Nibble Back

There is a book from the 80's by Chester Karrass called Effective Negotiating that everyone who sells on Craigslist should read. Old Chet describes a negotiating tactic called "the Nibble". Nibbling is that last-minute attempt to shave a little off the deal after you've agreed to a price. Sometimes it come in the form of asking you to deliver, but usually its the old "This is all the money I've got," followed by the turned out pocket.

Per Mr. Karrass, the best defense for a nibble is the reverse nibble. Here's how it works:

I was selling a boat once (Nice little Arima). The buyer was getting a great deal and we both knew it, but he came at me with a $600 nibble at the last minute. "This is all I can afford to give you."

So I cringed, then I grimaced, then I thought long and hard and said, "Tell ya what," I said. " I'll sell it to you at that price, but I keep the Yamaha kicker. That way I can sell the kicker separately and make up the difference."

His $600 nibble was about to cost him a $1200 motor. I had him by the stones. He had already driven 100 miles in his brother-in-law's truck. I knew he wanted the boat for fishing, so he needed a kicker. SURPRISE! He found $600 in his other pocket. He must have forgotten it was there.

Craigslisters love to nibble, so a prudent seller should always keep a reverse nibble loaded in the chamber. (Cringing, grimacing, and long contemplation are optional, but I think it helps sell the point.)