Good morning and welcome to The Closer, the newsletter all about deals. Today’s edition is short and sharp — one tactic, backed by research, to help you negotiate smarter. No headlines, no noise — just a Nugget you can deploy by lunchtime.
If you have a friend trying to work something out – a big deal, a tricky negotiation – please forward this to them.
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STRATEGIC
SILENCE
WINS
Closer Tactic #47 • Deal Psychology
Most negotiators fear silence.
Power players weaponize it.
The Nugget
Strategic silence increases joint gains by 16% and often precedes breakthrough offers.
During the 2008 financial crisis, JPMorgan's Jamie Dimon was known for using long pauses in acquisition talks with failing banks. After presenting an offer, he'd sit quietly while counterparts filled the silence with concessions and additional information. This technique helped JPMorgan secure Bear Stearns for just $2 per share—originally $10.
How to Deploy
• Count to 7 after they make an offer (most people crack at 4-5 seconds)
• Use silence after asking important questions—let them fill the void
• Stay comfortable with awkwardness—it's working in your favor
Avoid using silence if you're low-status in the negotiation. It only works when you have credibility.
Takeaway
Sometimes the most powerful thing you can say is nothing at all.
Reply with your best "silence won the deal" moment—
we might feature you (and send a mug).
