國際商務師業(yè)務外語輔導之價格拉鋸戰(zhàn)
來源：來源于網(wǎng)絡發(fā)布時間：2010-02-23 10:11:18
Robert回公司呈報了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。就在這七上八下的價格翹翹板上，雙方是否能找到彼此的平衡點呢？請看他們的過招經(jīng)過：
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（斷然拒絕）.
D: Then you'll have to think of something better, Robert.
