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商務(wù)談判:協(xié)定和約

時(shí)間:2020-11-16 14:29:33 Negotiation 我要投稿

商務(wù)談判:協(xié)定和約

  Dan上回提議前半年給他們二成折扣,后半年再降為一成半,經(jīng)Robert推翻后,Dan再三表示讓步有限。您知道Robert在這折扣縫隙中游走,如何才能摸出雙方都同意的數(shù)字呢?他從錦囊里又掏出什么妙計(jì)了呢?請(qǐng)看下面分解:

商務(wù)談判:協(xié)定和約

  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(解決)the remaining details. When do you want to take delivery(取貨)?

  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(賺大錢(qián))for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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