商务英语实战：经典商务谈判范例二

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商务谈判实例(二)
　　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：
　　R： Even with volume sales， our coats for the Exec-U-Ciser won’t go down much。
0 ?, F& E- n4 |! k1 YD： Just what are you proposing?
3 P" [4 N3 G; f0 `  z) k, r7 ?* K　　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%。
- `/ {/ b( ~/ W3 U8 G. _( p　　D： That’s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
5 _2 r2 b  ~7 O7 Q* C, b7 n  A2 I　　R： I don’t think I can change it right now. Why don’t we talk again tomorrow?
/ \" I$ K4 B. ?* i2 F9 G0 e　　D： Sure. I
　　must talk to my office anyway. I hope we can find some common ground(共同信念)on this. NEXT DAY
0 C; R5 U9 _$ L8 I- \) D/ L　　D： Robert， I’ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else。
! S1 S: z# ]$ s  V3 a1 J( K9 j　　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)。
' q( S( H( U8 t' S　　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%。
" [5 S! r' K4 Q3 ^　　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。