Develop Your Negotiation Skills By Employing This Advice On Dealing With The Vice Tactic In Your Discussions
The Vice Tactic is a negotiation tactic that is often used in support of business related negotiations. Have you ever been in a discussion where you have been requested to better your previous offer without being given any 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 go away and come back with a better offer. '
To the new sales person this may seem like a good buying indicator and that by reducing the rate they will guarantee that they get the tender. However, what happens in reality 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 bettering your proposal. 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 settlement.'
What is happening is the buyer is increasing the Vice tactic continuously without giving the sales person a target price to aim at. This suggests that the buyer will continue to ask for a better price as long as each demand is met with a markdown.
To avoid falling prey to the use of the Vice tactic you must 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
'Thanks very much for your tender. We like your proposal but unfortunately we need you to improve your offer. Please go away and come back with a better offer. '
Seller's Reply
'I am not confident that it will be possible for us to better our bid to such an extent that it meets your objectives. To assist us in recognising whether it will be conceivable for us to close the difference between our current bid and your objectives it would be very supportive to our business to understand 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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