When you compare a vendor's price to their competitor's price in front of them, it can come across as confrontational and dismissive of their value proposition. This approach can lead to several negative outcomes:

1. Damage to the relationship: By directly comparing prices, you may inadvertently create tension and make the vendor feel defensive. This can harm your working relationship and make future negotiations more challenging.

2. Loss of trust : When you compare prices to a vendor's face, they may perceive you as someone who is only interested in the cheapest option, rather than valuing their unique offerings and expertise. This can erode trust and make the vendor less willing to work with you.

3. Reduced flexibility: By publicly comparing prices, you may limit the vendor's willingness to negotiate or offer concessions. They may feel that they've already been pushed to their limits, and therefore, be less flexible in future discussions.

4. Missed opportunities: When you focus solely on price, you may overlook other essential factors, such as the vendor's quality of service, expertise, and reliability. By not considering these aspects, you may miss out on opportunities to build a stronger, more sustainable partnership.

So, what's a better approach?

1. Do your research privately: Compare prices and services from different vendors in private, before meeting with them. This will give you a solid understanding of the market and help you make informed decisions.

2. Focus on value, not just price: When discussing prices with a vendor, focus on the value they bring to the table, rather than just their price. Ask questions about their services, expertise, and what sets them apart from their competitors.

3. Negotiate respectfully: If you need to negotiate prices, do so in a respectful and professional manner. Avoid making direct comparisons to other vendors, and instead, focus on finding mutually beneficial solutions.