Many lawyers in negotiating fall into the error of saying too much. They have not learned the power of pure silence as a response. It is natural to want to respond, to argue your point or position. The recognition that not responding, not arguing, of using silence as a negotiating tool, places one of the most efficient forces for effective negotiations in the hands of the lawyer willing to learn its use.
Arthur J. Sabin (b. 1930) American law profess, lawyer, historian, writer
“Pragmatic Aspects of Negotiations for Lawyers,” The Practical Lawyer (Jan 1986)
