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Enhance Your Negotiation Skills By Employing These Examples On Dealing With The Vice Tactic In Your Discussions
The Vice Tactic is a negotiation tactic that is frequently used to support business related transactions. Have you ever been in a discussion where you have been requested to better your offer without being given any specific target?
Example: Buyer to Seller
'Thank you very much for your tender. We like your tender but regrettably we need you to improve your bid. Please go away and come back with a better offer. '
To the new sales person this may seem like a great buying indicator and that by lowering the rate they will guarantee that they get the bid. However, what happens in truth is that when the sales person gets back to them with an improved offer the whole tactic is repeated again.
Example: Buyer to Seller:
'Thanks very much for improving your bid. I have discussed it with our Finance Director and he thinks that if you can further better your bid we will be able to get much closer to reaching a settlement.'
What is happening is the buyer is increasing 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 a better price as long as each demand is met with a reduction.
To avoid falling in the trap to the use of the Vice tactic you must ensure that you ask for a target in reply to a request for a discount 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 regrettably we need you to improve your bid. Please go away and come back with a better offer. '
Seller's Reply
'I am not convinced that it will be possible for us to increase our bid to such an extent that it meets your aims. To help us in recognising whether it will be conceivable for us to bridge the difference between our current tender and your objectives it would be very supportive to us to appreciate what level of offer you would be willing to accept.'
Enhance your negotiation training by using this counter tactic at the next deal.
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