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Enhance Your Negotiation Skills By Employing This Advice On Dealing With The Vice Tactic In Your Negotiations
The Vice Tactic is a negotiation tactic that is regularly used to support business related negotiations. Have you ever been in a situation where you have been requested to improve your offer without being given any specific target?
Example: Buyer to Seller
'Thank you very much for your proposal. We like what we see but regrettably we need you to improve your offer. Please 'sharpen your pencil' and come back with a better offer. '
To the inexperienced sales person this may seem like a fantastic buying indicator and that by lowering the price they will ensure that they get the bid. However, what happens in reality is that when the sales person returns with a better price the whole tactic is repeated again.
Example: Buyer to Seller:
'Thank you very much for improving your proposal. I have discussed it with our Procurement Director and she believes that if you can further better your offer we will be able to get much closer to reaching a deal.'
It is evident that the buyer is tightening the Vice tactic all the time without giving the sales person a target price to aim at. This means that the buyer will continue to ask for an improved price as long as each request is met with a reduction.
To avoid falling prey to the use of the Vice tactic you should always ensure that you ask for a target in response to a request for a markdown and you will improve your negotiation skills at the same time.
Example: Buyer to Seller
'Thank you very much for your proposal. We like what we see but regrettably we need you to improve your offer. Please 'sharpen your pencil' and come back with a better offer. '
Seller's Response
'I am not sure that it will be possible for us to improve our offer to such a degree that it meets your aims. To assist our business in recognising whether it will be possible for us to bridge the difference between our current proposal and your preferred outcome it would be very helpful for us to understand what level of offer you would accept.'
Enhance your negotiation training by using this counter tactic at the next opportunity.
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