23 July Tactical Silence: Why Silence Is So Effective in Negotiations

Silence often feels uncomfortable in negotiations. That is precisely where its power lies.

When someone makes a demand and then continues talking, they often weaken their own position. Additional explanations, justifications, or premature concessions give the other side new opportunities to challenge their position.

Leonie Hartmann, Head of Procurement at Nordform Foods, is negotiating a new annual contract with Milan Berger, Sales Director at the packaging manufacturer Packwise Solutions. Due to rising energy and raw material costs, Milan announces a twelve percent price increase.

Leonie does not immediately object, nor does she present a counteroffer. Instead, she remains silent, briefly reviews the cost calculation, and waits while maintaining eye contact with Milan.

After a few seconds, Milan adds: “If you can commit to the order volume for the second half of the year, we could limit the increase to seven percent.”

Leonie’s silence prompts him to soften his own position and offer an initial concession in return.

Tactical Silence does not mean being passive. It is a deliberate pause that reduces the pressure created by one’s own argument and shifts responsibility back to the other side.

The most important rule: Make your request, stop talking, stay silent, and be comfortable with the silence. Good luck!

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