Crunch Tip Sheet

What You'll Learn

The Crunch encourages the other party to move off their current position and make a concession without having received a counter-offer
Crunches can lighten the mood, but can also be overused and damage a relationship
Only use Crunches that match your style and are culturally appropriate for the parties involved
Never respond to a Crunch with a concession; instead, respond with a counter-crunch

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.

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