Enhance Your Negotiation Skills By Using This Advice On Overcoming The Vice Tactic In Your Commercial Deals

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

Example: Buyer to Seller

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

To the new sales person this may seem like a great buying signal and that by reducing the rate they will guarantee that they get the business. 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:

'Thanks very much for improving your offer. I have discussed it with our Sales Director and he thinks that if you can further improve your offer we will be able to get much closer to reaching a deal.'

It is evident that the buyer is increasing the Vice tactic all the time without giving the sales person a budgeted price. This suggests that the buyer will continue to ask for a better price as long as each demand is met with a discount.

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

Example: Buyer to Seller

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

Seller's Reply

'I am not convinced whether it will be possible for us to better our bid to such an extent that it meets your targets. To assist our business in recognising whether it will be conceivable for us to bridge the gap between our current bid and your objectives it would be very supportive to me to understand what level of offer you would accept.'

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

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