In the lexicon of high-stakes sourcing, the word „try” is not a courtesy. It is a signal of incompetence.
I audit negotiations where millions in value evaporate because the lead negotiator accepts ambiguous commitments. The word „try” sounds harmless to the amateur. To the expert, it acts as a Silent Saboteur.
It signals that the speaker lacks the mandate to commit, the resources to execute, or the courage to say „No”. In either case, it introduces Operational Risk into the supply chain before the contract is even signed.
The Pathology of Tentative Language
When a supplier uses tentative language, they are not being polite. They are eroding the integrity of the deal. Here is the forensic breakdown of what „try” actually communicates:
1. It Signals Execution Failure
If a supplier says, „We will try to deliver by next week,” they have just told you there is a statistical probability they will not. The Translation: „I do not have control over my own logistics, and I am preparing you for a delay.”
2. It Reveals a Lack of Mandate
Consider the phrase: „I will try to get this approved by Finance.” This creates an immediate leverage asymmetry. It proves you are negotiating with a messenger, not a decision-maker. If you lack the authority to guarantee an internal approval, you should not be at the table.
3. The Liability Escape Hatch
„Try” is a legal loophole. If execution fails, the excuse is built-in: „Well, I only said I would try.” In a Service Level Agreement (SLA), there is no column for „effort”. There is only a column for „outcome”. Partners require predictability, not excuses.
The Surgery: From Weak Signal to Commercial Commitment
Effective negotiators trade in clarity. This does not mean promising the impossible. It means defining the boundaries of execution with precision.
Refuse to accept „try” from your counterpart, and purge it from your own vocabulary.
| Weak Signal (Liability) | Commercial Commitment (Asset) |
| „I’ll try to make that work.” | „I can execute that.” / „That is not operationally viable.” |
| „We will try to meet your deadline.” | „We commit to delivery on the 15th.” |
| „I’ll try to speak to stakeholders.” | „I will secure the mandate by 14:00.” |
The Directive: Binary Execution
There is no „middle ground” in execution. You either deliver, or you do not.
- Audit your language. If you find yourself saying „try”, stop. Ask yourself why you cannot commit. Is it a lack of data? A lack of authority? Fix the root cause.
- Audit the supplier. Next time a vendor says „We will try,” pause the meeting. Ask: „What specific obstacles prevent you from saying 'We will’?”.
Strip away the safety net. Ambiguity is the enemy of profit.
