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A few months ago, on my Nudge podcast, Jonah Berger explained the power of pausing.
The act of pausing seems like a small problem. On the other hand, recent analyzes show that the pause can only make you more persuasive and strengthen the effects.
In this blog I will be able to illustrate some of the science behind this phenomenon and one of the easiest ways to apply it to your next negotiation.
Taking a break shows self-confidence.
He shared how extraordinarily successful audio gadgets consistently use a shocking amount of pauses when maintaining a match.
Jonah shared this clip of an Obama speech and told me to focus for the breaks. You’ll see the correct speech right here:
That clip is only 45 seconds long, but Obama pauses for a second or 8 more events.
Jonah says this is no coincidence. Obama taught himself to constantly slow down and stop further. Why? Cleverly, according to Jonah, it makes the former president seem more confident.
Jonah has done analysis that proves this (cited in his Magic Phrases guide).
He and his colleagues showed a recording of a speech to a number of people. 50% of people heard the presenter correspond without pauses. The remaining 50% of people listened to the exact same presentation alternately with pauses included.
The two different groups of people were then asked what they thought the speaker was, how they rated the content of the topic, and how they undoubtedly felt about maintaining a correspondence.
Jonah Berger noticed that the speaker who paused received the highest score across all different questions.
Imagine, the content of the speech topic was once identical – the tone, the manner, the accent – it was all similar once. The only difference between the two speeches was the length of the pauses, and those pauses fundamentally changed how the speech was once perceived.
Breaks can also be strategic.
Stopping doesn’t just mean agreeing with political candidates. He helped one of the greatest international footballers, Lionel Messi.
Taking a break is a counterintuitive thing that Lionel Messi does that makes him great. Against this to his friends, Messi spends the main 3 minutes of compatibility no longer doing anything else. He doesn’t sprint, tackle or transfer; walk around the field.
Besides, why?
Supply of symbols
Adam Keep Watch over shared why while speaking to me in a latest episode of Nudge.
He pointed out that Messi struggled as a teenager. He was once extremely anxious when he first stepped onto the field. Constantly, as soon as the match started, he felt physically ill and had to walk across the pitch to recover. His anxiety made it unimaginable for Messi to play to the best of his ability.
Maradona famously argued that Messi would never achieve success because he is too anxious and too scared.
It seemed Messi was once destined for a career of omitted choices until an early Barcelona lifestyle instructor gave him some advice.
He told him to take a break at the beginning of the game, that he didn’t really feel the power to run or tackle, and that he didn’t start playing until the third minute. Just walk in a spherical manner, observe your surroundings, observe your opponents, and calm down.
The break worked. Instead of starting the match frantically like every other player, Messi took the time to calm his nerves. And this state of inactivity becomes a shocking advantage.
Having time to take a break gave Messi the distance to quickly analyze his opponents. Is there a vulnerable point in their setup? Is there space somewhere inside the cover? Generally there is too, and Messi, once his nerves have calmed down, would have no problem taking advantage of it.
The power of silence in negotiation
The break has strategic benefits for Lionel Messi and Barack Obama, helping each make the most of their free time.
On the other hand, is it useful for the rest of us? Can we apply it if we don’t play professional football or send professional shots?
Intelligently sure. The evidence suggests that it will be successful to try this system during your next negotiation.
In one study (cited in Anatomy of a Leap Forward), a team of psychology researchers studied the cost of pauses during negotiations. Specifically, researchers are curious about salary negotiations. They speculated that the pause might simply convince hiring managers to offer higher salaries.
For the test, the researchers recruited 60 pairs of faculty students. The students were undoubtedly assigned one of two roles. The phase was hiring managers, the section was candidate processing. Everyone was given 45 minutes to negotiate pay for the hypothetical jobs.
On the other hand, here’s the twist. 50% of in-service candidates were explicitly asked to stop during the negotiation.
Then, the section was considered trivial, alternatively the other section was confused to take a break.
The break worked. Current candidates who took a break received a larger paycheck offer from the hiring manager.
Those who took a break negotiated the superior gifts (for any occasion). Consistent with Adam Keep an eye on:
“They inspired better effects on every occasion and impressed negotiators to see that some issues could be negotiated positively on every occasion rather than competitively.”
It’s no longer strange to truly feel like Messi at the start of his career: anxious and energy-sick. In a negotiation, we actually feel the need to quickly assert our power and promptly omit problems, fueled by the use of an adrenaline rush that makes us communicate louder, faster and without pauses.
But laboratory analysis revealed that this natural response has significant disadvantages. Those who vigorously hash out problems will achieve worse negotiating effects than those who take their time.
Taking a break might actually seem counterintuitive or improper, but if it actually works for Barack Obama and Lionel Messi, it will have to provide the effects you need.
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