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“The most important thing in communication is to hear what isn’t being said.”

– Shannon L. Adler

At work, perhaps more than anywhere else, communication matters a lot. But words are not the only manner of communication. Silence is sometimes the better communicator. For example, in negotiating, I always listen for “and not a penny more.” If not said, I take that as in invitation to keep asking for more. As another example, if I raise an important issue twice, and those I am speaking with do not respond either time, I know it is something they fear, and thus valuable to me. Yes, ironically, silence often expresses the most important message, in the clearest fashion, about the central issues before you, in the most honest way.

This quote was sent to us by Maggie F. of Mason City, Iowa. Much obliged, Maggie. If you would like to submit a proverb, quote or thought, please submit it to us at vanessa@executivelaw.com.

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