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¡¾À´Ô´£ºÒ×½ÌÍø ¸üÐÂʱ¼ä£º2008-05-26¡¿Dan SmithÊÇһλÃÀ¹úµÄ½¡ÉíÓÃÆ·¾ÏúÉÌ£¬´Ë´ÎÊÇRobert LiuµÚÒ»»ØÓëËû½»ÊÖ¡£¾ÍÔڶ̶̼¸·ÖÖӵĽ»Ì¸ÖУ¬Robert Liu¼È¸Ðµ½Õâλ´óºº´ÖáîµÄÍâ±í£¬²ØÓнÆÍõÄÐÄ˼¨D¨DËû¿Ï¶¨ÊÇɳ³¡ÀϽ«£¬×Ô¼º¾ø²»¿ÉµôÒÔÇáÐÄ¡£Ë«·½µÚÒ»»Ø¹ýÕÐÈçÏ£º
¡¡¡¡D: I¡®d like to get the ball rolling£¨¿ªÊ¼£©by talking about prices.
¡¡¡¡R: Shoot.£¨Ï´¶ú¹§Ìý£©I¡®d be happy to answer any questions you may have.
¡¡¡¡D: Your products are very good. But I¡®m a little worried about the prices you¡®re asking.
¡¡¡¡R: You think we about be asking for more?(laughs)
¡¡¡¡D: (chucklesݸ¶û) That¡®s not exactly what I had in mind. I know your research costs are high, but what I¡®d like is a 25% discount.
¡¡¡¡R: That seems to be a little high, Mr. Smith. I don¡®t know how we can make a profit with those numbers.
¡¡¡¡D: Please, Robert, call me Dan. (pause) Well, if we promise future business¨D¨Dvolume sales£¨´ó±Ê½»Ò×£©¨D¨Dthat will slash your costs£¨´óÁ¿¼õµÍ³É±¾£©for making the Exec-U-ciser, right?
¡¡¡¡R: Yes, but it¡®s hard to see how you can place such large orders. How could you turn over£¨Ïúíࣩso many? (pause) We¡®d need a guarantee of future business, not just a promise.
¡¡¡¡D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?
¡¡¡¡R: If you can guarantee that on paper, I think we can discuss this further.
¡¡¡¡Robert»Ø¹«Ë¾³Ê±¨DanµÄÌá°¸ºó£¬ÀÏ°åºÜÂúÒâ¶Ô·½µÄ²É¹º¼Æ»®;µ«ÔÚÕÛ¿Û·½ÃæÔòÏ£ÍûRobertÄܼÌÐøά³ÖÇ¿Ó²µÄ̬¶È£¬¾¡Á¿Ì½³ö¶Ô·½µÄµ×Ïß¡£¾ÍÔÚÕâÆßÉÏÆ߰˵ļ۸ñÇÌÇÌ°åÉÏ£¬Ë«·½ÊÇ·ñÄÜÕÒµ½±Ë´ËµØƽºâµãÄØ£¿Çë¿´ÏÂÃæ·Ö½â:
¡¡¡¡R: Even with volume sales, our coats for the Exec-U-Ciser won¡®t go down much.
¡¡¡¡D: Just what are you proposing?
¡¡¡¡R: We could take a cut£¨½µµÍ£©on the price. But 25% would slash our profit margin£¨Ã«ÀûÂÊ£©.We suggest a compromise¨D¨D10%.
¡¡¡¡D: That¡®s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
¡¡¡¡R: I don¡®t think I can change it right now. Why don¡®t we talk again tomorrow?
¡¡¡¡D: Sure. I must talk to my office anyway. I hope we can find some common ground£¨¹²Í¬ÐÅÄon this.
¡¡¡¡NEXT DAY
¡¡¡¡D: Robert, I¡®ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
¡¡¡¡R: I hope so, Dan. My instructions are to negotiate hard on this deal¨D¨Dbut I¡®m try very hard to reach some middle ground£¨»¥ÏàÍ×У©.
¡¡¡¡D: I understand. We propose a structured deal£¨½×¶ÎʽºÍÔ¼£©. For the first six months, we get a discount of 20%, and the next six months we get 15%.
¡¡¡¡R: Dan, I can¡®t bring those numbers back to my office¨D¨Dthey¡®ll turn it down flat£¨´ò»ØƱ£©.
¡¡¡¡D: Then you¡®ll have to think of something better, Robert.
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