Rational brain · Negotiation & Sales Frames
Nibbling Tactic
Small extra asks made after agreement, when you are relieved and reluctant to reopen; each is too small to fight and together they move the deal.
An everyday example
'And you'll include the training, of course?' as the pens come out.
What it can cost you
Conceding a series of small items you would never have accepted as a package; reopening your own concessions.
Warning signs
- We agreed and they are still asking.
- Each ask is too small to refuse.
One thing to do
Treat any post-agreement ask as reopening the whole deal: 'Happy to discuss — what would you like to give back for it?'
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