Forbes
Forbes reporter Nili Peretz spotlights MIT Sloan School of Management researchers who suggest that moments of silence in negotiations can lead to a better outcome for both parties. “We often perceive negotiation as a daunting task or fierce competition between two sides that always leaves one a winner and the other a loser,” says Peretz. “However, a brief pauses and silence can be incredibly effective in empowering negotiators to shift from a fixed pie mentality to a more reflective state of mind.”