商务谈判：协定和约

    商务谈判：协定和约

    Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解：

    R： How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units？ s; j9

    D： That's a lot to sell, with very low profit margins. % I6 E, d' K* v! O$ I0 [

    R： It's about the best we can do, Dan. （pause） We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. （smiles）

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    D： （smiles） O.K., 17% the first six months, 14% for the second？ 外贸.族

    R： Good. Let's iron out（解决）the remaining details. When do you want to take delivery（取货）？ % I6 E, d' K* v! O$ I0 [

    D： We'd like you to execute the first order by the 31st.

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    R： Let me run through this again： the first shipment for 1500 units, to be delivered in 27 days, by the 31st. o8 e! I; h6

    D： Right. We couldn't handle much larger shipments. $ m O7 B$ n+ l:

    R： Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon —— I can't guarantee 1500. $ m O7 B$ n+ l:

    D： I can agree to that. Well, if there's nothing else, I think we've settled everything.

外贸族_WaiMaoZu.COM

    R： Dan, this deal promises big returns（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.