I’m reading Chris Voss’s book Never split the difference (on negotiating) and today what stuck with me is that you have incredible power in any negotiation when you’re not talking.
One very simple thing really blew my mind.
If you’re speaking, you have a 0% chance of obtaining new relevant information.
Think about it. And the way you can obtain that new information subsequently, is by asking open questions. Moreover, asking directive questions even gives you power over the way in which the negotiation is going.
I always thought that I had more power in any negotiation when speaking, and to me, this was totally shocking.