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: 9 ~7 A, |4 ?5 G, r8 x
r: even with volume sales, our coats for the exec-u-ciser won‘t go down much.
: H& X# O# b" g- N d: just what are you proposing?
* t; z- O7 K2 k* k1 d 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%. + f8 H% y, t/ Y' H: f" X
d: that‘s a big change from 25! 10 is beyond my negotiating limit. (pause) any other ideas? * _) m+ }0 R* [ D1 m
r: i don‘t think i can change it right now. why don’t we talk again tomorrow?
" A- S/ }0 {" ]. e/ x d: sure. i must talk to my office anyway. i hope we can find some common ground(共同信念)on this. % \0 G* T5 }8 E
next day
/ t( }; m7 o* u1 x% K: k d: robert, i‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
3 p4 n/ ?2 O( i6 d 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)。
% Q4 c1 J+ i& `5 |" F 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%. / B# x' r1 ~' _% |& e8 L* U9 r# M
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. |