What is the purpose of using silence as a negotiation tactic?

Using silence as a negotiation tactic serves the purpose of creating pressure and encouraging responses from the other party. When one party chooses to remain silent after a proposal or during a discussion, this creates a moment of tension that can prompt the other party to fill the silence with their thoughts, explanations, or counteroffers. This tactic relies on the psychological tendency of individuals to feel uncomfortable in silence, which can lead to them divulging more information or adjusting their stance in an effort to break the awkwardness.

Silence can effectively encourage the other party to reflect on their position or reconsider their offer, potentially leading them to provide concessions or clarify their needs. By leveraging this tactic, a negotiator can gain insights into the other party's priorities and pressures, ultimately aiding in reaching a mutually beneficial agreement.

The other options do not encapsulate the primary utility of silence in negotiations. Confusing the other party can undermine trust and productive dialogue. Enhancing clarity of communications is typically achieved through engagement and dialogue, rather than silence. Avoiding conflict is more about fostering compromise and understanding, which is not the primary role of using silence in negotiation.