The power of the pause...

I was at a flower shop this week buying some flowers for a friend, and I had an interesting experience. The store owner was trying to sell me an arrangement that was about $7 more than I wanted to spend. But I knew the person I was buying for would love the arrangement.

So I paused for a second to think it over. In that second, the owner -- eager to close the sale -- offered to knock $4 off the price. That sealed the deal for me. My friend loved the flowers and I got a great deal.

But it reminds me about the importance of pausing. This is not the first time I've unintentionally bartered my way into a better deal simply by taking my time evaluating a purchase. Especially in small shops where you are dealing directly with the owner or manager, a pause can be a really powerful tool.