Enhance Your Negotiation Skills By Employing This Advice On Overcoming The Vice Tactic In Your Negotiations

The Vice Tactic is a negotiation tactic that is regularly used in support of business related transactions. Have you ever been in a situation where you have been requested to better your previous offer without being given any specific target?

Example: Buyer to Seller

'Thank you very much for your tender. We like what we see but unfortunately we need you to improve your bid. Please 'sharpen your pencil' and come back with a better offer. '

To the new sales person this may seem like a good buying indicator and that by lowering the rate they will ensure that they get the business. However, what happens in truth is that when the sales person returns with a better price the whole tactic is repeated again.

Example: Buyer to Seller:

'Thanks very much for bettering your proposal. I have discussed it with our Procurement Director and he believes that if you can further improve your bid we will be able to get much closer to reaching a deal.'

It is evident that the buyer is increasing the Vice tactic continuously without giving the sales person a target price to aim at. This means that the buyer will continue to ask for a better price as long as each request is met with a discount.

To avoid falling in the trap to the use of the Vice tactic you should always ensure that you ask for a target in reply to a request for a reduction and you will improve your negotiation skills at the same time.

Example: Buyer to Seller

'Thank you very much for your tender. We like what we see but unfortunately we need you to improve your bid. Please 'sharpen your pencil' and come back with a better offer. '

Seller's Reply

'I am not confident that it will be possible for us to improve our bid to such a degree that it meets your targets. To help our business in recognising whether it will be conceivable for us to close the difference between our current proposal and your objectives it would be very helpful for me to appreciate what level of offer you would accept.'

Enhance your negotiation training by using this counter tactic at the next deal.

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