Have you ever found yourself at the end of a negotiation, only to think, “Could I get just a bit more out of this?” Well, you’re not alone, and there’s even a cheeky term for it in the negotiation world – nibbling. It always brings a smile to my face just saying it!
What’s Nibbling Anyway?
Nibbling is that subtle yet impactful art of asking for a little extra after the main terms of an agreement seem set in stone. It’s like reaching for that last piece of cake, thinking, “Why not?” Imagine the scene: both parties are sighing in relief, ready to wrap things up, and that’s when a small, seemingly innocent request pops up.
How Does Nibbling Work?
- Initial Agreement: This is where you’ve ironed out the major details – what’s being bought, sold, or agreed upon, including price and deliverables.
- Additional Minor Requests: After this, one side will make a small ask. It might seem inconsequential but, hey, every little bit counts, right?
The Perfect Timing
The magic of nibbling lies in its timing – right when a deal’s about to be sealed. It plays on the human emotion of relief and anticipation of completion, making the other party more likely to agree to that little extra.
Nibbling in the Wild
- Flea Market Flair: You’ve agreed on a price for a vintage lamp and then casually ask if those charming old books could be thrown into the deal. Classic nibble!
- Car Dealership Drama: Just as you’re about to sign off on your new car, you innocently inquire, “This does come with a full tank of gas, right?”
How to counter the “Nibble”
Awareness is key. Recognize the nibble for what it is, and you’ve got several tools at your disposal:
- Humor: Laugh it off with a light-hearted comment. “Wow, you’re really going for gold here, aren’t you?”
- Firmness: Politely but firmly stand your ground, reminding them of the agreed terms.
- Nibble-ception: Nibble right back with a request of your own. It’s only fair, after all.
- Integrity Stance: Sometimes, you just need to be ready to walk away to show you’re serious.
- Silent Strength: After your counter, let silence do the heavy lifting. It’s a powerful ally.
The Fine Line
While nibbling can be an effective strategy, it’s important not to overdo it. Relationships are key in business, and maintaining a positive, professional rapport is crucial. It’s all about finding that sweet spot between getting the best deal and keeping the door open for future opportunities.
So, the next time you’re wrapping up a negotiation, and you feel that impish urge to nibble, remember these tips. Not only can you possibly sweeten the deal for yourself, but you’ll also be engaging in one of the most human aspects of negotiation – the desire for just a little bit more.
As a co-founder of The Constance Group, I’m at the forefront of revolutionizing sales and leadership strategies worldwide. Our difference? The proprietary “Sales Funnel©” methodology—an innovative approach that significantly enhances selling processes, complemented by our programs in leadership, negotiation, and sales development.
Our distinct edge lies in our personalized approach. Prior to any keynote or workshop, I personally collaborate with stakeholders and attendees to develop a tailored, impactful program. This commitment goes beyond content delivery; it’s about crafting actionable insights that participants can immediately leverage for real-world impact.
Rooted in behavioral science, our strategies offer profound insights into human behavior, empowering your team to navigate complex scenarios with positive outcomes. Our sessions are designed to be engaging and memorable, mixing potent messages with humor and narratives that not only resonate but also inspire lasting change.
