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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 15
Nibbling
Power Negotiators know that by using the Nibbling Gambit, you can get a little bit more, even after you have agreed on everything. You can also get the other person to do things that she had refused to do earlier. Car salespeople understand this, don’t they? They know that when they get you on the lot, a kind of psychological resistance has built up to the purchase. They know to first get you to the point where you’re thinking, “Yes, I’m going to buy a car. Yes, I’m going to buy it here.” Even if it means closing you on any make and model of car, even a stripped-down model that carries little profit for them. Then they can get you into the closing room and start adding all the other little extras that really build the profit ...

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