The second technique we are going to look at is called nibbling. This is another common technique in negotiation and a possibly it’s possible that you have been on the other side or on the receiving end of this nibbling. 

For example, when you go out to your car showroom, you buy a car. And what happens in most cases, you’ve got this showroom price. And then once you go to go through the paperwork, you find that the sales person starts talking about possibly some kind of a insurance caring for the car package. Which is an add on extra. Which you might end up getting sold. And he does some more nibbling and he actually talks about this package where you have this kit that can help take care of the leather seats in that car, for example. 

So until you decide that I’m not having any more of this, you find that you keep nibbling. That’s a negotiation technique that many of us have actually been at the receiving end of it. And the same applies to electronic goods. You go to an electronics shop, you’ll find that they start selling you other things after you have accepted that you are buying something for that particular price. So that’s the nibbling technique.