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Better Your Negotiation Skills By Using This Advice On Dealing With The Vice Tactic In Your Commercial Deals
The Vice Tactic is a negotiation tactic that is often used to support business related transactions. 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 proposal. We like your proposal but regrettably 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 good buying indicator and that by reducing the price they will guarantee that they get the bid. 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 bettering your proposal. I have discussed it with our Sales Director and she thinks that if you can further better 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 continuously without giving the sales person a target price to aim at. This suggests that the buyer will continue to ask for an improved price as long as each demand is met with a reduction.
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 reduction and you will improve your negotiation skills at the same time.
Example: Buyer to Seller
'Thanks very much for your proposal. We like your proposal but regrettably we need you to improve your bid. 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 offer to such an extent that it meets your aims. To help us in recognising whether it will be conceivable for us to close the difference between our current bid and your preferred outcome it would be very supportive to us 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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