Latest / Selling Your Canadian Business
In a Business Sale, Silence Is Not Empty Space
In a business sale, silence is not simply the absence of conversation. It can be a powerful negotiating tool, and knowing when to stop talking can protect value at the table. This podcast explores the psychology behind strategic silence, why sellers often feel compelled to fill uncomfortable gaps, and how that instinct can lead to unnecessary concessions.
You will learn how buyers can use delayed responses, silence after concessions, and late-stage silence to create pressure, particularly when an owner is negotiating directly. The discussion also examines why real-time conversations can make…
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