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    商務談判:價格拉鋸戰
    [ 2006-09-13 08:34 ]

    Robert回公司呈報了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。就在這七上八下的價格翹翹板上,雙方是否能找到彼此的平衡點呢?請看他們的過招經過:

    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 trying very hard to reach some middle ground(互相妥協).

    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(斷然拒絕).

    D: Then you'll have to think of something better, Robert.

    (來源:英文鎖定 英語點津 Annabel 編輯)

     
     

     

     

     
     

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