The Negotiator's Mantra: Time is Money: Money is Time
Founding Father Benjamin Franklin played many roles, despite having the same 24 hours a day you and I do. He was a successful author, printer, political theorist, politician, postmaster, scientist, musician, inventor, satirist, civic activist, statesman, and diplomat. In his 1748 pamphlet Advice to a Young Tradesman, Franklin wrote, "Remember, time is money. Waste neither time nor money, but make the best use of both." His advice holds true for today's negotiators.
In a negotiation, taking time relates to how you decide to pace and control your communications. The patient, closed-mouth negotiator waits (despite uncomfortable silence) for his opponent to be the first to reveal financial terms. Be patient. Show little emotion and confident body language. Relax your demeanor.