Silence as a Negotiation Tool
Silence is a negotiation tool — what studies show, and what they do not show.
The Research
Curhan & Pentland (2007, Psychological Science) show that the opening minutes and nonverbal dynamics predict negotiation outcomes.
The Limitation
Study using short simulations and physiological measurements.
The Nuance
Filling every silence with a verbal concession weakens one's position. (our executive and employee training programmes)
Practical Implication, Testable in Lugano
Practise allowing five seconds of silence after an offer before responding. To go further: explore the Advanced Negotiation training in Lugano in the canton of Ticino, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Lugano
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