By www.ihearttoby.com Apr 9, 2021 Not to sound like a clickbait article but… Here’s the one secret to negotiating your competitors don’t want you to know about. If you want to get better at negotiating, talk less. No, really. A new study from MIT has found awkward silence is great for negotiating. The tactic is actually based on an interrogation method called “The Reid Technique.” It was developed back in the ‘50s and its namesake purposefully inserted sustained periods of silence to try and extract information. The researchers from MIT found it still works today. After several experiments, they concluded that staying silent for more than three seconds “reliably led to breakthroughs” in negotiations.