The Elements of Negotiation

ELEMENT 83Using Silence Effectively

Silence is an underutilized but effective tactic. Many negotiations have failed because someone spoke too much, but few negotiations have failed because of silence.

Not everything that is said in the course of a negotiation requires a response or comment. The objective of a negotiation is not to be right on each and every point or to persuade others to abandon their views. The objective of the cooperative negotiator is to find a solution that meets the requirements of all parties involved. Learn to master silence and seek to understand why the other party is silent when they have chosen this approach. Is it because they do not want to answer your question and have run out of arguments, or is it because they hope that you will break the silence and start negotiating with yourself?

Silence, or the absence of a reaction, creates insecurity and stress. The supplier who introduces their offer with the words: I think it will be possible for us to come down 3–4 percent, and is met with silence, will be more likely to say: We can probably give you 4 percent. The payment conditions can also be changed….

EXAMPLE | A Moment of Silence

Rupert decided to sell his house. After six months, the real estate agent had not found a serious buyer willing to make an offer at his asking price. The agent made it clear that if Rupert wanted to sell the house, he had to reduce his asking price by $10,000. Once Rupert agreed to the reduction, the realtor produced ...