Here is the third “Don’t” or the first “F” in GAFFS. Don’t: Fill every void in the conversation.

There are two very key points to remember when you think about this tip.

First, when you are talking, it is pretty obvious that the other party will be listening and gathering more information. In other words, the more you talk, the more information you provide. Remember the third of the 5 R’s to “request information.” The more you have, the stronger your negotiating position and the better the final outcome.

Second, if you remain silent and refrain from filling every void in the conversation, eventually the other party more than likely will offer additional information to clarify their position.

I am by no means suggesting that you turn your negotiating session into a contest to see “who blinks first,” but the old adage that “silence is golden” has a lot of value at the negotiating table when utilized properly.

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