Bluffing, in a sense, is just another tool in the repertoire of a good negotiator, like a book that can be read or ignored depending on the audience. It’s less about fooling than about creating uncertainty that forces the other side to reveal what they truly want. The key is to keep the bluff subtle, almost invisible—so you’re not playing with a full‑blown lie, but with a hint that could be true. That way, the other party has to decide whether to play along or dig deeper, and you gain the information you need. It does take a calm mind to hold that uncertainty without tipping your own hand, and a well‑timed pause can do more than a loud declaration ever could. The art, then, is in knowing when to let the silence speak louder than words.

Indeed, silence can often be the loudest. It’s the pause that gives them space to reveal their true intentions, while you remain calm, observing every subtle shift. That rhythm is the key.