Vendor Ploys

The “try it, you’ll like it” ploy has been around for a long time, and to nobody’s surprise it’s even more effective these days than

The following excerpts from an ICN Negotiations Workshop illustrate how these ploys could take advantage of a customer who, unfortunately, is having to acquire a

This ploy is built on the vendor first creating and later manipulating personal relationships between its marketing people and the customer’s staff to justify leaving

In its most basic form, the “price protection contract” ploy works like this: the vendor’s marketing representative tells his customer, “You are a great customer

Vendor marketing representatives are highly trained to identify customer’s needs and sell “solutions.”  From an objective standpoint, the customer’s “needs” may not be the most

In the form contract ploy, the vendor’s marketing representative strives to make the contract the smallest, least significant part of the acquisition transaction.  In implementing

This popular ploy regularly is used to counter almost any customer request for a vendor concession. In this ploy, the vendor’s sales representative explains if

This ploy is particularly effective when used by a major vendor against an inexperienced customer. In the basic version of this ploy, the vendor’s marketer

One of the more effective vendor ploys involves getting the customer committed to a key product that will assure additional orders or otherwise lock the

Fait accompli is a French phrase that roughly translates as “the deed is done” or “the thing is accomplished.” In the context of negotiations, the term