Description: One side makes demands that are so small and seemingly insignificant, that the other party agrees just to avoid seeming petty or intransigent. The problem is, the nickel & diming continues.
This usually takes place towards the end of a negotiation. You continue to negotiate for small points after the other side thinks an agreement has already been reached. It is a way of grabbing value from a counter-party that wants to sign and doesn’t want to jeopardize the agreement for a minor point. Useful with avoiders who are likely to walk away from bigger demands. Also useful for accommodaters who are in a weak position and want to save face.
Works very well ONCE, for relatively low-value points. Can undermine the relationship if it gets repeated too many times.
Intent: Grab value.
Style: Competitive or Yielding.
Counter: Refuse – and then stay silent. Concede, on the condition that this is the one and only remaining “loose end”. Concede – but use it as an excuse to bring up your OWN loose ends.