When you make an offer, take a position, express an opinion, or ask for something the next thing you should do is “Shut Up.” It is human nature to expect a reaction, but if the other party remains silent, there is a tendency to offer more information, make a concession, or fill in the void the silence makes by talking more. This permits the silent participant to discover more information, and understand more of the other party’s negotiating strategy or negotiating parameters without revealing information regarding their position.