Chapter 18
The Nibble Tactic
Have you ever had a situation in your personal life when you thought you had a deal worked out and locked in, only to have the other side ask for something extra “thrown in” at the last minute? If you have, chances are you’ve been “nibbled on.” Simply put, the tactic of nibbling is to ask for a little more even after you’ve agreed to everything. The nibbler attempts to gain a few extra concessions by little infringements on the terms the other side already thinks are agreed to.
I bet most of you have been nibbled on or done a little nibbling yourselves (maybe without even knowing it) in your personal negotiation situations. You’re sitting in that little glass cubicle at the car dealership after spending all day finally ...
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