Win or Go Home: A Guide to Negotiation Success in Competition and in Life by Cristina C. Knolton & H. Nyree Gray

Author:Cristina C. Knolton & H. Nyree Gray [Knolton, Cristina C.]
Language: eng
Format: azw3
ISBN: 9781611639698
Publisher: Carolina Academic Press
Published: 2017-08-01T00:00:00+00:00

Learn to Be Comfortable with Silence

Everyone fears silence and as a result silence can be a powerful tool at the negotiation table. Imagine you make a brilliant argument about why your client deserves more compensation. So brilliant, in fact, that the other side doesn't even have a response. They have to think. The table falls silent.

What now? Usually, the silence is so uncomfortable that you feel the need to keep talking. You ruin your brilliant point by following it up with another point. Your inability to deal with silence just let the other side off the hook. By making an additional point or by moving the negotiation along, your opponent no longer has to respond to your argument. If you had let the table remain silent you would have forced them to respond and they would have likely responded with a better offer. Don't fear silence. Often it will cause great results.

Silence also works well as a response to an opposing offer. Sometimes the best response to your opponent's offer will be to say nothing. Just let the awkwardness of the silence take hold of the table and you might get them to double-, or even triple-bid. Silence makes people do things they would not otherwise do. Avoid letting it change your behavior, but feel free to let the other side try to fill the space. They are likely to do so with information or offers that will be beneficial to your client.

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