首页 | 试题 | 课件 | 教案 | 中考专栏 | 高考专栏 | 听力 | 素材 | 手机版



您的位置:英语学习 >>商务英语 >>商务谈判 >>

谈判实例:折扣上如何来找平衡点-3
上传者:   加入日期:06-06-21


  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.


 相关资料

 

 交互区
上传资料 资料求助
 学科分类
小学语文 小学数学 小学英语
小学科学 初中语文 初中数学
初中英语 初中科学 初中物理
初中化学 初中生物 道德法治
初中历史 初中地理 高中语文
高中数学 高中英语 高中物理
高中化学 高中生物 高中政治

   版权所有@12999教育资源网