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1、780d1ecdddbfd8eca5ebf99f3341f1ba.pdf 第 1 页 共 3 页 Dan Smith 是一位美国的健身用品经销商，此次是 Robert Liu 第一回与他交手。就在短短几分钟的交 谈中，Robert Liu 既感到这位大汉粗犷的外表，藏有狡兔的心思，他肯定是沙场老将，自己绝不可掉以 轻心。双方第一回过招如下： D: Id like to get the ball rolling(开始)by talking about prices. R: Shoot.(洗耳恭听)Id be happy to answer any questions you may have.
2、D: Your products are very good. But Im a little worried about the prices youre asking. R: You think we about be asking for more?(laughs) D: (chuckles 莞尔) Thats not exactly what I had in mind. I know your research costs are high, but what Id like is a 25% discount. R: That seems to be a little high,
3、Mr. Smith. I dont know how we can make a profit with those numbers. D: Please, Robert, call me Dan. (pause) Well, if we promise future businessvolume sales(大笔交易)that will slash your costs(大量减低成本)for making the Exec-U-ciser, right? R: Yes, but its hard to see how you can place such large orders. How
4、could you turn over so many? (pause) Wed need a guarantee of future business, not just a promise. D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? R: If you can guarantee that on paper, I think we can discuss this further. Robert
5、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 wont 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
6、 suggest a compromise10%. D: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I dont think I can change it right now. Why dont we talk again tomorrow? 780d1ecdddbfd8eca5ebf99f3341f1ba.pdf 第 2 页 共 3 页 D: Sure. I must talk to my office anyway. I hope we can fi
7、nd some common ground(共同信念)on this. NEXT DAY D: Robert, Ive 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 dealbut Im try very hard to reach some middle ground(互相妥协). D: I understand
8、. 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 cant bring those numbers back to my officetheyll turn it down flat(打回票). D: Then youll have to think of something better, Robert. 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 Ro
9、bert 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: Thats a lot to sell, with very low profit margins. R: Its about the best we can do, Dan. (pause) We need to
10、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. Lets iron out（解决）the remaining details. When do you want to take delivery（取货）? D: Wed like you to execute t
11、he 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 couldnt handle much larger shipments. R: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon - I cant guarantee 1500. D: I can agree to that. Well, if theres nothing else, I think weve settled 780d1ecdddbfd8eca5ebf99f3341f1ba.pdf 第 3 页 共 3 页 everything. R: Dan, this deal promises big returns（赚大钱）for both sides. Lets hope its the beginning of a long and prosperous relationship
