https://www.selleckchem.com/pr....oducts/ro5126766-ch5
We examine the previously unstudied effects of silent pauses in bilateral negotiations. Two theoretical perspectives are tested-(a) an internal reflection perspective, whereby silence leads to a deliberative mindset, which, in turn, prompts value creation, and (b) a social perception perspective, whereby silence leads to intimidation and value claiming. Study 1 reveals a direct correlation between naturally occurring silent pauses lasting at least 3 s (extended silence) and value creation behaviors and outcomes. Study 2 show
Like
Comment
Share
