商务实战技巧之商务谈判时的经验(2)
) |, Q- _- \5 h, W; Q" k5 p. A s R: Even with volume sales, our coats for the Exec-U-Ciser won‘t go down much.) d: i1 w/ J7 ~( Z( [6 y1 W! P( `& r
D: Just what are you proposing?
r5 W. U" C0 n I 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%.* l" B' E5 t& ?' n! P' d( M# {4 `% s
D: That‘s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?9 L5 q# g- a5 j" [
R: I don‘t think I can change it right now. Why don‘t we talk again tomorrow?- T) H' S& ^$ ^! X6 R
D: Sure. I must talk to my office anyway. I hope we can find some common ground(共同信念)on this.考试用书
( n) U8 ]- n7 D( ~% B NEXT DAY
4 g5 W" Y' l x/ D D: Robert, I‘ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.* m! m8 e4 |/ ]# V
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)., M: Q+ b1 X1 q- x- Y, H, X
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%.; L) l: X8 t' i K$ ?7 P
R: Dan, I can‘t bring those numbers back to my office――they‘ll turn it down flat(打回票).% U- O% n0 w1 z/ _* `- O! h
D: Then you‘ll have to think of something better, Robert. |