商务英语实战：经典商务谈判范例二

商务谈判实例(二)

　　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。