Mark Cuban’s Tips on Negotiating Deals: Why It’s ‘Money in the Bank’
Written by
Gabriel Vito
Edited by
Cynthia Measom
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Negotiating with the goal of making money is an art form in the world of business that is often perceived as a battleground of aggressive conversations and quick intellect. However, billionaire investor and “Shark Tank” star Mark Cuban advocates for a different approach — one that involves the power of silence.
Cuban’s strategy, as revealed in a discussion with best-selling author Chris Voss, revolves around the art of listening and leveraging silence to one’s advantage. Instead of jumping into the fray with immediate bids and counteroffers, Cuban prefers to stay silent, allowing him to gather crucial information and assess his competition.
Why Cuban’s Tips on Negotiating Equal ‘Money in the Bank’
What’s remarkable about Cuban’s approach to negotiating is its simplicity and effectiveness. While others may perceive silence as a sign of weakness or indecision, Cuban sees it as a position of strength. He understands the psychological impact of silence, noting how it often prompts others to seek his input and creates a sense of anticipation among both his counterparts and the entrepreneurs on “Shark Tank.”
Cuban’s negotiation tactic isn’t just anecdotal; it’s supported by scientific research. A study conducted by the MIT Sloan School of Management found that moments of silence in negotiations can lead to better outcomes for all parties involved.
“Our research suggests that pausing silently can be a simple yet very effective tool to help negotiators shift from fixed-pie thinking to a more reflective state of mind,” explained Jared Curhan, associate professor of work and organization studies at MIT Sloan.
Cuban’s strategy of silence is based on the concept of active listening and observation. By paying close attention to verbal and nonverbal cues, negotiators can gain valuable insights and identify opportunities that may have otherwise gone unnoticed. For Cuban, silence isn’t about staying quiet for the sake of it; it’s about creating space for thoughtful consideration and strategic maneuvering.
In a world where negotiations are often characterized by rapid-fire exchanges and aggressive tactics, Cuban’s approach offers a refreshing alternative. It’s a reminder that sometimes, the most powerful weapon in negotiation isn’t words or actions — it’s in listening. As Cuban puts it, “Silence is powerful. Silence is money … money in the bank.”
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