Improve Your Negotiation Skills By Using These Examples On Overcoming The Vice Tactic In Your Discussions

The Vice Tactic is a negotiation tactic that is often 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 proposal 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 guarantee 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 Procurement Director and he thinks that if you can further improve your bid we will be able to get much closer to reaching a deal.'

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 demand 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 proposal 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 improve our bid to such an extent that it meets your objectives. To help our business in understanding whether it will be conceivable for us to close the difference between our current proposal and your objectives it would be very supportive to our business to appreciate what level of offer you would accept.'

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

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