During the verbal negotiation meeting, what strategic action is recommended immediately after stating the specific adjustment amount being sought?

Stop talking and allow the hiring manager or recruiter to absorb the number and respond first

A crucial tactical maneuver during the in-person or verbal delivery of a counteroffer involves leveraging silence strategically. After clearly reiterating enthusiasm for the role and transitioning smoothly into framing the request based on demonstrated value and research findings, the candidate should present their target number and then cease speaking. Silence in this context can feel profoundly awkward, but rushing to fill that void is strategically unsound because it often prompts the candidate to inadvertently negotiate against themselves, perhaps backtracking or lowering their ask before the recipient has had time to process the figure. Letting the hiring manager absorb the number and speak first maintains confidence and control over the anchor point.