Count to Five in Your Head Before Answering in a Negotiation.
Silence is uncomfortable for many people, especially when they are negotiating a deal. Here’s a simple trick you can use to make your opponent sweat.
Whether you’re negotiating a salary or a price , silence can be golden. So much so that Entrepreneur’s Larry Alton invites you to count to three or five in your head before you react to anything. A pause in a conversation can only last a few minutes, but to the other person it can feel like a lifetime. Usually, five seconds is enough to make them feel uncomfortable and perhaps say something they shouldn’t or blur out a better sentence. This won’t always work (especially if they are professionals), so your experience may vary, but it can give you an edge in most negotiation scenarios.