Part 9/11:
Creating a sense of urgency through deadlines can motivate quicker commitments. However, it’s critical to use this tactic judiciously, as artificially imposed deadlines can damage relationships and lead to distrust if perceived as manipulative.
Building Rapport
Establishing a personal connection can smooth negotiations. A common interest or shared experience—like discussing pets—can foster trust and openness, making the negotiation climate more collaborative and amiable.
Employing the Nibble Tactic
After agreeing on major terms, some parties may then introduce minor additional requests—often dubbed as "nibbling." By flipping this strategy on its head and requesting small favors after a primary agreement, you can negotiate additional valuable terms without significant resistance.