In nibble tactic, what should you do?

• A. Stand ready with a little something extra of your own to offer.
• B. Concede the entire original deal to satisfy the other side.
• C. Walk away without offering any concession.
• D. Insist on the original deal and refuse to negotiate further.

Answer: (A)

Nibble tactic is about closing a deal by offering a small, discretionary concession at the end. The idea is that once the major terms are on the table, you add a tiny extra incentive that you can afford, so the other side feels they’re getting a added value without you giving up much. This helps push the agreement over the finish line, signals flexibility, and creates a sense of reciprocity, making the other party more inclined to commit.

Think of it as a last-minute bonus you can offer—something minor like a brief warranty, expedited service, or a small perk—that keeps your main terms intact. It’s better than standing firm on everything or walking away without giving them anything, and it avoids giving away the core deal.