你来我往价格战

概要： 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 b

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    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.           

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