The negotiation tactic commonly used in Mexico and in some Latin countries in the buying and selling market at all levels by some of our clients is the “Attrition” tactic.
The purpose of this article is that the reader is informed and obtains the ability to detect when their clients are about to use this tactic and to be able to act proactively since it is not our intention to promote the use of this tactic but quite the opposite.
How many times do your clients ask you for a quote for your services hinting that the coveted closing of the business will take place with you?
How many times do your clients, in order to obtain information from you, promise you future deals that never come true?
Applying the Attrition tactic is quite dishonest on the customer's part. Although the client thinks that it is our duty as service providers to do what the client asks us, times have changed and it is time to know how to choose our clients.
This culture of "screwing up," "half-truths," and "apparent business honesty" is already changing. However, there are still "bad apples" that can spoil the market in our Latin countries.
Hiding information, wearing down the provider by increasing bargaining power ends up being counterproductive. Although it is true that the "client" obtains a "good negotiation" ends up paying "three times more" for scope changes that his myopic vision did not allow them to clarify since he focused on wearing down the supplier and did not focus on their need. was satisfied.
What are the characteristics of Attrition?
When your Client:
- Ask for a lot of information Ask for several quotes Does not give the answer when it should be given Evade with excuses Months go by and the decision is not given After giving the "YES" the project is never fulfilled for external or internal reasons of the client He stops talking to him or disappears after Get all the information This busy in meetings, congresses, reorganizations and everything that comes to mind Makes you think "What bad luck I already had in hand" or "What a good negotiation I had but the project has not started yet"
Over time what was perhaps "an excellent negotiation" becomes "good" or perhaps even "mediocre." As the days go by, the negotiations lose power and therefore the game must change the rules and not remain in the same conditions.
I would like to end this article with an anecdote of a client who applied these exhausting techniques to the point that we mentioned “it's not fair” and to our surprise his response was “Justice is divine”. Well, although it is true that justice is divine; If you want to avoid "burnout" in the field of negotiation, do justice to yourself by being fair to yourself and not "lowering your head" towards the client and there will be much less unnecessary wear and tear.
Tiring negotiations in short can be avoided.
- Being direct and honest Helping the client to facilitate the confrontation Breaking with chivalry Entering the domain of objectivity.
