Business English Podcast · Negotiations · Episode 24

Using Silence When the Other Side Rejects Your Price

The client rejects your price — why the next five seconds of silence are worth more than any argument.

C1 · Monologue · 5 Min. · free

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Editorially reviewed by James Simmonds – English teacher since 2004Published 17 August 2026

Using Silence After a Price Rejection

SceneSales director Daniel explains his most effective negotiation technique: deliberate silence after the other side rejects the price — with phrases, dosage and a real case.

0:00 / 5 Min.

Tip: listen to the episode twice before you start the test. · Worksheet (PDF)

✓ To the comprehension test

Daniel — Sales director, industrial software

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Transcript

The full transcript opens after the comprehension test — so you train real listening instead of reading along.

German support

DanielWelcome back to the negotiations series. I'm Daniel, and for the last twelve years I've sold industrial software to manufacturing companies. Today's topic sounds simple and feels terrible: what to do in the seconds after a customer rejects your price.

DanielPicture the moment. You've presented your offer, and the buyer says: 'To be honest, that's far too high for us.' Your instinct is to fill the silence — to justify the price, to explain your cost structure, or worse, to offer a discount nobody has even asked for.Ihr Instinkt ist, die Stille zu füllen – den Preis zu rechtfertigen oder ungefragt einen Rabatt anzubieten.

DanielResist that instinct. My rule has two steps: acknowledge, then pause. I say, 'I hear you.' And then I say nothing for four or five seconds. It feels endless. It is supposed to.

DanielWhy does this work? Because silence transfers the pressure. The person who breaks the silence usually makes the first concession. If that person is you, the discount conversation has already started — on their terms, not yours.Wer das Schweigen zuerst bricht, macht meist das erste Zugeständnis.

DanielA quick warning for German speakers. A colleague of mine once told a British buyer he was 'irritated' by the counter-offer. In German, irritiert means puzzled or confused. In English, irritated means annoyed — the buyer heard anger where my colleague only meant surprise. If the silence or the rejection confuses you, say 'puzzled', never 'irritated'.Deutsch „irritiert" = verwirrt; Englisch „irritated" = verärgert – der Käufer hörte Ärger statt Überraschung.

DanielAfter the pause, re-enter with a question, not a defence: 'Help me understand — which part of the price feels too high?' Or: 'What would need to change on your side for this to work?' Both questions keep your composure visible and put the next move with the buyer.Steigen Sie mit einer Frage wieder ein, nicht mit einer Verteidigung.

DanielIf the buyer simply repeats the rejection, name the pause: 'I'm taking a moment because I want to give you a considered answer, not a fast one.' That single sentence turns silence from awkwardness into professionalism.

DanielKeep the dose realistic. On the phone, three to five seconds is plenty; on a video call, hold eye contact and stay relaxed. Ten seconds of dead air is no longer a tactic — it's a standoff.

DanielLast quarter, a purchasing director told me my offer was 'well beyond our budget'. I said, 'I understand,' and waited. After five long seconds, she volunteered her real budget figure — and we closed at a four per cent reduction instead of the fifteen she had planned to demand.Nach fünf langen Sekunden nannte sie von sich aus ihr echtes Budget.

DanielSo: acknowledge, pause, ask. Let the silence do the negotiating for you — and save your concessions for something you get in return.

Key phrases

to fill the silence

to keep talking because a pause feels uncomfortable

Never fill the silence with an unplanned discount.

to justify

to explain why something is right or reasonable

You do not have to justify your price the moment it is questioned.

concession

something you give up in a negotiation

Every concession should buy you something in return.

to acknowledge

to show that you have heard and understood

Acknowledge the objection first: 'I hear you.'

composure

calm control of your emotions

She kept her composure even when the client raised his voice.

irritated

annoyed — a false friend of German "irritiert" (= puzzled)

The client sounded irritated, so I suggested a short break.

beyond our budget

more expensive than we can afford

The premium package is beyond our budget this year.

to volunteer

to give information or offer something without being asked

Under pressure of silence, buyers often volunteer their real limits.

Language notes

In this episode a sales director explains how deliberate silence after a price rejection shifts pressure to the other side: acknowledge, pause four to five seconds, re-enter with a question. You learn the key C1 phrases — and why German "irritiert" is never "irritated" in English.

Acknowledge, pause, ask

The technique rests on three language moves: a brief acknowledgement ("I hear you"), a named pause ("I'm taking a moment because I want to give you a considered answer") and an opening question ("Help me understand — which part of the price feels too high?"). At C1 level the order matters: whoever starts with a defence is already negotiating against themselves.

Cultural note: silence in German and English business

German negotiators are famously direct, yet often find conversational pauses embarrassing and rush to fill them — exactly what the other side exploits. British and American buyers use silence deliberately as a tool. Add the false friend "irritiert": saying "I was irritated" after a surprising rejection signals anger in English, not confusion — and quietly poisons the atmosphere. The correct words are "puzzled" or "confused".

Dosage: phone, video, in person

Silence is a tool with a dosage. On the phone, three to five seconds is enough, because a pause feels longer than it is. On a video call, hold eye contact and stay relaxed, or the silence reads as a connection problem. Beyond roughly ten seconds the tactic tips into confrontation ("a standoff") — at that point, naming the pause is the only way to keep it professional.

Keep practising: Learn business English online — with real teachers from Simmonds, since 2004.

Frequently asked questions

What language level is this episode for?

Level C1 (CEFR). The monologue uses nuanced negotiation English; the vocabulary list explains all eight key terms bilingually.

How do I use silence correctly in a price negotiation?

In three steps: acknowledge briefly ("I hear you"), pause four to five seconds, then re-enter with a question ("Which part of the price feels too high?"). Never respond with a justification or an unrequested discount.

Does "irritated" mean the German "irritiert"?

No. English "irritated" means annoyed. German "irritiert" (= confused) translates as "puzzled" or "confused". Saying "I was irritated by your offer" makes you sound angry rather than surprised.

Is there a transcript to read along?

Yes, the full transcript with German support notes is on this page — listen first, then take the test, then read along.

Where can I practise negotiation techniques live in English?

In the online business English courses from Simmonds Language Services (englisch-lehrer.com/online): live lessons with real teachers on Zoom — negotiation role-plays included. Start with a free consultation.

Want to practise these phrases in a real conversation?

The podcast trains your ear — in our online lessons you practise the conversation yourself, with real teachers. For companies across Germany since 2004.

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