Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解:
Y; f' b3 g, @ R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?0 _( z$ `! r4 d6 y
D: That's a lot to sell, with very low profit margins.
* I% J( |! K4 q' X/ q4 L R: It's about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)
O4 f2 W% }2 w- D2 m$ h' P D: (smiles) O.K., 17% the first six months, 14% for the second?!8 c8 B! v0 \: I' |8 `5 V
R: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?% X# R1 I' g9 S3 ~3 q& Q
D: We'd like you to execute the first order by the 31st.8 k+ U9 ]" w) f! t0 Q/ E2 @
R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
4 U$ q& B! N Q% ~) R D: Right. We couldn't handle much larger shipments.2 Z o y% S' b) w
R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon —— I can't guarantee 1500.* \5 n8 F0 u7 y* H X' r& O
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.
4 y% ]- W: x% w( S8 Z4 f$ ^ R: Dan, this deal promises big returns(赚大钱)for both sides. Let's hope it's the beginning of a long and prosperous relationship.* o5 {# @3 H4 S" L' ?! k; e* t# J
今天Robert的办公室出现了一个生面孔――Kevin Hughes,此人代表美国一家运动产品公司,专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”,受伤的运动员包上这种产品上场比赛,即可保护受伤部位,且不妨碍活动。现在,我们就来看看两人的会议现况:1 y0 Z: _2 u% M! D* D- Y
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
S( a1 Z* x' e$ I: q" N) \( K K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.; _( ?/ @) Z% g/ V4 I
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.- y8 d8 ?$ W+ Y. _
K: I hope so. And what might be the basic questions you have?/ j2 {4 \+ r2 a2 Q$ ^: ?! E
R: First, do you intend to take a position in(投资于……)our company?0 o, T0 E0 F. V! `! I, t5 a& |5 v
K: No, we don't, Mr. Liu. This is just OEM.
: E* Q$ _3 L7 f/ _+ V7 l R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.( P# b; ^' J A. d5 `) L h( t
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
- p; ]4 v" n# M, L' p9 f R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
, F Z7 J* p4 z- y( `# _4 B- Q0 R K: I'll check the number later, but what do you propose?7 c4 a- r2 H6 y& X* H9 k! [
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer. |