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Good negotiation and good public speaking are very similar in a lot of ways. And it's probably easiest to describe dramatic pause by relating it to good public speaking. Ever seen Barack Obama speak? Barack Obama is a master of the dramatic pause. I don't care what you think about him or his policies, but that man knows how to create dramatic effect in a speech. He controls his speeches with incredible ease and draws his audience in to every word he is saying. When you pause in a speech you cause the audience to lean in, listen and you create anticipation for the next thing you're about to say. The same thing is true in negotiation.
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