商务人员成功谈判实例选摘(二)

【导语】人人范文网的会员“kelolo”为你精心整理了“商务人员成功谈判实例选摘(二)”范文，希望对你的学习、工作有参考借鉴作用。

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： 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(打回票)。

d： then you'll have to think of something better， robert.