Silence - A Negotiating Tactic
Silence can be used as a power tactic. If you resist the compulsion to fill every void with the sound of your voice you will be able to actually hear the other person and, more important, impact how they react to you.
If you studiously avoid filling the lapses in a conversation or discussion you will notice something interesting. Others will nervously try to fill the verbal void. It is these comments that provide interesting factoids and give you power.
Take a day to demonstrate this to yourself.
Spend the day not making small talk with anyone outside of your family. When you go to get you cup of coffee and pastry don’t respond verbally when the clerk asks how you are. They don’t really care. They are programmed to ask. Simply nod and observe how they react.
Typically if you answer, they have already looked away and are preparing to ask what you would like. If you don’t verbally respond they will likely hesitate and look at you intently waiting for a response.
They are actually seeing you for the first time; really looking. They will also likely be notching up their respect for you. The unknown or unpredictable is always note worthy. This simple change in the typical protocol of social interaction has elevated you with the power of mystery. Do this all day long and observe how differentially you are treated by clerks, peers and even your supervisors.
Your silence denotes confidence, control and focus. It can be very intimidating.
In a negotiation you can and should use silence the same way. When entering the room and everyone is shaking hands and discussing the weather try stand slightly apart and silent. When people greet you, simply nod. Take a seat while others are still standing and shuffle through your papers.
Note how the others begin to react to you. Typically your opponents will become more wary having taken note of your serious demeanor, your sense of purpose, and your self confidence. They may even try to reach out to you to break the silence.
You are having an impact on them. That is the genesis of informal leadership power.