外贸外语：经典商务英语谈判实例(2)

商务谈判实例(二)

Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？

请看下面分解：

R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.
D:Justwhatareyouproposing?
R:Wecouldtakeacut（降低）ontheprice.But25%wouldslashourprofitmargin（毛利率）.Wesuggestacompromise――10%.
D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.(pause)Anyotherideas?
R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?
D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommonground（共同信念）onthis.NEXTDAY
D:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.
R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal――butI'mtryveryhardtoreachsomemiddleground（互相妥协）.
D:Iunderstand.Weproposeastructureddeal（阶段式和约）.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.
R:Dan,Ican'tbringthosenumbersbacktomyoffice――they'llturnitdownflat（打回票）.
D:Thenyou'llhavetothinkofsomethingbetter,Robert.