Strategic Negotiation: The Power of the “Closing Accusation”

A practical conversation with Mike Inman on using silence, precision, and observation to test positions and unlock movement in negotiations.

What We Explored in This Episode

In this episode ofThe Negotiation Club Podcast, Philip Brown (Founder of The Negotiation Club) is joined by Mike Inman, negotiation trainer at TableForce, to examine a standout moment from a live negotiation practice session.

The conversation focuses on how small, deliberate choices in language, timing, and silence can reveal flexibility in the other party’s position—often without confrontation or pressure.

Anticipation Over Empathy

Mike explains that while empathy matters, effective negotiation also requires anticipating the other party’s next move. A key part of this anticipation is understanding the other party’s BATNA and what realistic alternatives they may have.

By thinking one step ahead, negotiators can test positions intelligently rather than reacting instinctively.

A Critical Micro-Moment: Question, Silence, Observation

The episode analyses a pivotal moment from a practice negotiation. After the seller reduced her offer to £538, Mike responded with a precise question:

“So for £532 you would walk away?” —followed by purposeful silence.

Rather than receiving an immediate rejection, the seller summarised her position—signalling that movement was still possible. This absence of refusal, combined with how the response was delivered, provided valuable information.

Why the Technique Works

Philip and Mike break down why this moment was effective. The technique combines several elements:

1. A closed, specific question
2. A small, deliberate movement
3. The use of odd numbers to signal precision
4. Silence, creating space for reaction
5. Observation, rather than assumption

Philip also notes the subtle tone of mild disbelief in the question, which gently challenged whether such a small difference should truly end the deal.

The Risk of Overusing Tactics

Mike stresses that no tactic should be overused. Repetition makes behaviour predictable and reduces effectiveness. A skilled negotiator, he argues, needs a broad toolkit and the judgement to choose the right tool at the right moment.

This aligns with the idea that negotiation skill is not about favourite techniques, but about adaptability.

Turning the Moment into Practice

To practise this skill, focus on moments where the other party appears close to agreement. Try introducing a small, precise movement and then stop talking.

Observe:

• Whether rejection is immediate or delayed
• How the other party explains or reframes their position
• What is said—and what is not said

A dedicated Negotiation Card on “Closing Accusation” has been created to help practitioners practise this technique deliberately. The card supports experimentation with tone, timing, and silence, helping negotiators develop sharper observation and judgement.

Used well, this approach turns quiet moments into some of the most informative parts of a negotiation.