The following is an excerpt from 33 Ways Not to Screw Up Negotiating by Gerry Paran
Now that your opponent has said “Yes,” to your proposition, continue asking for concessions. Some negotiating professionals refer to this as “Nickle and Diming “which refers to asking for additional things, usually much smaller than your original ask.
Application
When buying a home, you and the seller agree on a price. Ask for small, easily agreed to items, such as asking for the refrigerator or other appliances; the extra time to take possession; retain the window treatments, have the house thoroughly cleaned, including the windows after the move-out is complete; remove basketball backboard and pole; have the patio, concrete walks, or garage floor power washed, etc. This is the time to begin “nickle and diming.”
Application
You and your superior agree upon a mutually satisfactory raise when asking for a raise. This is the time to “niggle” for small things such as a printer for your computer; a second computer monitor; a better cubicle/workstation/office location; an additional software product; a better mobile phone; access to further training, and or certifications, etc.
Application
You agree with a seller on the price of a car. Ask the seller for new floor mats, remove any decals and bumper stickers, clean the motor, fill the tank with gas; get an oil change for the car before taking possession; clean stains off the seats, etc.
Pro Tip
Never conclude a negotiation without asking for at least one more concession.
Pro Quote
“… Catch the other side in a feel-good moment, and they might toss in your last-minute request without much thought. Had you made the same demand in the thick of negotiation, it might have caused a deadlock.” ~ Morey Stettner
Read the Book
For more tips, read the book 33 Ways Not to Screw Up Negotiating by Gerry Paran.
