Deal With Silence and Stalling
Practical ways to deal with silence and stalling in a negotiation, staying patient and purposeful.
Silence is a tactic and a thinking tool. Be patient and curious.
10 tips that really help
These ideas come from Never Split the Difference (Chris Voss), Getting to Yes (Roger Fisher and William Ury), Start With No (Jim Camp), and everyday practice. The first six help the most. Pick one and try it today.
Silence is both a tactic and a thinking tool
Some use it to pressure you, while others simply need time, so stay patient and curious.
Read the situation.
Hold a few seconds of silence yourself
Resist filling the gap, because the other side may speak first.
Count five.
Ask what is holding things up
A gentle question can reveal a hidden concern or a delay in approval.
Ask softly.
Offer helpful information
Sending a short summary or answering questions may unblock a stall.
Prepare materials.
Suggest a date for the next step
Gentle structure helps decisions move forward.
Propose a time.
Follow up politely
A friendly message after a few days shows interest without pressure.
Set a reminder.
Do not make desperate concessions
Sweetening the deal because of silence teaches the other side to stall.
Hold your position.
Check for new people or priorities
A stall may mean something changed on their side.
Ask directly.
Stay patient with real delays
Some processes simply take time.
Plan accordingly.
Review your approach
Notice what moved things and what did not.
Record it.
Easy things to say
When you are stuck, pick one of these. They work in many sales conversations.
“(Hold silence.)”
“What would help you decide?”
“Is there anything holding things up?”
“Would a date help?”
“I can send more information.”
“Thank you.”
Your first week
One small action a day. Each day is only a little bigger than the last.
Stay silent for five seconds
Ask what is holding things up
Offer information
Suggest a date
Follow up politely
Avoid rushing
Review
Further reading
- Never Split the Difference (Chris Voss)
- Getting to Yes (Roger Fisher and William Ury)
- Start With No (Jim Camp)
The tips above are written in our own words and are general guidance. The books are suggestions for further reading.
More lessons in “Negotiate Without Fear”
Keep going. Small steps every day make a big change.
← Previous: When They Say "Take It or Leave It"Next: Stay Polite When You Are Angry →
- Know Your Goals and Your Limits
- Find Your Best Alternative
- Research Their Needs and Pressures
- List What You Can Give and What You Need
- Set Your Opening Position
- Plan Your First Three Sentences
- Decide Your Walk-Away Point
- What They Say vs What They Need
- Ask "Why Is That Important to You?"
- Look for Win-Win Trades
- Separate the Person From the Problem
- Create More Options Before You Decide
- Use Fair, Objective Standards
- The Pie Is Bigger Than You Think
- The Power of Calm
- Let Them Say "No" First
- Open-Ended "How" and "What" Questions
- Use "How Am I Supposed to Do That?"
- Mirror and Pause
- The Late-Night FM DJ Voice
- Let Them Talk Themselves Into It
- Never Give a Discount for Free
- Trade, Do Not Just Give
- Hold Your Price With Confidence
- Respond to "That Is Our Budget"
- Use Odd and Precise Numbers
- Bundle Instead of Cutting Price
- When to Walk Away
- Handle a Pushy Negotiator
- Respond to a Deadline Threat
- When They Say "Take It or Leave It"
- Deal With Silence and Stalling
- Stay Polite When You Are Angry
- Negotiate With Someone More Senior
- Summarise Every Agreement Out Loud
- Put It in Writing the Same Day
- Leave Both Sides Feeling Good
- Do Not Celebrate Too Soon
- Protect the Relationship After the Deal
- Learn From Every Negotiation
