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:" l* z! a; l8 I6 l9 `; I1 K0 y9 k
R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
) O& U% j& G8 H) a' S D: Just what are you proposing?
% _, o0 J9 _/ L+ z# Z; o. n 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%.
4 R5 @) e) q0 o D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?; v$ F" `: v' {& k" o# Y) n7 D
R: I don‘t think I can change it right now. Why don’t we talk again tomorrow?9 z* m2 w8 h9 Q$ A5 N. Z6 q' y: ?
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.0 u* U( B# a7 w! v! k% W, f$ ~
NEXT DAY; W! E0 q% r' v- I
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
/ B {3 [$ K5 K; D6 M0 A* Q9 J4 F 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)。3 S1 I; _4 `, m: T8 ?
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%.
g# u3 j! S% a& x1 T& K R: Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。
0 Z4 f0 X- v- q/ v) d7 |* X% _ D: Then you‘ll have to think of something better, Robert. |