We were deep into negotiations on a deal that mattered, a great business, a committed buyer, but a gap on value that risked derailing everything.
The buyer put their revised offer on the table. It was lower than we expected, and the room went quiet.
We could have jumped in immediately, armed with all the reasons why the business was worth more. But instead, we chose a different tactic.
We stayed silent.
Ten seconds. Fifteen seconds. Long enough for it to feel uncomfortable.
And then something happened. The buyer started talking again, explaining their number, reconsidering it, and edging it upwards.
Within minutes, we were back on track. The gap had narrowed, and ultimately, we landed a deal that worked for everyone.
Silence can be uncomfortable, but it’s one of the most powerful negotiating tools at the right moment.
Sometimes, saying nothing speaks volumes.