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Nibbling

 

Disciplines > Negotiation > Negotiation tactics > Nibbling

Description | Example | Discussion | See also

 

Description

Ask for small things, one at a time. Get agreement on each.

Frame the request as being very easy for the other person to give. Be appreciative when they give. Reward them with kind words and thanks.

You can leave a delay between each one. You can also ask a short sequence of nibbles and then give it a rest before asking for more.

This can be particularly effective near the end of the negotiation, when the other person is seeking to reach a final agreement. It can also work near the beginning, to get the ball rolling.

Example

Oh, just one more thing -- it's not much really -- could I have one more seat?

Can I have that table there? And please send the waiter over immediately. I also want water for everyone, now.

This window system is just what I want. The stained glass is included, of course?...The hardwood surrounds as well, I know?

Discussion

In the way that a rabbit nibble at a lettuce leaf with small bites, so also is 'nibbling' a way of getting a lot.

Asking for a small thing makes it seem mean for the other person to refuse. It can also make them feel good by giving you something that seems small to them and makes you so happy.

At the start of the negotiation, getting a small concession sets the tone of the negotiation (that you get something for nothing).

When the other person believes the deal has been agreed (or nearly agreed), then they will give in on a small detail very easily.

See also

The personal-closure trap, Escalating demand, Foot In The Door (FITD), Incremental Persuasion

 

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Site Menu

| Home | Top | Quick Links | Settings |

Main sections: | Disciplines | Techniques | Principles | Explanations | Theories |

Other sections: | Blog! | Quotes | Guest articles | Analysis | Books | Help |

More pages: | Contact | Caveat | About | Students | Webmasters | Awards | Guestbook | Feedback | Sitemap | Changes |

Settings: | Computer layout | Mobile layout | Small font | Medium font | Large font | Translate |

 

 

Please help and share:

 

Quick links

Disciplines

* Argument
* Brand management
* Change Management
* Coaching
* Communication
* Counseling
* Game Design
* Human Resources
* Job-finding
* Leadership
* Marketing
* Politics
* Propaganda
* Rhetoric
* Negotiation
* Psychoanalysis
* Sales
* Sociology
* Storytelling
* Teaching
* Warfare
* Workplace design

Techniques

* Assertiveness
* Body language
* Change techniques
* Closing techniques
* Conversation
* Confidence tricks
* Conversion
* Creative techniques
* General techniques
* Happiness
* Hypnotism
* Interrogation
* Language
* Listening
* Negotiation tactics
* Objection handling
* Propaganda
* Problem-solving
* Public speaking
* Questioning
* Using repetition
* Resisting persuasion
* Self-development
* Sequential requests
* Storytelling
* Stress Management
* Tipping
* Using humor
* Willpower

Principles

+ Principles

Explanations

* Behaviors
* Beliefs
* Brain stuff
* Conditioning
* Coping Mechanisms
* Critical Theory
* Culture
* Decisions
* Emotions
* Evolution
* Gender
* Games
* Groups
* Habit
* Identity
* Learning
* Meaning
* Memory
* Motivation
* Models
* Needs
* Personality
* Power
* Preferences
* Research
* Relationships
* SIFT Model
* Social Research
* Stress
* Trust
* Values

Theories

* Alphabetic list
* Theory types

And

About
Guest Articles
Blog!
Books
Changes
Contact
Guestbook
Quotes
Students
Webmasters

 

| Home | Top | Menu | Quick Links |

© Changing Works 2002-
Massive Content — Maximum Speed