Silence is an effective and useful tool in negotiations

Silence is an effective and useful tool in negotiations.

Last week WNI’s founder Roar Wægger’s article, How to use silence to your advantage in the negotiation, was published in Brainz Magazine where he contribute as a Senior Executive Contributor.

People often feel anxious and uncomfortable with silence in negotiations, especially during digital negotiations. However, silence can break impasses, give negotiators time to think and reflect, promote listening, and ultimately lead to better outcomes. Active listening is critical to effective negotiations, and silence can allow the other party to feel heard and understood. By listening actively, asking open-ended questions, and being comfortable with silence, negotiators can increase their chances of encountering novel ideas and information and discerning weak signals, leading to better outcomes.

Read the full length article on Brainz Magazine’s website.