Pricing psychology & negotiation · strategy atlas
Nibbling technique
what it means
Asking for a series of small additional concessions after the main terms are already agreed, when the other party's guard is down and the psychological cost of reopening the whole deal feels higher than granting the small ask.
a real example
A buyer who agrees to a price and then, right at the signing stage, asks for a small extra — free delivery, an extended warranty — is nibbling, banking on the seller not wanting to risk the whole deal over a small add-on.
when to use it
As the receiving party, recognising this technique lets you decide deliberately whether to grant a small nibble or hold firm — the danger is granting it unconsciously simply to avoid friction.
when it backfires
Repeated nibbling from the same counterpart erodes trust over time — a relationship-minded negotiator generally avoids nibbling with someone they intend to work with again.