Ever noticed how a simple pause can transform a conversation? Master negotiators know that silence isn't awkward—it's powerful. When you pause, you give yourself time to think and your counterpart a chance to reveal more about their needs. Next time you're in a negotiation, try this: after making a point, just wait. Count to five in your head. Watch how the dynamics shift as the other person fills the silence. It's a subtle tool, but it can lead to unexpected insights and outcomes. Remember, in the symphony of negotiation, silence is just as significant as words.