One tactic I’ve learned

 Never underestimate the power of silence during a negotiation. Sometimes the pause can feel uncomfortable but it can have a huge impact on the outcome. Beyond using the extra time to think, it’s a tactic that can make someone appear assertive and able to exercise proper restraint. In the best books negotiation, I was able to use this to my benefit so that best books wouldn’t have to pay the advance. It caused my partner to come up with another offer while I spent time quietly contemplating.

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