The Vice Tactic is a negotiation tactic that is frequently used to support business related transactions. Have you ever been in a situation where you have been asked to better your offer without being given a specific target?
Example: Buyer to Seller
'Thanks very much for your proposal. We like your tender but regrettably 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 great buying signal and that by reducing the price they will ensure that they get the bid. However, what happens in truth is that when the sales person returns with a better offer 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 she believes that if you can further better your proposal we will be able to get much closer to reaching an agreement.'
It is obvious 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 an improved price as long as each request is met with a reduction.
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 discount and you will better your negotiation skills at the same time.
Example: Buyer to Seller
'Thanks very much for your proposal. We like your tender but regrettably we need you to improve your bid. Please 'sharpen your pencil' and come back with an improved offer. '
Seller's Reply
'I am not convinced whether it will be possible for us to better our tender to such a degree that it meets your aims. To support me in understanding whether it will be conceivable for us to bridge the gap between our current bid and your desired outcome it would be very helpful for us 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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