and ultimately explore options and generate creativity. Crunches can be soft and gentle, moderate, or more aggressive. This is a sample list of the more popular Crunches from around the world.
Common Crunches
- What flexibility do you have?
- I need your help on this.
- I just can’t get there.
- There must be another way.
- That’s not what I expected to hear.
- What’s the sale price?
- I thought you wanted to work together on this.
- I hope you have more room.
- You’re in the right church but the wrong pew.
- That doesn’t make my socks go up-and-down.
- You sounded so serious on the phone.
- Repeating the other side’s offer with surprise.
- We have a problem.
- I’m a little disappointed with that.
- You need to sharpen your pencil.
- Budgets are tight.
- That just won’t work for us.
- We have never done that before.
- Have them repeat their offer.
- That’s a Big disappointment.
- If I give you my w-h-o-l-e company how much more will I owe you?
- We cannot afford that.
- You have got to do better on that.
- You need to try again.
- That may be considered thievery.
- You bring tears to my glass eye.
- Can you take another look at your numbers?
Popular Non-Verbal Crunches
- Dead silence.
- Wince or flinch
- Sucking air between your teeth.
- Although rarely recommended, a walkout.
- A confused and surprised look.
- The old knife in the chest gesture.
- Look down at your feet.
- A dead stare with your mouth open.
- Caucus, a huddle or time-out.
The Counter Probe/Crunch
- What can you work with?
- What can you get approved?
- What do you need?
- What will fit in your budget?
- Give me a number.
- What are you authorized to approve?
- Give me something I can take back.
- What will make your socks go up-and-down?
Regional Crunches
- When crawfish whistle on the hill. (Russia)
- Your toque is on too tight. (Canada)
- Not yet. (Indonesia)
- There is no more juice in that lemon. (Europe)
- When chickens have teeth! (France)
- When frogs grow hair. (French)
- That will be very difficult. (Asia)
- I’ll do the best I can. (Asia)
- You’re hurting me. (New York, US)
- Talk to me. (New York, US)
- Yes, God willing. (Middle East)
- That pig won’t fly. (South US)
- That dog won’t hunt. (South US)
- Momem Tie (“No problem”, Cantonese)
- Dreamin’ (Australia)
- Never respond to a Crunch with a concession – otherwise it is considered a unilateral, or free, concession. Instead, challenge all Crunches with an equally assertive or greater Crunch.