常用商务谈判：商务谈判实例(三)

常用商务谈判：商务谈判实例(三) 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Robert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:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units? D:That’salottosell,withverylowprofitmargins. R:It’saboutthebestwecando,Dan.(pause)Weneedtohammersomethingout（敲定）today.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.(smiles) D:(smiles)O.K.,17%thefirstsixmonths,14%forthesecond?! R:Good.Let’sironout（解决）theremainingdetails.Whendoyouwanttotakedelivery（取货）? D:We’dlikeyoutoexecutethefirstorderbythe31st. R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st. D:Right.Wecouldn’thandlemuchlargershipments. R:Fine.ButI’dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon----Ican’tguarantee1500. D:Icanagreetothat.Well,ifthere’snothingelse,Ithinkwe’vesettledeverything. R:Dan,thisdealpromisesbigreturns（赚大钱）forbothsides.Let’shopeit’sthebeginningofalongandprosperousrelationship.