The Vice Tactic is a negotiation tactic that is often used in support of 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

'Thanks very much for your tender. We like your proposal but unfortunately 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 reducing the rate they will guarantee that they get the business. However, what happens in truth is that when the sales person gets back to them with a better price the whole tactic is repeated again.

Example: Buyer to Seller:

'Thanks very much for improving your proposal. I have discussed it with our Sales Director and he thinks that if you can further improve your bid we will be able to get much closer to reaching a settlement.'

It is evident that the buyer is increasing the Vice tactic all the time 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 discount.

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

'Thanks very much for your tender. We like your proposal but unfortunately 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 better our tender to such an extent that it meets your targets. To help us in recognising whether it will be possible for us to bridge the difference between our current bid and your desired outcome it would be very supportive to me 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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