What is a common tactic used during negotiations?

Using silence strategically is a common negotiation tactic because it can be an effective way to create tension or pressure on the other party. This tactic allows negotiators to encourage the other side to fill the void with information, concessions, or clarifications. Silence can prompt others to speak or may lead them to reveal valuable insights, making it a powerful tool for gaining an advantage in discussions.

Furthermore, strategic silence can signal confidence and control, potentially causing the other party to reassess their approach or position. By not rushing to fill the silence, negotiators can maintain an upper hand and encourage the other side to negotiate more favorably to them.

In contrast, tactics such as offering lower quality products, consistently changing terms, or refusing to compromise are less effective and can harm relationships or disrupt negotiations, leading to breakdowns in communication and trust.