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:
" k/ _1 K1 D, P+ {* L% z R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.
- |5 x+ _ L2 v: ^& s/ ]6 A& l* T$ f1 B D: Just what are you proposing?
. p2 i/ P1 J- V$ z 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%.
$ o3 D* T: X! V9 O+ W D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?, e& U5 c- _ @/ ^
R: I don‘t think I can change it right now. Why don’t we talk again tomorrow?- O) q$ G0 ^9 D: a6 ^
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.: m5 s4 M: T6 ?, v& d
NEXT DAY! G9 l5 W) l3 i# \5 |$ u/ M
D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else. a: A" S& H# z; w3 @5 d) y# G, A: A( z5 V; A
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)。2 c; P) F2 x+ y7 q# e* h% E, U
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%.7 J' P/ ^8 a' k% S3 F+ F, j
R: Dan, I can‘t bring those numbers back to my office――they’ll turn it down flat(打回票)。
' J; s! C% y! @& X3 m D: Then you‘ll have to think of something better, Robert. |