商務談判實例(二)

Robert回公司呈報Dan的提案後，老闆很滿意對方的採購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，儘量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解: R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.D: Just what are you proposing? R: We could take a cut（降低）on the price. But 25% would slash our profit margin（毛利率） suggest a compromise？？10%. D: That's a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I don't think I can change it right now. Why don't we talk again tomorrow? 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 D: Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with some thing else. 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（互相妥協）. D: I understand. We propose a structured deal（階段式和約）. For the first six months, we get a discount of 20%, and the next six months we get 15%. 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.