商务谈判实例(二).doc

《商务谈判实例(二).doc》由会员上传分享，免费在线阅读，更多相关内容在应用文档-天天文库。

1、此资料由网络收集而来，如有侵权请告知上传者立即删除。资料共分享，我们负责传递知识。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:Wecouldtakeacu

2、t（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise？？10%.D:That’sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?R:Idon’tthinkIcanchangeitrightnow.Whydon’twetalkagaintomorrow?D:Sure.Imusttalktomyofficeanyway.Ihopewecanfind

3、somecommonground（共同信念）onthis.NEXTDAYD:Robert,I’vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal？？butI’mtryveryhardtoreachsomemiddleground（互相妥协）.D:Iunderstand.Weproposeastru

4、ctureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.R:Dan,Ican’tbringthosenumbersbacktomyoffice？？they’llturnitdownflat（打回票）.D:Thenyou’llhavetothinkofsomethingbetter,Robert.1