How to negotiate without saying anything
from Small Market Meetings
Some people use a "he who speaks first loses" philosophy as a negotiation tactic. They hope silence will make the other party feel uncomfortable and continue talking, possibly revealing unfavorable information. The tactic can work. However, once people discover you are waiting for them to slip-up, they become guarded and stop all communications. Instead, use this more positive approach to silence in your negotiation.
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