Ever thought about how much happens in the quiet moments?
I once read that while we’re captivated by words, true connection often happens in the silence between them.
In negotiations—and honestly, in life—people rarely share their deepest fears, needs, or motivations right away. It takes trust. And trust doesn’t just appear; it’s built.
Here’s the take home secret: ask simple, thoughtful, genuine questions that invite others to open up. Then, let the silence do the work. Resist the urge to fill the pause with more words. Let it linger for 3 to 5 seconds. You’ll be amazed at how much people open up when they feel truly heard.
This approach doesn’t just lead to better deals or resolutions—it leads to far more meaningful outcomes, in business just as in life!
Sometimes, the most powerful move is leaning into the silence. 
Robaire