I think this excerpt from Jeffrey Shaffer's column in the Christian Science Monitor provides an important reminder for those of us who "jawbone" for a living...
A client wanted William Devine to negotiate the purchase of some property from a developer, but the client's offer was $100,000 below the asking price. During a long phone call with the developer, Mr. Devine got most details resolved, but finally the man brought up the money issue and said, "The price your client proposes will leave us well short of our projections. That makes it very tough on us."
There was a pause, and Devine considered his options. Since the developer hadn't asked a question or made a counteroffer, he decided to wait, and soon the man said, "But ... I guess it's good for us to just get the deal done, so we'll do it." The lesson, Devine writes, was, "I had saved a client $100,000 by simply immobilizing my jaw."
A great concept for business, and for everyday life. Sometimes the best reply is none at all.