We Are Changing the Way the World Negotiates and Solves Differences

Know When to Shut Up in a Negotiation

“We don’t point a pistol at our own forehead. That is not the way to conduct negotiations.”

Benjamin Netanyah

Whether you’re making an offer or receiving one, getting your point across and keeping quiet is one of the strongest ways to sway a bargain in your favor. Why? Because we hate awkward silence and will do anything to avoid it if we can, like negotiate against ourselves because we’re afraid we’re losing the deal.

 

Just got the salesman to quote you a price on that new thingamajig? Try acknowledging it by saying nothing but, “Hmmm,” and furrowing your brow like you’re contemplating it. Then just sit quietly until they feel compelled to speak again. There are really only two likely responses you’ll get to that reaction:

  1. They’ll repeat themselves and prompt you again to tell them what you think.
  2. They’ll fumble over themselves a little bit before sweetening the deal.

This tactic works brilliantly. That’s why it’s so important to remember not to negotiate against yourself. Never change your offer until it’s been met by a counteroffer. If you’re sitting in awkward silence, don’t just concede because you want to feel comfortable. Instead, ask if they understood your offer and restate it again just in case. If you’re being met by nothing but stalling and you’re willing to negotiate more, you can actually invite a counteroffer—literally ask them to counter you.

March 22, 2016

0 responses on "Know When to Shut Up in a Negotiation"

Leave a Message

CMIIG - ALL RIGHTS RESERVED © BY CMI INTERNATIONAL GROUP