Chapter 47 The Vise Gambit
The Vise is another very effective negotiating gambit, and what you can accomplish with it 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:
You’re an advertising account executive with a great reputation handling nationwide advertising accounts for imported automobiles. An advertising agency on Madison Avenue has been courting you for months and is finally ready to make you an offer.
You’re bracing yourself for a low offer, but the proposal the agency makes is better than you dared to expect, and it includes a healthy commission ...