Vendor Ploys and Customer Tactics
Remember that ploys are what vendors use (bad) and tactics are what customers use (good). But to negotiate effectively, knowing tactics aren't enough. You also need to understand vendor ploys and counter tactics to those ploys. My latest book, The Contract Negotiation Handbook: An Indispensable Guide for Contract Professionals, describes the ploys and tactics I've listed below, as well as many other top secret tips, tricks, and traps. Visit Lulu.com or Amazon.com to get your copy of the handbook today. Don't negotiate without it!
Secrets of a Vendor
Secrets of a Vendor
- WIN-LOSS CALCULATOR
- THE “EXECUTIVE BRIEFING CENTER”
- PRE-EMPTING AN RFP
- HOW TO RECOGNIZE GOOD VENDOR REPS
- POP-TART
- SURPRISE!
- GETTING TO KNOW YOU
- MISDIRECTION
- MAKING AN IMPRESSION
- MIRRORING
- WAIT!
- HURRY UP!
- RESOURCES, NOT RESULTS
- THAT WOULD SET A PRECEDENT
- BRACKETING
- THE ONLY GAME IN TOWN
- THAT WOULD VIOLATE GSA
- THAT WOULD VIOLATE SOX
- EVIL EVAL
- DIVIDE AND CONQUER
- GOOD COP / BAD COP
- PRICE SLICE AND DICE
- SILENCE IS GOLDEN
- COLUMBO
- SIGNATURE LIMIT LASSO
- POWER OF NO
- ENDLESS BAFO
- SCHOOL ZONE
- GETTING AROUND THE PAROL EVIDENCE RULE
- USING THE VENDOR AS A RECRUITING FIRM
- IMMEDIATE TERMINATION—WITHOUT TERMINATION
- THE LINGERING ESSENCE OF TIME
- EXPRESSLY IMPLIED WARRANTIES
- CONFIDENTIALITY FOR ALL!
- THE ENDLESS INDEMNIFICATION
- UNLIMITED LIMITATION OF LIABILITY
- EVEN MORE UNLIMITED LIABILITY
Steven, already got it a week ago. Not only a great description of negotiation techniques, but I like the some of the humor you've woven into the book. I really liked the chapter on contract drafting.
Dave
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Dave,
Many thanks for your comments and buying the Contract Negotiation Handbook. I'm glad to hear you enjoyed it, but I have to thank the vendors and their crazy antics for the humorous parts! Keep me posted on any tactics or counter tactics you use, and how they work out for you!
All the best,
Stephen
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Steve
I am enjoying the book/ books. I appreciate your common sense approach to many of the challenges faced.I felt like I was reading my own thoughts in many sections of the book.. Although I wish everyone would get the concepts not all do.. It is a value and contribution to how I may mentor others in approaching these times of increased diligence and efficiency.
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Charlie,
Thanks for the feedback, and many thanks for buying the books! Let me know if there's any new tactics that you end up using...
Best,
Stephen
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