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What is Silence? “Have more than you showest, speak less than you knowest.” ~ Shakespeare Definition of silence: The condition of being or keeping still and silent. The absence of sound; stillness. A period of time without speech or noise. Refusal or failure to speak out. Silence is the absence of mention. In other words, a negotiator using this tactic does not say anything about a negotiation point. When used as a tactic in a negotiation, silence can keep the you or the other party off-balance. When do we use Silence? 1) Silence is generally used when negotiators do not want to disclose weaknesses in their position. “If I listen, I have the advantage; if I speak, others have it.” ~ From The Arabic 2) When negotiators want to obtain information by letting the other party do the talking. Silence gives you the powerful opportunity to observe and learn. We have two ears and one tongue in order that we may hear more and speak less.~ Diogenes 3) When the other party is talking:If you interrupt, it irritates the speaker.To every thing there is a season...a time to keep silence, a time to speak.~ Ecclesiastes 4)When we want to make the other party uncertain and impulsive 5) When other party’s message does not include any mean or importance for you.  6) We use silence at crucial junctures (nazik zaman)during a conversation to understand and empathise with the other person. The next time you hear a distorted comment, an angry retort, or a biased question, remain silent for a short time. Others will respect you for your restraint. 7)When youre worried or wondering about something, silence is like a balm. Silence allows you the time to reflect on the implications, as well as your next step. The Interpretive ProcessWhen silence tactic is used, both sides must perceive the same meaning. But sometimes this is difficult. The Interpretive Process The ambiguity of silence can cause different reactions: the parties involved might change the subject,