Believe me on this: I’m an EXPERT on keeping my mouth shut. It takes great mental strength to keep one’s mouth shut. Maybe a better way of saying this is…..KNOWING when to keep your MOUTH SHUT, and your ears alert. Many times over the years, keeping silent, has saved me many thousands of dollars, saved many deals, as some people think that “silence is a form of stupidity.” I’d rather let my opponent “think I’m stupid (or not understand what’s going on), that to open my mouth… and remove all doubt.
I remember one time that I thought that I should have an increase on a contract renewal. I felt that a 10% increase would be adequate and FAIR. It took all my strength to keep silent….but silent I was. Finally, the CEO of that company, said: I know you’re not going to be flexible, so how about 30%, besides, you’re worth every dollar?” Not only did I get this big increase, but a compliment that was not expected. I think that by remaining silent, will keep your opposition guessing as to what your position is on a specific issue. Intense silence keeps the opposition GUESSING.