The Silence Weapon

After you state your position, stop talking. Silence makes many negotiators rush into concessions, new options, or extra information you never requested.

Train it on low stakes first. State your price, opinion, or preference, then close your mouth and count to five in your head. The urge to keep talking may feel overwhelming. Fight it. The person who speaks first after a real silence often moves first — explaining, softening, or offering more. Make sure that person is not you.