When your counterpart puts a number or term on the table that does not work, your first move does not have to be a counteroffer. Sometimes the better move is a believable reaction.
In the ABN curriculum, this tactic is called Feigned Surprise, sometimes known as the flinch. Used correctly, it helps clear out soft positions before you spend real negotiating energy.
The reaction is the message
Feigned surprise is not anger. It is not drama. It is a calm signal that the offer is outside the range you expected.
That can be as small as a pause, a raised eyebrow, a slight lean back, or a simple line like, “That is more than I was expecting.” The point is to register the gap without immediately solving it for them.
Why it works
A lot of opening positions include room that the other side does not fully expect to defend. When they see a negative but controlled reaction, they may soften before you make a concession or even name a counter.
That matters because every counter you make gives information. If you counter too quickly, you may negotiate against a position that was already unstable. Feigned surprise gives the other side a chance to reveal whether the ask was firm or padded.
Pair it with silence
The tactic loses power if you react and then keep talking. Make the reaction, then pause. Let them explain, adjust, or defend the position.
Keep it subtle. If it looks theatrical, it becomes transparent and can damage trust. The best version feels natural: a professional response to a term that does not yet make business sense.
Practical takeaway: When a number feels too high, do not rush to counter. React calmly, pause, and let the other side speak first.
Want the framework behind this? Download the free 5 Laws of Negotiation ebook: 5laws.negotiationsacademy.com
