談判實例：折扣上如何來找平衡點-3

　　Robert回公司呈報Dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望Robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢？請看下面分解:

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 try very hard to reach some middle ground（互相妥協(xié)）.

D: I understand. We propose a structured deal（階段式和約）. 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（打回票）.

D: Then you‘ll have to think of something better, Robert.

【談判實例：折扣上如何來找平衡點-3】相關文章：

如何讓工作來找你02-27

如何正確進行商務談判02-28

實用的談判方案3篇10-02

【推薦】談判方案3篇05-21

關于折飛機作文3篇05-26

【實用】折飛機作文3篇06-12

有關折飛機作文3篇06-04

雙贏談判培訓心得3篇04-05

如何商務談判實訓心得體會08-19

談判的風格02-07