商务谈判：价格拉锯战

    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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