Thank you for this, especially the point about silence. This is such an under-recognized negotiation tactic. I'd venture to say that negotiations often wind up as a contest of "who can bear the silence the longest". I particularly like the suggestion about a stronger statement when making a counteroffer.

It's very refreshing to hear this advice from an agency recruiter, because they are indeed maligned here and elsewhere. Part of the problem I think, is that the incentives of the recruiter are rarely aligned with the candidate.