外贸外语：经典商务英语谈判实例(3)

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.