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Can Silence be Eloquent?

The Japanese are known for their periods of silence in business negotiations.

Americans are uncomfortable with silence and feel an internal obligation to fill the silence with words, often making comments that tip their hand.

But do the Japanese really set out to use silence as a tool to gain competitive advantage in negotiations as many think? Not really.

The following excerpt from an article titled “Can Silence Be Eloquent?” on the WIN Advisory web site provides valuable insight into why silence is important in Japanese culture. Read more »