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:
3 a; |1 C2 ?, ]0 {+ C R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
7 T5 M: _5 y9 m/ w% }% Y" H$ `$ b D: Just what are you proposing?
$ C0 o- [: M G# U2 L2 T2 q 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%.1 }) k, y/ ?1 `) Z* u
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
' ]* Z, ~$ R: `. b; Y1 d' F R: I don‘t think I can change it right now. Why don’t we talk again tomorrow?3 o1 R! z3 x' Y. I
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.
$ @* C8 p. A ^3 t& U NEXT DAY
$ s4 Z, Q8 D+ y+ f9 R& @+ H D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.. e# j, {( X- i6 M
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)。0 C9 x& S# f {9 n
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%.
0 c. O+ r. K. A( o; G R: Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。
" h2 I2 z; H- a* R$ I D: Then you‘ll have to think of something better, Robert. |