商务谈判实例二.pdf

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1、商务谈判实例二 This manuscript was revised by the office on December 22,2012商务谈判实例商务谈判实例(二二)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 coatsfor the Exec-U-Ciser wont go down:Just what are youproposing R:We could

2、take a cut（降低）on the price.But25%would slash our profit margin（毛利率）.We suggest acompromise10%.D:Thats a big change from 25!10 is beyondmy negotiating limit.(pause)Any other ideas R:I dontthink I can change it right now.Why dont we talk againtomorrow D:Sure.I must talk to my office anyway.I hopewe ca

3、n find some common ground（共同信念）on this.NEXT DAYD:Robert,Ive been instructed to reject the numbers youproposed;but we can try to come up with some thing else.R:I hope so,Dan.My instructions are to negotiate hard onthis dealbut Im 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 discountof 20%,and the next six months we get 15%.R:Dan,I cantbring those numbers back to my officetheyll turn it downflat（打回票）.D:Then youll have to think of somethingbetter,Robert.