Enhance Your Negotiation Skills By Using These Examples On Dealing With The Vice Tactic In Your Discussions
The Vice Tactic is a negotiation tactic that is frequently used in support of business related transactions. Have you ever been in a situation where you have been asked to better your previous offer without being given any specific target?
Example: Buyer to Seller
'Thank you very much for your tender. We like your tender but unfortunately we need you to improve your bid. Please 'sharpen your pencil' and come back with an improved 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 tender. However, what happens in truth is that when the sales person returns with an improved offer the whole tactic is repeated again.
Example: Buyer to Seller:
'Thanks very much for bettering your proposal. I have discussed it with our Finance Director and he believes that if you can further improve your proposal we will be able to get much closer to reaching an agreement.'
What is happening is 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 markdown.
To avoid falling in the trap to the use of the Vice tactic you should always ensure that you ask for a budget 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 your tender but unfortunately we need you to improve your bid. Please 'sharpen your pencil' and come back with an improved offer. '
Seller's Reply
'I am not confident that it will be possible for us to increase our bid to such a degree that it meets your objectives. To support me in understanding whether it will be conceivable for us to close the difference between our current tender and your objectives it would be very helpful for our business to recognise what level of offer you would be prepared to accept.'
Enhance your negotiation training by deploying this counter tactic at the next deal.
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