商务谈判实例(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 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 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 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.