Silence. This is one negotiations technique that I personally have to actively think about during negotiations sessions. Being a writer and having a degree in Communications means I'm automatically disposed towards communicating verbally.
Suppose there was such a thing as the Silence Olympics. Since silence is golden, I'd have to get out the bronze polish because that is as close I would get!
As admirable as it is to be able to think on one's feet and come up with a snappy reply, that is not always the best thing to do during a negotiation session.
Being quiet for a moment (or ten) allows time to digest or mull over a new angle to the vendor's proposal. Silence after someone speaks is usually seen as disapproval or a sign of offense at what was said. This lack of response may even force the vendor to counter his own offer before the Buyer has a chance to do so.
In your next negotiation session, remember that saying nothing at all is sometimes the best thing you can say.
» Don't Be A Negotiations Chatty Cathy from PurchaseRealm
I recently wrote a post about being silent during negotiations. That post focused on silence as a response to something said during the negotiations - such as what would happen if you were 16 and asked your father if you could... [Read More]
Tracked on: March 28, 2006 9:02 PM | Permalink to Trackback