商务谈判实例（1）

DanSmith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：
D:I’dliketogettheballrolling（开始）bytalkingaboutprices.

R:Shoot.（洗耳恭听）I’dbehappytoansweranyquestionsyoumayhave.

D:Yourproductsareverygood.ButI’malittleworriedaboutthepricesyou’reasking.

R:Youthinkweaboutbeaskingformore?(laughs)

D:(chuckles莞尔)That’snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI’dlikeisa25%discount.

R:Thatseemstobealittlehigh,Mr.Smith.Idon’tknowhowwecanmakeaprofitwiththosenumbers.

D:Please,Robert,callmeDan.(pause)Well,ifwepromisefuturebusiness――volumesales（大笔交易）――thatwillslashyourcosts（大量减低成本）formakingtheExec-U-ciser,right?

R:Yes,butit’shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnover（销磬）somany?(pause)We’dneedaguaranteeoffuturebusiness,notjustapromise.

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.

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）.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.