The #1 Most Important Tool in Negotiation

There is a power tool in negotiation.  I would say this is the single most useful tactic that I use in my years of selling (I sell private jets among other high value products).

It is not competitive, it is not aggressive, it is not avoiding anything.

It does not require massive intellectual development, years of training or genetic gifts.

It requires no study, no poetic ability nor any magical secret ingredients.

It is …

 

Silence.

Silence.

Me: “What is your best price?”

Supplier: “Blah, blah [Product feature #2], blah… I can offer you €100”

Me: “Hmmm.” and wait…  10…  20 seconds…  (tension increasing)

Supplier: “Ok, I can give you €90…  but that is our best price”

Me:  “Hmmm.”  and wait…  10… 20 seconds… (tension increasing)

… and on…