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Are you going to an interview? Prepare for negotiations. If you want to negotiate a flexible work schedule and earn a higher salary, try this simple tactic.
To achieve favorable conditions during the interview, it is important to gain time. One of the simplest and at the same time effective tactics in negotiations is silence.
It is often considered a way of exerting psychological pressure on the interlocutor in order to unbalance him and force him to say something unprofitable for him and beneficial for you. It turns out that a pause in a conversation can not only cause discomfort, but also benefit all participants in the negotiations.
Labor psychologist Jared Kuran conducted a series of experiments in which volunteers (students) pretended to be negotiators. It turned out that a short pause during the conversation helped the interlocutors switch from thinking on the principle of “if I win, he loses” to more balanced and thoughtful reflections. This gave them a chance to see new options and opportunities that are optimal for everyone.
Why is a short pause during negotiations so effective?
In the first experiment, student volunteers simulated a job interview. The “applicant” and the “interviewer” (the roles were distributed randomly) discussed the future salary. It turned out that if there was a pause from 3 to 9 seconds in the conversation, the participants were more likely to find non-standard solutions and successful compromises.
After a short period of silence, each of the interlocutors was more willing to make some concessions in matters of little importance to him and in return received significant benefits in more important aspects. As a result, everyone was a winner.
“When there is a pause in the conversation, negotiators usually begin to think: “Is it possible to resolve the issue in some other way?” Kuran explains. However, the scientist warns that long pauses can create a feeling of awkwardness, although this depends on cultural characteristics.
For example, researchers have found that Japanese top managers are silent for an average of 5 seconds every minute during negotiations, while talkative Americans practically do not stop talking. But the Dutch are uncomfortable with pauses in conversation that last longer than four seconds.
How to Use Pause Tactics in Salary Negotiations
When we are asked a direct question in an interview, we may be tempted to respond immediately. Jared Kuran’s experiments show that in many cases it is better not to rush.
“A lot of people have an unrealistic idea of a good negotiator – that they gracefully get out of any situation and know right away what to say. This is far from always the case. If you feel pressure during a negotiation, it’s often better to respond with “I need time to think” or “Let’s get back to this later.” You will most likely find a much better answer if you have time to think, ”Kuran recommends.
So if during the interview you feel that you are not coping with the psychological burden, do not be afraid to take a short pause to gather your thoughts and decide what you are ready to give in and what you are not.