Sometimes silence really is golden. Any negotiating coach will tell you that in a situation where one party to a negotiation makes an offer or statement and a period of silence sets in, the first party to talk or break that silence loses the point. Silence can be uncomfortable when you are talking to attorneys about your legal nurse consulting services, so how do you pull that off?
Let’s say you quote your legal nurse consulting fee and the attorney says “that’s expensive.” Pause, take a deep breath and visualize (without smiling) that attorney in the hospital wearing a hospital gown with his backside showing. For all you know he’s just thinking and processing out loud. 10 seconds, 20 seconds, a minute…your silence is a demonstration of your confidence in your status as a Certified Legal Nurse Consultant. Soon the attorney will get uncomfortable enough to break the silence and accept your fee (which is quite reasonable) or negotiate further.
Success Is Inside!
Recent Comments