商務(wù)談判實(shí)例(二)

Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)方的采購計(jì)劃;但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？

請(qǐng)看下面分解：

R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.
D:Justwhatareyouproposing?
R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.
D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?
D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAY
D:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground（互相妥協(xié)）.
D:Iunderstand.Weproposeastructureddeal（階段式和約）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdownflat（打回票）.
D:Thenyou'llhavetothinkofsomethingbetter,Robert.