The Power of Silence

Be honest with yourself: Do you talk too much in negotiations?

Most negotiators do. And every extra word costs them power.

👉 Negotiation is not about convincing, selling, or filling the silence. It’s about applying power — carefully, precisely, and at the right moment.

Where does that power come from? From listening more than you speak. From spotting the other side’s vulnerabilities and pressures. From using silence when it matters most.

Here’s the truth: When you talk, you reveal. When you’re silent, you gain.

Silence makes the other side doubt. Question their own position. And often — move in ways they never planned.

So ask yourself: At the table, do you talk… or do you negotiate?

When you don’t know what to say, say nothing.