商务谈判实例(二)_商务谈判实例

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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.