Negotiation silence cards
Recall how to use silence in negotiation without turning it into pressure or avoidance.
After a high anchor They name a surprising number. The number is outside your expected range. Your line Pause. Then: "How are you arriving at that number for this scope?" Counter immediately or ask for a discount. The pause defuses anchoring; the question tests the basis. After a concern They say, "Implementation will be disruptive." You want to pitch support, but you do not know the real fear. It sounds like disruption is the part that feels hardest to control. Launch into your implementation methodology. A label plus silence lets them refine the concern before you solve. Curious vs. coercive…
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