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标题: 谈判实例:如何探出对方价格底线-2 [打印本页]

作者: 幽幽草    时间: 2007-4-17 17:03     标题: 谈判实例:如何探出对方价格底线-2

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




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