Negotiation
Performance Psychology
Negotiating with Italians or is it the Negotiating Tactic called Nibbling
May 22, 2011
The Daily Mail this week describes Negotiating with the Liberal Democrats as Negotiating with the Italians. What they mean is that the LibDems keep changing the deal when they have agreed it. It is the same as the negotiating tactic of nibbling, which children are great at. You ask for one thing, get it then you ask for something else.
It is similar to the softening up tactic which is where you let information out bit by bit. In psychological terms it wears the other side down and it appears that you are not asking for so much as it is in small chunks.
I don’t know where the Italian part comes from – does anyone know when it was first documented?
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