The “nibbler” modestly requests small concessions after everyone thinks the deal is done but before it formally closes. In the context of a lengthy and complicated negotiation, many people are reluctant to spoil either the deal or the relationship by quibbling over such small items. So they accommodate and make the requested concessions. By nibbling at all their contracts, however, professional negotiators can add as much as 3–5 percent in additional value to their deals over a year’s time.
professional nibblers
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