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The biggest negotiation secret


There is a saying that goes “withstand the silence”, which means be silent to let the other party talk.  In a negotiation you want to gain as much information as possible from the other party as it gives you more power. By understanding the perspectives of both parties you have a better chance to analyse the issue more holistically and to plan your strategy in much greater detail. How cool, you can use that proverb to your advantage. Here is how it works.

Enduring that moment were nothing is said can be pretty uncomfortable. To silence doesn’t mean you are not saying nothing. You are just not engaging in talking. If you are in desperate need of information or credit the other party with more power you should use two silence behaviour. At the start of a negotiation begin by asking an open question first. When listening repeat the last phrases as it heats up further commenting by the other party exposing more information that may be useful for you. Continue listening as the other party will talk more for compensation reasons. When the tables turn try to use vague information and be conscious competent in your language.

As the negotiation gets more serious and numbers are on the table use silence to discomfort the other party. The won’t stand it and much probably start talking compulsively in a fit of verbal diarrhoea or also called logorrhea. 

Hence enjoy the sound of silence, as you now know – In a negotiation there is no need to fill silence with words.



This is a contribution by Jessica Planitzer, Negotiation Consultant, Octalo Negotiation

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