International Baccalaureate (IB) Practice Exam

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How can silence be effectively used in negotiations?

To pressure the other party into a quick decision
It can confuse the seller
As a strategy to gain leverage
To allow for a distraction

The correct answer is: As a strategy to gain leverage

Using silence strategically in negotiations can provide significant leverage. It allows the negotiator to control the pace of the conversation, creating a space for thought and contemplation. When one party goes silent, it can lead the other party to feel compelled to fill the void, which often results in them offering concessions, revealing more information, or making proposals they might not have otherwise considered. Incorporating pauses can also indicate confidence and assertiveness, suggesting to the other party that the negotiator is comfortable with the current state of discussion and does not feel pressure to respond instantly. This can shift the power dynamic in the negotiator's favor, as it subtly influences the other party to reassess their position or strategize their next move more carefully. The other options do not convey the same strategic benefit. Using silence merely to pressure someone into a quick decision lacks a longer-term tactical benefit. Confusing the seller is not a constructive approach as it can lead to misunderstanding and breakdowns in communication. Lastly, using silence as a distraction contradicts the overall goal of effective negotiation, which is to establish clarity and a mutual understanding rather than to divert attention.