09/09/2026
Most people can't sit in silence during a negotiation, and it costs them.
An offer goes out. A day passes with nothing back. The instinct is to soften it, sweeten it, or send a follow-up explaining your reasoning again. Half the time the other side was simply thinking it over, and that follow-up just handed away ground nobody asked for.
A pause usually means someone's checking a number, running it past a partner, or waiting to see whether you flinch first. Treating it like a rejection tends to produce exactly the concession they were hoping for, without them ever having to ask.
Next time a reply's slow to come back, check what you're actually reacting to. Most of the time it's your own discomfort, not new information.
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