Using Silence in a Negotiation - Business Negotiation Services

How do you use silence in a negotiation?? After all, we are taught to ask lots of questions and keep a dialog going in negotiations to gather information.? But sometimes, you need to be quiet.? As an example, when working with a client on a negotiation, I got a frantic call from her.? She had made the counteroffer we had developed and was told that the other person would get back to her after he had evaluated it.? My client was worried that she had asked for too much and wanted to call up and further explain the counteroffer or worse, rescind it.? I knew that my client was anxious, needed this contract and was worried that the company would walk.? I gave her the best advice that I give anyone in this situation, that is ?The best thing to say at this point in the negotiation is to say nothing.??

Silence is your best response until you have to hear what the other party has to say.? Many well crafted offers or counteroffers are ruined when the offeror gets nervous and keeps talking.? They often take away from the offer or worse start negotiating against themselves, reducing the price or diluting the language that they wanted.

Silence is a great negotiating tool, it creates a vacuum and it makes people nervous or uncomfortable when there is no response.? To fill the gap, they will start talking to relieve the tension.? A good negotiator will recognize this and wait for the other party to respond to their question, comment, proposal or summation.? So you make your offer or comment and wait.? It is up to the other side to respond.?

Time will seem to stretch out and you may feel uncomfortable.? Recognize this feeling, but wait and think how it might be affecting the other side.? You need to get their reaction.? They may be waiting to see if you will get nervous and amend or reduce your offer, or they may be thinking about the offer and getting ready to accept it.? Think how they may feel if they are about to say yes, and you cut your price unilaterally.? You have changed the dynamic of the negotiation and probably encouraged them to ask for a further concession.? You may have just left a lot of money on the table.

?Avoid negotiating against yourself and use silence in a negotiation to your advantage when you are making an offer or asking for a commitment in negotiations.

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