商务谈判实例(二)

作者:大鹤发表时间:2014-11-28浏览:877
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  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: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.

  D: Just what are you proposing?

  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%.

  D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?

  R: I don't think I can change it right now. Why don't we talk again tomorrow?

  D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.

  NEXT DAY

  D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else.

  R: I hope so, Dan. My instructions are to negotiate hard on this deal――but I'm try very hard to reach some middle ground(互相妥协)。

  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%.

  R: Dan, I can't bring those numbers back to my office――they'll turn it down flat(打回票)。

  D: Then you'll have to think of something better, Robert.


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