The DENNIS Method - Combining Tactics with Timing creates Strategy
Day 14: Neglect Emotionally - Radio Silence, The Mishear
Hey, it’s been a few days since our last post—sorry about that, but hey, we can take it or leave it, right? 😉 Whatever, you love this stuff anyway, as Dennis would say.
We’re now in Part 4 of our deep dive into the DENNIS system, a toolkit designed to control and influence negotiations. Today, we’re focusing on Neglect Emotionally—a strategy used to create emotional distance, leaving the other party feeling uncertain and off-balance. The two tactics we’re covering are Radio Silence and The Mishear.
Radio Silence 📵
Radio Silence occurs when the other party deliberately delays responses, leaving you waiting and wondering. They’re trying to make you anxious, second-guess yourself, and maybe even make concessions just to get a reply.
But while it might seem like the conversation has stalled, it’s crucial to recognize that this is just a tactic. The other party is likely using this time to strategize, and you should too. Don’t let the adrenaline push you into hasty decisions. This silence doesn’t mean the deal is done or dead—it’s just another move. Set a follow-up meeting in a few days to bring things back on track and keep the negotiation moving.
The Mishear 🤷♂️
Then there’s The Mishear—when the other party pretends to misunderstand or misinterpret what you’ve said. It’s a tactic to derail the conversation, buy time, or even frustrate you into dropping a point.
To counter this, be clear and precise in your communication. Bring written demands or presentations to the table. If they’re trying to pretend they didn’t hear you, make sure you give them something to read… might as well be in Braille too. 😉 When everything is documented, it’s much harder for them to twist your words or pretend they didn’t catch your meaning.
Neglect Emotionally tactics are all about making you feel insecure and uncertain, keeping you on edge. Radio Silence and The Mishear are particularly effective at doing just that.
But by recognizing these tactics, you can stay in control. Don’t let the silence or confusion throw you off your game. Stay strong, stay focused, and keep the negotiation on your terms.
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