Why Silence Is Your Best Negotiation Tactic

In this episode, Lucas and Luna explore the strategic power of silence in negotiation. Using the real-world example of a deadlocked licensing deal between IBM and a smaller software firm in 2023, they break down how a deliberate pause after an offer forced the other side to reveal their true bottom line. The conversation covers the psychology behind silence, how to time it effectively, and why most negotiators talk themselves into worse deals. Lucas cites research from Harvard Business School on the 'awkward silence effect,' and Luna shares a personal anecdote about a vendor negotiation where staying quiet saved her team $80,000. Listeners will learn when to shut up, what to listen for, and how to avoid the common mistake of filling quiet moments with unnecessary concessions. #SilenceInNegotiation #NegotiationTactics #BusinessStrategy #PowerOfPause #DealMaking #NegotiationPsychology #IBMLicensingDeal #AwkwardSilenceEffect #HarvardBusinessSchool #BuyMeACoffeeFexingo #LucasAndLuna #BusinessNegotiationPodcast #FexingoBusiness #BusinessPodcast #NegotiationSkills #WinWinNegotiation #SilentPause #ConcessionStrategy Keep every episode free: buymeacoffee.com/fexingo