The Vice Tactic is a negotiation tactic that is often used in support of business related negotiations. Have you ever been in a situation where you have been asked to improve your offer without being given a specific target?

Example: Buyer to Seller

'Thank you very much for your proposal. We like your proposal but unfortunately we need you to improve your offer. Please 'sharpen your pencil' and come back with an improved offer. '

To the inexperienced sales person this may seem like a great buying signal and that by lowering the price they will guarantee that they get the business. However, what happens in reality is that when the sales person returns with a better offer the whole tactic is repeated again.

Example: Buyer to Seller:

'Thank you very much for improving your offer. I have discussed it with our Finance Director and she thinks that if you can further improve your offer we will be able to get much closer to reaching a deal.'

It is obvious 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 demand is met with a discount.

To avoid falling prey to the use of the Vice tactic you should always ensure that you ask for a budget 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 proposal but unfortunately we need you to improve your offer. Please 'sharpen your pencil' and come back with an improved offer. '

Seller's Response

'I am not convinced whether it will be possible for us to increase our tender to such an extent that it meets your targets. To assist our business in understanding whether it will be possible for us to bridge the gap between our current tender and your desired outcome it would be very supportive to me to understand what level of offer you would accept.'

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

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