商务谈判实战对话：商讨价格 双方第一回过招如下： D:I'dliketogettheballrolling(开始)bytalkingaboutprices. R:Shoot.(洗耳恭听)I'dbehappytoansweranyquestionsyoumayhave. D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking. R:Youthinkweaboutbeaskingformore?(laughs) D:(chuckles莞尔)That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount. R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers. D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness-volumesales(大笔交易)-thatwillslashyourcosts(大量减低成本)formakingtheExec-U-ciser,right? R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover(销磬)somany?(pause)We'dneedaguaranteeoffuturebusiness,notjustapromise. D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee? R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther. 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。
就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解： R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch. D:Justwhatareyouproposing? R:Wecouldtakeacut(降低)ontheprice.But25%wouldslashourprofitmargin(毛利率).Wesuggestapromise-10%. D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas? R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow? D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomemonground(共同信念)onthis 。