Deep Dive: The Power of Silence in Negotiation

In this episode, we break down why leaders and negotiators often lose power the moment they start talking too much, and how real influence is built through silence, patience, and deep listening. Drawing on lessons from Chris Voss’s tactical empathy, Chester Karrass’s emphasis on patience as leverage, and vivid real-world examples from higher education and high-stakes negotiations, we reveal how over-talking leaks your strategy and hands control to your counterpart. You’ll learn to replace pitching with calibrated questions, transform silence into your sharpest tool, and build a culture where listening uncovers hidden truths that shift outcomes. If you’re talking, you’re losing; but when you listen, you win.Based on Substack article:https://dispatchesinternetpioneer.substack.com/p/if-youre-doing-most-of-the-talkingEnergetic Business Background Music by LolaMoore -- https://freesound.org/s/754966/ -- License: Attribution 4.0 This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit dispatchesinternetpioneer.substack.com

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