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Counter This Annoying Negotiating Tactic With Ease

July 5, 2022

Via: Inc.

One negotiating technique you see used all the time is what I like to call the nibble. This occurs after you’ve shaken hands to close a deal, and just as you’re getting ready to sign the papers to make it official, the other side tries to get one last concession on the table.

Every time I see this happen, I can’t help thinking of the classic TV detective drama Columbo. Columbo, the detective, was a master of the nibble. He’d spend 10 minutes interviewing a subject, seemingly getting nowhere, and then, just as he put his hand on the doorknob to leave, he would turn around and say, “Just one more thing … “

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