In the world of negotiations, silence is often louder than words. During a tense meeting, try pausing before responding. This can give you time to think, create space for the other party to reveal more, or simply add weight to your words. A well-timed pause can be more persuasive than a barrage of arguments. This week, I witnessed a colleague secure a major deal by simply listening and nodding, allowing the client to talk themselves into agreement. Remember, in the dance of negotiation, sometimes the most powerful step is the one you don't take. Try it in your next negotiation and watch the magic unfold.