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Practice tactical silence to prompt the other party to make concessions from "summary" of Never Split the Difference by Chris Voss,Tahl Raz
When you're negotiating, sometimes the most powerful move you can make is to say nothing at all. This is what we call tactical silence. By pausing and allowing silence to fill the space between you and the other party, you can prompt them to start talking and potentially reveal more information than they intended. This can give you valuable insights into their thought process and help you understand their true motivations. Silence can be uncomfortable, especially in a negotiation where both parties are trying to assert their positions. However, if you can learn to embrace the discomfort and use it to your advantage, you can gain the upper hand in the conversation. When you remain silent, the other party may feel compelled to fill the void with concessions or additional information that can work in your favor. Tactical silence is not about playing games or being manipulative. It is simply a strategic way to encourage the other party to open up and potentially make concessions that they may not have otherwise considered. By giving them the space to think and speak freely, you are creating an environment where they may be more willing to compromise or reveal important details that can help you reach a more favorable outcome. Silence can also be a powerful tool for defusing tension and allowing both parties to take a moment to collect their thoughts. When emotions are running high and tempers are flaring, a moment of silence can be a welcome reprieve that allows everyone to calm down and refocus on finding a mutually beneficial solution. By practicing tactical silence, you can create a more productive and collaborative negotiation process that leads to better results for both parties involved.
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