It's all in the silence

Owen Glenn. Photo / Richard Robinson

If you're going to make it as an entrepreneur or businessman you've got to know how to do a deal.

Some people, like Graeme Hart, seem to have been born with an extra gene for picking when to buy, when to sell and when to walk.

But if it doesn't come naturally, don't worry, says Owen Glenn, who has done his fair share of big deals over the past 40 years.

"There is a lot of personality in it," he says. "But it comes through experience."

Glenn says there is a lot to be said for not saying a lot.

"I believe the the essence of negotiation is not what you say. It is the periods of silence. You say what you have to say and then say nothing. Let the other guy work out how he's going to answer you . I find that works. But don't try and be cute about it. Make your point, but then a lot of people will follow that up with a lot of unnecessary statements to say how right they are. Just say it then let them comment. Because that tells you everything."

This week one nervous job applicant at TVNZ got just that advice from the billionaire as he waited to have a chat with the business show.

" I said I could tell by the body language that she was coming for a job. So I said 'look them straight in the eye. Answer the question and don't ramble on'. I think she'll get it."