Many people opt for persuasion when negotiating. Mark Cuban prefers to stay silent instead. Here's why.
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The billionaire investor learned how to use silence to his advantage, he said in a recent discussion with best-selling author Chris Voss on, the streaming audio app Cuban co-founded. Instead of being first to grill the entrepreneurs, Cuban prefers to "just be quiet and listen," he added. "[Silence] gives you a chance to learn. There will be times when someone walks in on 'Shark Tank' and I'm thinking to myself: 'There's no way I'm interested. Or, if I am, I don't have quite all the data that I need to make a decision,'" he said. "When I listen to the other sharks, they're going to tell me if I have any competition financially to do a deal. They're going to teach me things, potentially, about that industry… about the person.
"Barbara Corcoran, who sits next to me very often… her people skills dwarf mine," he added. "She is so good at sizing up people and understanding who they are... I want to get a sense of what her perspective is. And just getting that input makes me smarter."
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