商務談判實例（二）

 Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃；但在折扣方面則希望Robert能繼續維持強硬的態度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解：

　　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.

        D： I understand. We propose a structured deal（階段式和約）。 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.

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