| 外贸族 2008-04-15 【收藏】 【推荐】 【评论】 | 商务谈判：价格拉锯战 Robert回公司呈报了Dan的提案后，老板很满意对方的采购计划，但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢？请看他们的过招经过： ~0 X)
R： Even with volume sales, our coats for the Exec-U-Ciser won't go down much. waimaozu_com
D： Just what are you proposing？ www.waimaozu.com R： We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率）。We suggest a compromise——10%. 出口_waimaozu}+ w5 g5 B D： That's a big change from 25！ 10 is beyond my negotiating limit. （pause） Any other ideas？ 外@贸@族 R： I don't think I can change it right now. Why don't we talk again tomorrow？ u& O$ I! D： Sure. I must talk to my office anyway. I hope we can find some common ground（共同信念）on this. u& O$ I! NEXT DAY Z# Q7 j9 Y& ^4 ^ D： Robert, I've been instructed to reject the numbers you proposed； but we can try to come up with some thing else. 外.贸.族 R： I hope so, Dan. My instructions are to negotiate hard on this deal——but I'm trying very hard to reach some middle ground（互相妥协）。 外@贸@族 D： I understand. We propose a structured deal（阶段式和约）。 For the first six months, we get a discount of 20%, and the next six months we get 15%. WAIMAOZU.COM R： Dan, I can't bring those numbers back to my office——they'll turn it down flat（断然拒绝）。 外@贸@族 D： Then you'll have to think of something better, Robert. {- P" |
