常用商务谈判：商务谈判实例(二)

王朝英语沙龙·作者佚名 2007-01-10

Robert回公司呈报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。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解:

R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon’tgodownmuch.

D:Justwhatareyouproposing?

R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestacompromise――10%.

D:That’sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?

R:Idon’tthinkIcanchangeitrightnow.Whydon’twetalkagaintomorrow?

D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground(共同信念)onthis.

NEXTDAY

D:Robert,I’vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.

R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI’mtryveryhardtoreachsomemiddleground(互相妥协).

D:Iunderstand.Weproposeastructureddeal(阶段式和约).Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.

R:Dan,Ican’tbringthosenumbersbacktomyoffice――they’llturnitdownflat(打回票).

D:Thenyou’llhavetothinkofsomethingbetter,Robert.