WEBVTT - Silence really is golden 

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<v Speaker 1>Welcome to Before Breakfast, a production of I Heart Radio.

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<v Speaker 1>Good Morning, This is Laura. Welcome to the Before Breakfast podcast.

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<v Speaker 1>Today's tip is that silence really is golden in tough conversations,

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<v Speaker 1>a little bit of quiet can lead to better outcomes

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<v Speaker 1>for everyone. So in any negotiation, there's always a lot

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<v Speaker 1>of back and forth. People ask tough questions. That's to

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<v Speaker 1>be expected. But our usual approach is to answer quickly

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<v Speaker 1>and maybe figure out what we want to say while

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<v Speaker 1>we are talking. Some new research suggests that we are

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<v Speaker 1>better off taking time to think. In a recent study

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<v Speaker 1>done by professors at the m I. T. Sloane School

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<v Speaker 1>of Management, participants were told to consciously insert short periods

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<v Speaker 1>of silence into negotiations. After towards they reported on outcomes.

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<v Speaker 1>The researchers found that when silence was used as a tactic,

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<v Speaker 1>the person deploying it was more likely to recognize opportunities

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<v Speaker 1>for both sides to get more of what they wanted.

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<v Speaker 1>In a companion test, the researchers analyzed naturally occurring pauses

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<v Speaker 1>in a negotiation. They found that breakthroughs were far more

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<v Speaker 1>likely to occur after periods of silence lasting at least

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<v Speaker 1>three seconds. Then at other points in the negotiation. Now,

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<v Speaker 1>there are a few reasons that this might be true.

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<v Speaker 1>If one person consciously leaves some open air space, the

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<v Speaker 1>other person might try to fill it, thus offering up

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<v Speaker 1>more information that can then be taken into account. This

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<v Speaker 1>is one reason that wise job seekers are often told

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<v Speaker 1>to leave some silence while talking about compensation. Asking could

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<v Speaker 1>you do a little better and then waiting for the

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<v Speaker 1>other person to feel awkward can sometimes cause them to

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<v Speaker 1>feel awkward enough to come up on the number. But

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<v Speaker 1>these studies weren't really about winning the negotiation per se.

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<v Speaker 1>They were more about looking at what allows for thoughtful outcomes.

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<v Speaker 1>More than anything else. Silence lets you think. When you

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<v Speaker 1>don't just blurt out the first thing that comes to mind,

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<v Speaker 1>you can take a step back and view the negotiation holistically.

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<v Speaker 1>This increases the chances of getting to a good outcome

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<v Speaker 1>for everyone. So the next time you are in a

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<v Speaker 1>challenging conversation, or when you are negotiating over something, try

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<v Speaker 1>a little more silence. Take a deep breath, count to

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<v Speaker 1>three before talking. Even a little quiet seems to go

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<v Speaker 1>a long way, and better outcomes are always productive. In

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<v Speaker 1>the meantime. This is Laura thanks for listening, and here's

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<v Speaker 1>to making the most of our time. Hey everybody, I'd

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<v Speaker 1>love to hear from you. You can send me your tips,

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<v Speaker 1>your questions, or anything else. Just connect with me on Twitter,

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<v Speaker 1>number four, then Breakfast p o D. You can also

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<v Speaker 1>to staying in touch. Before Breakfast is a production of

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