Rational brain · Negotiation & Sales Frames
Strategic Silence Exploitation
Silence after your offer makes you fill it — with a concession, an explanation or a lower number; the discomfort is yours and the benefit is theirs.
An everyday example
You name a price, they say nothing, and eight seconds later you add 'but we could do a bit better'.
What it can cost you
Negotiating against yourself; treating silence as rejection.
Warning signs
- I explained my price three times.
- I lowered it before they said anything.
One thing to do
Make your statement and stop; count to ten; if you must speak, ask a question instead of conceding.
Is this happening to you right now?
Describe your situation and get a read across all six brains. No account needed.
Check my situationRelated
Not medical, legal or financial advice. How Decision IQ works
One decision idea a week
One useful idea. No daily drip, no pressure.