Negotiate Anything Stop Talking: How to Use Silence to Win Any Deal
Mar 2, 2026
Varun Sharma, an international deal-maker experienced in hospitality, government trade roles, and Estonia’s e-residency program, shares a counterintuitive negotiation approach. He discusses why silence and emotional control win deals. He also covers preparation, trust-building, handling aggressive negotiators, and balancing honesty with diplomacy.
AI Snips
Chapters
Books
Transcript
Episode notes
Use Silence To Let People Reveal Themselves
- Use silence deliberately to control your reactions and let the other person reveal information.
- Varun learned this in hospitality and diplomacy where staying silent let counterparts talk themselves into the truth.
Disconnect From The Outcome To Stay Calm
-Disconnect from the outcome while still setting clear objectives to reduce pressure and make better decisions.
- Varun does this by cultivating faith in a larger plan so outcomes don't trigger emotional collapse.
Build Trust Before Pitching Numbers
- Build trust first; negotiation without trust becomes a struggle where parties feel they've lost.
- In sustainability sales Varun spends time understanding client costs and timelines before pushing hydrogen solutions.
