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The last minute request in this article is known as a "nibble". It is a standard negotiation trick.

There are a few solutions:

1. Say no. 2. Ask for a reciprocal concession. 3. Think of a win-win way to get them what they want.

Read "Bargaining for Advantage" for more: http://www.amazon.com/Bargaining-Advantage-Negotiation-Strategies-Reasonable/dp/0143036971/ref=pd_bbs_sr_1/103-5417622-0009467?ie=UTF8&s=books&qid=1180628056&sr=8-1




This doesn't strike me as a "nibble" but as a total renogotiation at the last minute but with the old deal as a price ceiling. The company was dealing in bad faith the entire time. They called for a close of new issues knowing that they were about to open new ones - but only for themselves. They had apparently done the same things many times to other people in the past.

You can't trust people who treat every interaction as a one-time play of the Prisoner's dilemma. A long negotiation is playing the game many times. If the other guy plays "screw" repeatedly your only option is to play it back or quit playing. (An aside: I once worked for a CEO who was an ex-DEA prosecutor. His entire experience was dealing with criminals once and this mapped very poorly to dealing with employees. I quit.)




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