Silence is Golden: Extended Silence, Deliberative Mindset, and Value Creation in Negotiation

Abstract

We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested—(a) an internal reflection perspective, whereby silence leads to a deliberative mindset, which, in turn, prompts value creation, and (b) a social perception perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally occurring silent pauses lasting at least 3 s (extended silence) and value creation behaviors and outcomes. Study 2 shows that instructing one or both parties to use extended silence leads to value creation. Additional studies establish a mechanism for this effect, whereby negotiators who ..