CHAPTER 5
THE MAGIC OF SILENCE
Tact is the knack of making a point without making an enemy.
—HOWARD W. NEWTON
THE MAGIC OF silence can be, well, magical. It holds open a space for possibilities.
IS THAT THE BEST YOU CAN DO?
When you’re negotiating, keep in mind that most people are uncomfortable with silence. After they give you a number, demand, or proposal, simply ask, “Is that the best you can do?” Then wait and let silence fill the space. This tactic is another way of Holding the Calm. When you’re in conflict with others, hear what they say and then sit with it in silence. If they pester you or demand an answer, reply, “I’m thinking about ...
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