19/04/2026
When the other party goes quiet, most people assume the worst.
The research suggests something more useful.
Delays in negotiation are rarely caused by a single factor. Conflict resolution research identifies four distinct causes of silence, each with different signals and a different effective response.
The distinction matters, because the response that works for a power strategy is the wrong response for fear and vice versa.
Most people treat all four as one problem. That is usually why the response makes things worse rather than better.
Swipe through for the framework. The link Your Upspring newsletter is in the comments. It goes deeper on each cause and what to do with what you find.