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turn-taking

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    Negotiation Frames Entry #0331

    The reason silence is a tactic and not a gap

    A pause after an offer is uncomfortable, and discomfort is usually resolved by whoever feels it more. The next thing said is often a concession.

    Adept
    The hidden part #0331

    A pause transfers pressure to whoever finds it least bearable. Doing nothing is a move that leaves no trace in the record.

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    Persuasion Systems Entry #0268

    The reason silence after an offer moves the price

    Conversation has a tolerance for pauses measured in fractions of a second. Exceeding it creates pressure that the person who spoke last absorbs.

    Novice
    The hidden part #0268

    A pause beyond about a second is accountable, and the repair falls on whoever spoke last. The only repair available is to add to the offer.

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