Final answer:
The negotiation strategy described is the silence technique, which is part of active listening. It involves letting the buyer speak freely without interruption, giving the salesperson valuable insights. Observing body language and tone, expressing empathy, and asking open-ended questions are crucial to this method.
Step-by-step explanation:
The negotiation strategy being described where a salesperson listens carefully to the buyer's responses without talking is known as the silence technique. This method allows the buyer to reveal more information than they might have intended, providing the salesperson with valuable insights into the buyer's challenges and negotiation positions. Active listening is a broader concept which encompasses the silence technique but also includes verbal acknowledgment and clarification, empathy, and reflection to ensure the speaker feels heard and understood.
Using the silence technique effectively in negotiation requires a focus on non-verbal cues as well. Observing the speaker's body language and listening for changes in tone can provide additional context to what is being said, allowing for a deeper understanding of the speaker's true position. The key is to use this information to build rapport and avoid judging or interrupting, making the speaker feel comfortable enough to continue speaking freely.
In the context of conflict resolution or any negotiation scenario, it is important not to assert authority aggressively or to polarize the conversation. Part of active listening includes expressing empathy, asking open-ended questions, and rephrasing what has been said to avoid misunderstandings. By applying these strategies, a negotiator can maintain a positive working relationship and focus on solving the problem rather than assigning blame.