November 06, 2024

Zip It: Why Saying Less Can Be Your Best Move in Negotiations

‘Negotiation’ can sometimes feel like a daunting word, especially for those of us who are naturally talkative or who like to fill silences. But over the years, I’ve learned that one of the most effective negotiation strategies is simply knowing when to “zip it.”
In fact, the art of saying less has become one of my favorite tools in business, and I’m here to share how you can use it to your advantage too.

In any negotiation—whether it’s about a new project, a contract, or even a salary discussion—silence can be a powerful ally. Knowing when to stop talking and let the other person fill the gap can help you retain control, gain valuable insights, and often lead to better outcomes.

Let’s explore a few techniques for ‘zipping it’ at the right moments to maximize your position.

Start with a Question and Truly Listen

One of the best ways to keep control of a negotiation is by starting with an open-ended question and letting the other person do the talking.

I like to ask questions that encourage others to open up. Not only does this let me gather important information, but it also keeps me from revealing too much about my own position too soon.

Here are some questions I’ve found useful:

  • “How do you see this project unfolding?”
  • “What are your main priorities for this deal?”
  • “How would you see our partnership benefiting both sides?”

Then comes the important part: listen, and zip it. Resist the urge to fill the silence or respond immediately.

Often, they’ll share details you wouldn’t have known otherwise, which can help you understand their goals and where they might be willing to compromise.

Embrace the Power Pause

In negotiations, people tend to feel uncomfortable with silence, especially if they’re not used to it. I use this to my advantage by using what I call a “power pause.” After I make a proposal or respond to an offer, I pause and allow a moment of silence to settle. This pause can create a bit of tension, often prompting the other person to fill the space or even make concessions.

When to Use the Power Pause:

  • Right after you present a counter-offer to gauge their reaction without elaborating.
  • When they ask for something you’re not ready to agree to immediately.
  • During key points when they’ve finished speaking, giving them space to add more.

For instance, if I mention a price or condition, I’ll pause and hold eye contact without immediately justifying or explaining. This signals confidence and often leads the other party to respond with a more favorable offer or to sweeten the deal.

Keep Your Language Concise and Intentional

Sometimes, the temptation to “over-explain” can weaken our position without us even realizing it. I remind myself to keep my language concise and intentional, sticking to key points without straying. Simple phrases like “Let’s keep that for later discussion,” or “I’ll need to consider that” help me stay in control and avoid giving too much away.

Phrases I Use to Keep It Brief:

  • “That’s something I’ll think over.”
  • “I’ll need more time to review that.”
  • “Let’s focus on this main point for now.”

By staying focused and keeping my responses brief, I can project confidence. It shows I’m not in a rush to fill the air and am holding my ground.

The Two-Minute Rule for Responses

During negotiations, I find it helpful to follow a “two-minute rule.” After any proposal or counter-proposal, I give myself a short pause before I respond. This moment allows me to process the information and consider my next move without feeling rushed. Giving myself even a short pause conveys that I’m thoughtful and won’t be pressured into quick concessions.

Let Them Break the Silence

One of the best tricks I’ve learned is to let the other side break the silence. As the saying goes, “the first to speak loses.” Silence can feel uncomfortable, but by giving the other party space to speak first, I often learn more about their stance, and they may even start making concessions. The key is to let the other person feel the need to fill the silence, which keeps the control on your side.

Give Yourself Time to Pause and Reflect

Negotiations can have multiple rounds, and I always make sure to build in time for reflection. If the decision at hand is big, I’ll tell the other side, “I’d like a little more time to think this over.” This gives me time to weigh my options carefully and come back with a considered response. In moments like these, you’re showing that you’re not afraid to take things slow and make the right decision for yourself.

Body Language Speaks Volumes

Silence in negotiation is most effective when paired with confident body language. Maintain steady eye contact, nod when appropriate, and sit up straight—these non-verbal cues convey confidence and poise. Avoid fidgeting, which can give off nervous energy. By staying calm and collected, you show that you’re completely in control, even in the quiet moments.

There’s so much power in the ability to “zip it” when it counts. Saying less in negotiations isn’t about withholding information; it’s about strategically allowing space for reflection, insight, and better decision-making. Every time I practice this, I find myself walking away from the table with stronger results.

In your next negotiation, remember that silence is part of your toolkit. By speaking less and using these techniques, you’ll find yourself in a stronger position, with outcomes that reflect your confidence and value. Give it a try—you might just be surprised at how powerful “zipping it” can be.

Anthea Xx 

Designer & Founder of Code Republic 

 

Written by Anthea Rowan