Recognizing the best negotiation techniques can guarantee the most favorable outcome. The nibble technique is one such tactic that is widely utilized at the tail end of the negotiating process. This technique enables negotiators to seek a relatively small concession before the deal is concluded. In this piece, I will explain how the Nibble technique serves its purpose, why it is efficient, and how you can apply it as well as defend yourself from it in negotiation scenarios.

As with the rest of the techniques, nibble allows for one party to ask for a minor concession on some trivial aspect of the deal. The Nibble tactic occurs at the close of a negotiation after all other problems have been solved. This tactic is a smart way of increasing the benefits of an agreement without angering the other side.

The, “nibble,” as it is termed, is usually a small request that seems trivial like, one percent. In effect, getting a little more for nothing has become the lawyers goal. There is no need to alter the terms or balance and these minor changes over a longer period can result in greater benefits or profits.

So what exactly is the Nibble technique?

Both forces want to close the negotiations which is why the technique works. A particular side will request for a small favor to be done or slight alterations to be made before the agreement is reached. It may, at first glance, look proposterously trivial compared to the rest of the agreement.

Before a contract is final, a buyer might request or even demand for something little like additional free products or services to be included. Seal the deal is of utmost importance for the seller, therefore they may not dispute this “nibble” request.

Why is the Nibble Technique successful?

Social pressure:

Very often people ‘nibble’ or nibble at the edges of something as a negotiation technique and asks for something as a little. A person who’s being asked such small favors finds it difficult to say no as they may want to seal the deal.

Both Parties Have Stepped Into The Negotiation:

Time and effort that has been spent by both buyer and seller has been considerable. Negotiating by the seller might be used as an attempt of closing the deal where they are specializing for the seller to do a favor for them.

Strategic Moves:

Nibble technique makes it psychologically difficult for the other party to resist after both have spent a lot scrutinizing the other side and consequently make it easy to close the deal quickly.

Building Goodwill:

By employing the Nibble technique, sellers can create goodwill and maintain a positive relationship with the buyer. By granting a small last-minute request, sellers can have more confidence in the agreement.

How to Counter the Nibble Technique

Knowing how to respond to the Nibble technique is essential to counter it effectively. The following suggestions will help you defend yourself against Nibbling.

List Expectations Prior to the Negotiation:

Before entering negotiations, write down your expectations along with the main concerns. This will ensure that you do not miss out on any important details. That way, you will not be able to make unreasonable last minute requests. You will be able to remain firm.

Inquire about Unresolved Expectations:

If the Nibble tactic is applied against you, ask the other party whether they have any unmet expectations. This forces the other side to make what they want clear and may stop them from trying to force unreasonable requests at the last moment.

Unwillingness to Meet Additional Requests:

While dealing with someone who is trying to apply Nibble on the terms by adding more requests, you can calmly explain that original terms have been agreed upon. Tell them and insist they won’t be able to change anything else on this matter.

Make a List:

Gather all of the critical points for your negotiation and have them written down beforehand. This ensures that you remain concentrated on the critical matters at hand, while Nibble is entirely off the mark.

Get Management Approval:

If an alteration cannot be accepted, let your superiors know that there is the necessity for a discussion with them or getting some management approval before anything is done. This technique is able to put a delay on, or even halt, Nibble.

Fixed Pie Technique:

When someone is nibbling, remind them that the total value of an arrangement has been designated, and that without a change to the agreement as set, there will be no more changes made. This will ensure that the deal value does not drop further.

Expanding the Pie:

If Nibbles are expected, then give them “free add-ons” that straightforwardly are costless from your side. Such proactive measures can help minimize other people’s chances of attempting a last-minute request.

Face-Saving Tactics Techniques:

In emotionally charged situations, you can employ face-saving techniques by not fulfilling very last-minute requests to make the other party feel that they are accorded some level of respect. There is no problem having a healthy face saving negotiation as long as you manage the issues the other person is raising.

Simple laminated price stickers or publicly displayed price pamphlets:

Simple structure or publicly displayed price pamphlets can help you avoid Nibbling by making clear what is negotiable and what is not.

How do I use Nibble Technique to my advantage?

Here is the strategy you should adopt, if you intend to strategically use the Nibble Technique as stated above.

Request at the Correct Phase of the Conversation:

You can ask a Nibble question when all major terms have been agreed upon, and just before you close the deal. This is a favorable time for the other party to accept the smaller requests that you may want them to agree to.

Only a Small Adjustment Must Be Asked For:

A Nibble is a small adjustment to a deal which can be as small as about 1%-2%. If you make bigger demands you risk being turned away and missing out on the deal completely.

Use It to Foster Relationships:

Nevertheless, the Nibble technique is not only useful for value creation, but to encourage interparty relationships. By making small demands, you can gain goodwill which can assist in the long-term negotiation.

Important Points to Note

The Nibble approach is when a negotiator tries to get small concessions at the end of a negotiation, which cumulatively is worth a lot.

These requests are made at a time when both sides are willing to reach an agreement, so they are hard to refuse.
One can defeat the Nibble by making sure that the recommended terms are met, expectations are managed, and set boundaries are met.

To maintain a favorable environment for productive bargaining, make sure your requests are brief and are made at appropriate times.

You can get the most out of the Nibble technique, or completely thwart it. As a means of protecting one’s position in negotiations or as a way of trying to gain more from the deal, this technique is particularly effective.

Categories: Negotiation Skills