商务谈判实例(2)

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: 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（解决）the remaining details. When do you want to take delivery（取货）?

　　 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（赚大钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.