公司采购 价格拉锯 Purchase
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？
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.
R: 即使是大量销售，我们的‘健你乐’生产成本仍然无法降低太多。
D: 那你的`建议是…？
R: 敝公司可以降价。但是七五折会过度削低我们的毛利。我们建议双方各让一步－九折。
D: 那跟七五折差太多了！九折实在超出我的谈判限度。有其它方案吗？
R: 我现在没办法决定。这样吧，我们何不明天再谈？
D: 可以。反正我也得和公司方面讨论一下。希望我们能够达成共同协议。
R: (次日)Robert，奉上头指示，我得否决你所提的折扣，但我们还是可以找出其它可行的办法。
D: 希望如此，Dan。上面指示我要强硬地谈这笔生意－－但我一直想达成折衷的方案。
R: 我了解。那么我们提议阶段式的协议。前半年先给我们八折，后半年，则打八五折。
D: 我没办法向公司报告这样的数字－－他们一定会打回票的。
R: 那你就得想出更好的法子啰！
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