Nibbling

You should always use the Nibbling Gambit when you are asking for an increase in pay or negotiating a compensation package for a new job.

It works because the interviewer’s mind reverses itself after it has made a decision. He may have been fighting the thought of hiring you at the start of the negotiation but after he has made a decision to hire you, he wants the relationship to go smoothly and feel good. At this point, it is possible to nibble for a more liberal expense account, upgraded car or office, or additional benefits.

• Mind the timing. With a well-timed nibble, you can get things at the end of a negotiation that you couldn’t have gotten the other side to agree to earlier (i.e. car upgrade, salary review).

When the other person nibbles on you:

• Respond by making him feel cheap, in a good-natured way.
• Avoid post-negotiation nibbling by addressing and tying up all the details, avoid leaving anything to “We can work that out later.”
• Use gambits that cause the other person to feel that they won, then they are much less likely to nibble.