{
  "title": "Silence as a Negotiation Tool",
  "url": "https://www.shr.swiss/blog/silence-en-negociation-et-confort-du-moment-en",
  "language": "en",
  "datePublished": "2026-02-15",
  "publisher": {
    "name": "SHR — Swiss Human Resources",
    "url": "https://www.shr.swiss",
    "address": "Esplanade de Pont-Rouge 9A, 1212 Lancy, Suisse"
  },
  "summary": "Study using short simulations and physiological measurements.",
  "section": "Research",
  "topic": "Advanced Negotiation",
  "place": {
    "name": "Lugano",
    "region": "Tessin",
    "country": "CH"
  },
  "keyPoints": [
    {
      "heading": "The Research",
      "point": "Curhan & Pentland (2007, Psychological Science) show that the opening minutes and nonverbal dynamics predict negotiation outcomes.."
    },
    {
      "heading": "The Limitation",
      "point": "Study using short simulations and physiological measurements.."
    },
    {
      "heading": "The Nuance",
      "point": "Filling every silence with a verbal concession weakens one's position."
    },
    {
      "heading": "Practical Implication, Testable in Lugano",
      "point": "Practise allowing five seconds of silence after an offer before responding."
    }
  ],
  "sources": [
    {
      "authors": "Pentland",
      "year": "2007",
      "source": "Psychological Science"
    }
  ],
  "wordCount": 91,
  "image": "https://www.shr.swiss/img/blog-Training-Advanced-Negotiation-Lugano-silence-en-negociation-et-confort-du-moment-en.jpg?v=4",
  "translations": {
    "fr": "https://www.shr.swiss/blog/silence-en-negociation-et-confort-du-moment",
    "en": "https://www.shr.swiss/blog/silence-en-negociation-et-confort-du-moment-en",
    "de": "https://www.shr.swiss/blog/silence-en-negociation-et-confort-du-moment-de",
    "it": "https://www.shr.swiss/blog/silence-en-negociation-et-confort-du-moment-it"
  },
  "relatedPages": {
    "programme": "https://www.shr.swiss/formation/negociation-avancee/lugano",
    "city": "https://www.shr.swiss/formations-ville/lugano",
    "blog": "https://www.shr.swiss/blog"
  },
  "citationPolicy": "Citation autorisée avec mention « SHR — Swiss Human Resources » et lien vers l'article."
}