The Vice Tactic is a negotiation tactic that is frequently used in support of business related negotiations. Have you ever been in a situation where you have been requested to improve your offer without being given a specific target?
Example: Buyer to Seller
'Thank you very much for your proposal. We like your tender but unfortunately we need you to improve your offer. Please 'sharpen your pencil' and come back with a better offer. '
To the inexperienced sales person this may seem like a great buying signal and that by lowering the price they will ensure that they get the tender. 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:
'Thank you very much for improving your bid. I have discussed it with our Procurement Director and she believes 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 tightening the Vice tactic all the time without giving the sales person a budgeted price. This means that the buyer will continue to ask for an improved price as long as each request is met with a markdown.
To avoid falling prey to the use of the Vice tactic you should always ensure that you ask for a target in response to a request for a discount and you will better your negotiation skills at the same time.
Example: Buyer to Seller
'Thank you very much for your proposal. We like your tender but unfortunately we need you to improve your offer. Please 'sharpen your pencil' and come back with a better offer. '
Seller's Response
'I am not convinced whether it will be possible for us to improve our offer to such a degree that it meets your objectives. To assist our business in recognising whether it will be likely for us to bridge the gap between our current proposal and your preferred outcome it would be very helpful for our business to understand what level of offer you would accept.'
Enhance your negotiation training by using this counter tactic at the next opportunity.
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