商务谈判实例(二)

　　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:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon’tgodownmuch.
　　D:Justwhatareyouproposing?
　　R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise？？10%.
　　D:That’sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
　　R:Idon’tthinkIcanchangeitrightnow.Whydon’twetalkagaintomorrow?
　　D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.
　　NEXTDAY
　　D:Robert,I’vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
　　R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal？？butI’mtryveryhardtoreachsomemiddleground（互相妥协）.
　　D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.&nbs
　　R:Dan,Ican’tbringthosenumbersbacktomyoffice？？they’llturnitdownflat（打回票）.
　　D:Thenyou’llhavetothinkofsomethingbetter,Robert.