Tactic 32 of 99
The Nibble
Close the deal, then ask for one small extra.
What it is
You ask for a small additional concession after the main agreement. Once people are committed to the deal, they hate to risk it over something “small.”
Spot it
Little extras that arrive right after you’ve said yes. “Oh, and...” on the way out the door, when backing out feels petty.
Counter it
“Sure, and in return I’ll need X.” Every nibble gets a price. Or simply: “That wasn’t part of what we agreed, so no.” Agree the full scope in writing before you shake hands. Anything after that is a new deal.