From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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The vice strategy

The vice strategy

From the course: When Negotiation's about More than Money: How to Negotiate (Almost) Anything

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The vice strategy

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- Now there's a really important tactic for buyers, which is called The Vice. The Vice is very simple and easy to use. I'd really recommend it when you're buying anything. And this is where you get a price from them. And then you go, (inhales sharply) you'd have to do better than that. So you do a little bit of a flinch of (inhales sharply) and then, you'll have to do better than that. It's too expensive. You'll have to do better than that. You'll have to come down. You'll have to sharpen your pencil is what people used to say. And then if they do come down a little bit, they say, well all right how about if we took 5% off, you just keep turning The Vice. You just keep saying, well, still a bit much. Can you do a bit better please? And they come down a bit more. Ah, it's still a bit much. Can you come down just a little bit more? and you just keep tightening The Vice on them. That's why it's called The Vice.…

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