商務談判實例（三）

 Dan上回提議前半年給他們二成折扣，后半年再降為一成半，經Robert推翻后，Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走，如何才能摸出雙方都同意的數字呢？他從錦囊里又掏出什么妙計了呢？請看下面分解：

　　R： How about 15% the first six months， and the second six months at 12%， with a guarantee of 3000 units？

　　D： That's a lot to sell， with very low profit margins.

　　R： It's about the best we can do， Dan. （pause） We need to 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. Let's iron out（解決）the remaining details. When do you want to take delivery（取貨）？

　　D： We'd like you to execute the 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 couldn't handle much larger shipments.

　　R： Fine. But I'd prefer the first shipment to be 1000 units， the next 2000. The 31st is quite soon —— I can't guarantee 1500.

　　D： I can agree to that. Well， if there's nothing else， I think we've settled everything.

　　R： Dan， this deal promises big returns（賺大錢）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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