We all like responses (either verbal or non-verbal) when we make an offer. When we take a position, express an opinion, or ask for something we expect a reaction. 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.