Most people rush to fill silence, but that’s a mistake. Silence feels uncomfortable—that’s why it works. When you stop talking, the other person often scrambles to fill the gap, revealing what they’re really thinking.

For example, imagine a supplier gives you a high quote. Instead of reacting right away, stay quiet. They might fidget, rethink, and add, “But we can offer a discount for bulk orders.” Without saying a word, you’ve gained the upper hand!

Talking gives away control, but silence puts the pressure on them. It’s like a mirror—reflecting their own thoughts and making them question their position.

How do you use it? Simple. Next time you’re in a negotiation, make your point, then pause. Count to five in your head if you need to. Let the silence work for you.

The power of silence isn’t just in what you say, it’s in what you don’t!