Stop and Land the Plane: A Few Seconds Of Silence

The final critical skill you need to master in a successful negotiation is “landing the plane.”

You asked your question and made your request, now, stop talking and land the plane. Silence can be nerve-wracking, putting you at risk of eating it up with words you may regret.
A lot of high-value negotiation moves come after three and a half seconds of silence. If you need to count in your head, do it. But silence is a superpower in negotiation. It gives the other person time to think, and it prevents you from bidding against yourself.