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 improve your previous offer without being given a 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 inexperienced sales person this may seem like a good buying signal 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:

'Thank you very much for bettering your offer. I have discussed it with our Finance Director and she thinks that if you can further better your bid we will be able to get much closer to reaching an agreement.'

It is evident that the buyer is tightening the Vice tactic continuously 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 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 response to a request for a reduction and you will better 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 Response

'I am not confident whether it will be possible for us to increase our tender to such an extent that it meets your aims. To help me in recognising whether it will be likely for us to close the gap between our current tender and your desired outcome it would be very supportive to us to appreciate what level of offer you would be prepared to accept.'

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

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