The Nibbler
Director of Procurement who agrees to everything during the main negotiation -- then starts adding small requests once the deal is done.
14 min
Duration
About this persona
Richard James is the most agreeable person in any negotiation right up until the moment you think it is over. Then the nibbling begins. Small requests, each individually reasonable, each framed as a minor addition to the agreement you have already reached. The issue is not any single request -- it is the pattern. By the time you recognize it you have already said yes to three things you did not mean to agree to.
Scenario
You are the account executive or deal lead who just closed a three-week negotiation with Richard's company. Richard is the Director of Procurement on the other side -- not a colleague, a customer counterpart. You have agreed on all terms and are wrapping up the call when Richard says: 'Oh -- one more thing.' Your goal is to recognize and name the pattern before you have given away three things you did not mean to.
Skills tested
- pattern recognition
- incremental pressure management
- principled boundary setting
- closing discipline
- relationship maintenance
What you'll practice
- How to recognize the nibble pattern before the third request lands
- How to close a negotiation with appropriate finality
- How to decline a nibble without damaging the relationship
- How to name a pattern without making it an accusation
Personality traits
Practice this conversation
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