Silence is the most misunderstood negotiation superpower ...Middle East

Quartz - Economy
Silence is the most misunderstood negotiation superpower
source : Quartz ( Middle East ) () 27
Picture a debate or a negotiation and it’s likely you’re thinking of a rapid-fire exchange of arguments between two animated parties. Silence, meanwhile, is typically seen as a sign that one side is stumped—dead air is for losers.New research, however, recasts silence as a productive force, one that results in more satisfying outcomes for both parties during bargaining. A new paper, published in the Journal of Applied Psychology, describes how pausing for at least three seconds before speaking allows parties time to respond with more meaningful rebuttals and counter arguments.The study also punctures the notion that keeping mum is a power move meant to make your opponent uncomfortable.Read t

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