To Get a Better Deal, Learn How to Use the Vise Gambit
The Vise is a very effective negotiating Gambit and what it will do for you will amaze you. The Vise Gambit is the simple little expression: “You’ll have to do better than that.” Here’s how Power Negotiators use it: Let’s say that you own a small steel company that sells steel products in bulk. You are calling on a fabricating plant where the buyer has listened to your proposal and your pricing structure. You ignored his insistence that he’s happy with his present supplier and did a good job of building desire for your product. Finally, the other person says to you, “I’m really happy with our present vendor, but I guess it wouldn’t do any harm to have a backup supplier to keep them on their toes. I’ll take one carload if you can get the price down to $1.22 per pound.” You respond with the Vise Gambit by calmly saying, “I’m sorry you’ll have to do better than that.” An experienced negotiator will au...