商务价格谈判
Robert回公司呈报了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。就在这七上八下的价格翘翘板上，双方是否能找到彼此的平衡点呢?请看他们的过招经过：
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)。We 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 trying very hard to reach some middle ground(互相妥协)。
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%.
R： Dan, I can't bring those numbers back to my office——they'll turn it down flat(断然拒绝)。
D： Then you'll have to think of something better, Robert.
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