谈判实例：如何探出对方价格底线－会议谈判

文章作者 100test 发表时间 2008:06:04 09:12:14
来源 100Test.Com百考试题网

　　Dan在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: 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 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 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 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 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.