The power of silence!

Normally I advocate communication in any shape or form over silence in negotiations or conflict resolutions, some communication is generally better than none. Without communication there can be no progress of the issue at hand. Without communication you will not be able to obtain more information about the true needs and desires of your counterpart. And without communication you will for sure not be able to resolve any conflict. (In fact, a large portion of the courses arranged by Ponto Group is dedicated to this topic and how to do it right so that you can achieve the results you want)

So why then would silence ever be of any use and even important to remember? At the moment of placing an offer on the table. Many people have a high dislike to those awkward silence kind of moments, like taking the elevator for a few floors with a complete stranger. So once you have put your offer out there and your counterpart takes a few seconds to reflect on it, it is not uncommon that the silence triggers either uncertainty about the offer you just made or just a general need to fill the silence. And considering the offer was the last thing you mentioned, it comes very easy to the brain to continue down that path and before you know it you have started negotiating with yourself before your counterpart even uttered a word!

So remember, once you have put an offer out there, don’t be afraid of the potential silence. Let your counterpart marinate on it for as long as they want but ensure they are the ones to break the silence.