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:+ Z; t: W) C. Z7 N& T7 x1 o
R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?
: c* q' w3 |* y: L" B( Q9 e D: That's a lot to sell, with very low profit margins.* C$ @$ `4 ~, i J9 R9 x
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)
& X" V# W: c- v* `3 K+ C D: (smiles) O.K., 17% the first six months, 14% for the second?!
$ y! C7 x" q% W7 S R: Good. Let's iron out(解决)the remaining details. When do you want to take delivery(取货)?+ E( ]- v) W. u9 Q5 s, q
D: We'd like you to execute the first order by the 31st.
( {2 L' F& g! ^ R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.
! d: z. ?' R0 B, C6 g/ b D: Right. We couldn't handle much larger shipments.
8 e7 B8 Q4 V5 n. L+ k 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.( S' b7 V0 w6 I. E* ~+ a# C$ e
D: I can agree to that. Well, if there's nothing else, I think we've settled everything.' X: k( e; x7 `# ~& H7 z1 ?' T
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.0 X1 [* ^# i( z. Q
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:2 q8 s- l+ x4 N+ B2 v
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.% A: k8 T0 ?5 g1 K* K* D
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
. f7 \4 K1 e: ]0 G R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
& x, ?9 A5 Z6 h6 B4 X2 `+ Y+ `8 Y K: I hope so. And what might be the basic questions you have?; e) h# Q) R. h! b+ }
R: First, do you intend to take a position in(投资于……)our company?
2 [5 m8 [5 l8 \ K: No, we don't, Mr. Liu. This is just OEM.
3 H% d4 s* Q o2 p2 t 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.9 I; C M9 e/ c" Q Z* L1 F
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.* R' n+ D8 B, S, t- y$ o
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
5 p8 e. K$ O- p# C* \ K: I'll check the number later, but what do you propose?7 \* P5 U; m0 W* j! i2 I
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer. |