After you put a meaningful number or term on the table, the next move is often no move at all. In the ABN curriculum, Silence is a daily tactic for letting an anchor land before you explain, soften, or negotiate against yourself.
Why silence works
A strong anchor creates pressure. When you keep talking right after it, you release that pressure for the other side and may give them a path to challenge your own position.
When you pause instead, your counterpart has room to process. They may explain the constraint, reveal which part of the ask creates friction, or begin solving the problem out loud. That information is useful before you spend a concession.
Where to use it
Use silence after a clear anchor, after a controlled reaction to an aggressive demand, or after you label a concern. The pause does not need to be dramatic. Five to ten seconds can feel long in a tense room, but it is usually enough to let the other side respond from their own thinking.
If the other side uses silence on you, resist the urge to fill the space by improving their deal. Break it with a question instead: How does that sit with your team? or What part creates the biggest issue?
Keep it professional
Silence is not stonewalling. It works because it is calm, controlled, and tied to a specific moment in the negotiation. The goal is not to make the room uncomfortable for its own sake. The goal is to avoid rescuing your counterpart from a position they have not yet earned.
Use a neutral expression, take notes, and let the pause do its job. If they speak first, listen carefully. Their response will usually tell you whether the issue is price, timing, approval, risk, or something else entirely.
Practical takeaway: After a meaningful anchor, stop talking long enough to let the offer land and the information surface.
Want the framework behind this? Download the free 5 Laws of Negotiation ebook: 5laws.negotiationsacademy.com
