Tag: negotiation strategy

  • The five silent strategies of highly successful negotiators

    When most of us think of negotiating, we think of talking. So most of us might be surprised to learn that five critical negotiating tactics do not involve talking at all—they involve complete silence. Since understanding the five silent strategies of highly successful negotiators can make life negotiable, let’s consider what they are: Preparing: One…

  • Just be quiet! Three beautiful benefits of silence in negotiation

    “Negotiation” naturally connotes talking—and lots of it. But if I’ve learned anything as a negotiation professor, it’s that the students who shine in our simulated negotiations are not the ones who do the most talking. They’re the ones who approach negotiations in comparable silence. Not an intense, brooding silence precipitating a calamitous impasse. But a…

  • The sound of silence—or successful negotiation

    What does a successful negotiator sound like? Maybe you never asked. But if you ask now, I know the answer. Someone loud, aggressive, and potentially angry—right? Well, I just finished teaching an executive education course on cross-cultural negotiation, and it struck me that the most effective negotiators sounded nothing like that. Since understanding what a…