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The use of silence in negotiation may very well be the hardest skill to master. Not because it's difficult in theory, but because it's difficult in practice. It feels weird. It feels awkward. You will crave the silence to be broken. You will want to fill the dark empty void of silence with words. Don't do it. Mastering this skill will set you apart as a patient, composed, controlled negotiation professional.
Silence may be the most powerful tool in your tactical arsenal. The best negotiators in the world are more silent than talkative. Seems counter intuitive right? You would think the stereotypical smooth talking 'sales' type would be the best negotiator. Not so, my friends. It's often the quiet and patient among us that make the best negotiators.
What does silence generate?
So how does one become silent?
Silence may be the most powerful tool in your tactical negotiation toolkit. But it also may be the hardest skill to master. It takes SIGNIFICANT patience and discipline to implement and maintain silence. Mastering this skill will set you apart as a patient, composed, controlled negotiation professional.
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