Which item on the list is a hardball negotiation tactic?

• A. Good Cop/Bad Cop
• B. Confidence building for mutual gains
• C. Transparent information sharing
• D. Nibble

Answer: (D)

Hardball moves in negotiation are aggressive strategies designed to press for concessions and shift terms in a way that pressures the other side to give more value. Nibble fits this pattern: after a deal looks nearly done, one side asks for small, incremental concessions—one more thing here, a minor change there—until the other party agrees to extra terms. This tactic relies on momentum and the hope that small requests will be granted without reopening the entire negotiation, often squeezing out extra value.

The other options are more collaborative or informational in nature. Good Cop/Bad Cop uses role-play to create pressure and confusion rather than seeking incremental gains after agreement. Confidence building for mutual gains and transparent information sharing focus on trust, openness, and joint benefit rather than pressing for additional concessions.