One of the reasons thatyou should s

One of the reasons that
you should start all negotiations off in a cooperative, friendly way is you get
the other side to invest time and energy in this process. Even if their intentions are not the best, they see you as an easy mark,
that maybe they could victimize. They still have invested, and that investment accrues to your
benefit because once people invest. It's hard for them to divest. As they often say, rats and human beings
have this in common the more energy expended in pursuit of a particular goal,
the more desirable that goal becomes. For example, why does the tactic
known as the nibble work. You all know what the nibble is. Let me illustrate it for you. You go into an exclusive
men's shop to buy a suit. You try on seven suits. The salesman has it about up to here
with you, he's exasperated with you. He thinks you'll never buy a suit, and
finally you say, I'll take this one, the real expensive one,
the suit for $1,500. Salesman has breathes a sigh of relief. He's thrilled,
he's thinking of his commission. They take you into that
little room in the rear. Where you meet the tailor. This is always, for some reason,
a short guy, from eastern Europe, who walks around with pins in his mouth,
and he has a tape measure around his neck. And he takes you and
he puts you on his box. You stand there and
you're looking in this three way mirror. And the salesman takes you three
inches in on the crotch, okay? And he's chalking you up the rear and
down the sides with that white chalk. And you're standing on a box looking
at yourself in a three way mirror, and a salesman is putting in the pins
over here, taking you in. And suddenly you turn to the salesman and
you say, and what kind of tie will
you be throwing in free? The salesman stops writing the sales slip. The guy on the floor shoving in the pins. Don't know whether to put in another pin. He let's go of the crotch. This is what we refer to as the nibble. By the way, can you get that tie? You certainly can. How about a shirt as well? Now, when I'm interested
in is why that works. It works because of the investment that the sales person has
put into this situation. And what I'm saying is
investment is very important. And so if you start your
negotiations in a collaborative, cooperative way regardless of what the
intention the other side is they invest. And an added investment
accrues to your benefit. >> People will try the nibble,
what do you do in response so you don't get nickel and
dimed, and nibbled to death? >> Well, obviously those who are watching the film
sometimes I make a film and the one thing they get out of it is
they can get free ties with shirts. So how do you avoid
getting sucked in by it. You recognize, first of all, what it is. I just got nimbled. Then you say to the party who nibbled you,
you say hey, I love what you just did. Could you do that again? I wanna learn this myself. All right. And you treat it like it's a joke. And usually what people do is they make
a deal with you, a substantial deal. And after the deal is made they say,
can you throw this in? And you're afraid it will spoil the deal,