The nibble tactic involves a small concession after an agreement seems reached.

• A. Making a large final concession to secure agreement
• B. Asking for a small concession after an agreement seems reached
• C. Withholding information to confuse the other party
• D. Delaying the process

Answer: (B)

The nibble tactic is about sealing the deal by asking for a small concession after it already seems within reach. Once both sides feel close to an agreement, you request something minor—like adding a small service, a minor discount, or a small change in terms. Because the deal is nearly done, the other party is often willing to grant this tiny request to finalize everything, preserving the momentum and the overall agreement while getting a bit more value for you.

This description fits precisely: you’re not making a big demand or dragging your feet; you’re making a small, bite-sized ask at the final stage of negotiations. A large concession right at the end would shift the balance too much and could jeopardize the deal. Withholding information to confuse and delaying the process aren’t about obtaining a small closing concession, and they don’t describe the nibble approach either.