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商务谈判实例(3)

Dan上回提议前半年给他们二成折扣,后半年再降为一成半,经Robert推翻后,Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走,如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解:

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That"s a lot to sell, with very low profit margins.

R: It"s about the best we can do, Dan. (pause) We need to hammer something out (敲定)today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) O.K., 17% the first six months, 14% for the second?!

R: Good. Let"s iron out(解决)the remaining details. When do you want to take delivery(取货)?

D: We"d like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn"t handle much larger shipments.

R: Fine. But I"d prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can"t guarantee 1500.

D: I can agree to that. Well, if there"s nothing else, I think we"ve settled everything.

R: Dan, this deal promises big returns(赚大钱)for both sides. Let"s hope it"s the beginning of a long and prosperous relationship.

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