The use of silence by a negotiator creates a "verbal vacuum" that makes the other uncomfortable and helps determine whether the other party is acting deceptively.

Silence

The absence of verbal communication, which can convey meaning or express contemplation.

Verbal Vacuum

A communication strategy where one intentionally remains silent, encouraging the other party to talk more and potentially reveal more information or concessions.

Acting Deceptively

Engaging in behaviors meant to mislead or trick others, often to gain an unfair advantage.