商务谈判实例(二)商务谈判方案.doc

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1、商务会谈实例(二)|商务会谈方案导读：工作总结范文范文，商务会谈实例(二)范文样本，在线游览或下载，科教海量范文供你参考：Robert回公司呈报Dan的提案后，老板很满意对方的采购方案;但在折扣方面那么 .Czy489 color:#666666; Robert回公司呈报Dan的提案后，老板很满意对方的采购方案;但在折扣方面那么希望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 E_ec-U-Ciser wont go do

2、wn 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 promise？10%.D: Thats a big change from 25! 10 is beyond my negotiating limit.(pause) Any other ideas? R: I dont think I can change it right now.Why dont we talk again to

3、morrow? D: Sure.I must talk to my office anyway.I hope we can find some mon ground共同信念on this.NE_T DAY D: Robert, Ive been instructed to reject the numbers you proposed; but we can try to e up with some thing else.R: I hope so, Dan.My instructions are to negotiate hard on this deal？but Im try very h

4、ard 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 si_ months, we get a discount of 20%, and the ne_t si_ months we get 15%.R: Dan, I cant ping those numbers back to my office？theyll turn it down flat打回票.D: Then youll have to think of something better, Robert.第 2 页 共 2 页