MHR 721 Lecture Notes - Lecture 3: Rationality, Costco, Salami
27 Oct 2018
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Also referred to as waiting in haste , requires a great amount of patience in order to work well. Holds their tongue despite the temptation to react and negotiate. In order for silence to work, the negotiator needs to know when to stop talking and when to start talking. Saying too much can undermine your position and saying too little may make you look aloof. This strategy involves a sudden shift in whatever course you may have taken. Make yourself less predictable so that the other party doesn"t get too confident in their assumption and demands i. e. lowering your voice, speaking slower, etc. This technique forces you to act and then to wait and see what the response may be. Involves offering or declining something whatever the case may be in the hopes that the other party will react desirably to your move. An attempt to convince the other person that you have withdrawn, when you actually haven"t.
