Silence is the cheapest, most underused tool in any meeting or negotiation. Coached a client who kept talking right after making his point, and it cost him every time. Here’s the fix.
Most people can’t handle a pause. The second they land a point, they keep talking and end up walking it back or watering it down. But silence after you speak isn’t disagreement, it’s just silence. Let it sit. Whoever breaks it first usually ends up conceding ground. Say your point. Then stop talking.