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Klaus Vedfelt via Getty Images Pausing for at least three seconds during a negotiation has benefits beyond making someone uncomfortable. Silence is one of the most simple yet most powerful negotiation tools, but it’s traditionally positioned as an intimidation tactic that prompts a person to speak to their own disadvantage. New research published in the Journal of Applied Psychology finds that pausing for at least three seconds during a negotiation has benefits beyond making someone uncomfortable. Advertisement In a series of studies in which pay negotiations were simulated in conversation, Jared Curhan, an associate professor of work and organisation studies at the Massachusetts Institute of Technology, and his colleagues found that this extended but brief silence can facilitate a “shift from default, zero-sum thinking to a more reflective, deliberative mindset, which, in turn, is likely to lead to the recognition of golden opportunities,” their paper concludes.

United statesJared curhanMassachusetts institute of technologyApplied psychologyMassachusetts instituteஒன்றுபட்டது மாநிலங்களில்மாசசூசெட்ஸ் நிறுவனம் ஆஃப் தொழில்நுட்பம்பயன்படுத்தப்பட்டது உளவியல்மாசசூசெட்ஸ் நிறுவனம்