The quivering pen is very similar to the nibble, but with one crucial difference—it happens just before signing, when you or they ask for one more thing. It's not dishonest like the nibble, but it is cheeky and can be worth a try. If they do it to you, then respond as you would with the nibble: say "No," or counter-nibble, but also preempt by asking about extras earlier.
- [Instructor] There's a tactic that you can use…right at the end of the negotiation,…which I think is a bit cheeky,…but I think it's okay to use it,…and this is the quivering pen.…And as with all of these tactics,…even if you don't feel comfortable using them,…you still need to know about how to deal with them…when other people try to use them on you.…It's a bit like the nibble, which you'll remember…when was the other person suddenly introduces something else…after you've agreed the deal.…Well, the quivering pen is similar in that again,…you ask for something extra just at the end.…
But the big difference is that you ask for the extra…before you sign the deal, before you shake hands.…In fact, just before.…So you say, "I don't suppose you could throw in…"an extra copy of the handbook",…just as you raise your hand to shake.…Or, just as you're about to sign,…you lift up your pen, maybe quivering slightly and say,…"Oh, you can get it to me by Sunday, can't you?"…The style has to be friendly and a bit cheeky.…I don't use it very often.…
- Why we avoid negotiating
- When you should think about negotiating
- Planning your negotiation
- Calculating your opening offer
- Leveraging different negotiation tactics
- How to trade
- Determining if you should walk away
Skill Level Beginner
Negotiating Your Leadership Successwith Elizabeth Robillard1h 20m Intermediate
1. Decide to Negotiate
2. Planning Your Negotiation
3. Opening Offers
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