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。yxF3158创业网

双方第一回过招如下：yxF3158创业网

D:I'dliketogettheballrollingbytalkingaboutprices.yxF3158创业网

R:Shoot.I'dbehappytoansweranyquestionsyoumayhave.yxF3158创业网

D:Yourproductsareverygood.ButI'malittleworriedaboutthepricesyou'reasking.yxF3158创业网

R:Youthinkweaboutbeaskingformore?yxF3158创业网

D:That'snotexactlywhatIhadinmind.Iknowyourresearchcostsarehigh,butwhatI'dlikeisa25%discount.yxF3158创业网

R:Thatseemstobealittlehigh,Mr.Smith.Idon'tknowhowwecanmakeaprofitwiththosenumbers.yxF3158创业网

D:Please,Robert,callmeDan.Well,ifwepromisefuturebusiness-volumesales-thatwillslashyourcostsformakingtheExec-U-ciser,right?yxF3158创业网

R:Yes,butit'shardtoseehowyoucanplacesuchlargeorders.Howcouldyouturnoversomany?We'dneedaguaranteeoffuturebusiness,notjustapromise.yxF3158创业网

D:Wesaidwewanted1000piecesoverasix-monthperiod.Whatifweplaceordersfortwelvemonths,withaguarantee?yxF3158创业网

R:Ifyoucanguaranteethatonpaper,Ithinkwecandiscussthisfurther.yxF3158创业网

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。就在这七上八下的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解：yxF3158创业网

R:Evenwithvolumesales,ourcoatsfortheExec-U-Ciserwon'tgodownmuch.yxF3158创业网

D:Justwhatareyouproposing?yxF3158创业网

R:Wecouldtakeacutontheprice.But25%wouldslashourprofitmargin.Wesuggestacompromise-10%.yxF3158创业网

D:That'sabigchangefrom25!10isbeyondmynegotiatinglimit.Anyotherideas?yxF3158创业网

R:Idon'tthinkIcanchangeitrightnow.Whydon'twetalkagaintomorrow?yxF3158创业网

D:Sure.Imusttalktomyofficeanyway.Ihopewecanfindsomecommongroundonthis.yxF3158创业网

NEXTDAYD:Robert,I'vebeeninstructedtorejectthenumbersyouproposed;butwecantrytocomeupwithsomethingelse.yxF3158创业网

R:Ihopeso,Dan.Myinstructionsaretonegotiatehardonthisdeal-butI'mtryveryhardtoreachsomemiddleground.yxF3158创业网

D:Iunderstand.Weproposeastructureddeal.Forthefirstsixmonths,wegetadiscountof20%,andthenextsixmonthsweget15%.yxF3158创业网

R:Dan，Ican'tbringthosenumbersbacktomyoffice--they'llturnitdownflat.yxF3158创业网

D:Thenyou'llhavetothinkofsomethingbetter,Robert.yxF3158创业网

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：yxF3158创业网

R:Howabout15%thefirstsixmonths,andthesecondsixmonthsat12%,withaguaranteeof3000units?yxF3158创业网

D:That'salottosell,withverylowprofitmargins.yxF3158创业网

R:It'saboutthebestwecando,Dan.Weneedtohammersomethingouttoday.IfIgobackempty-handed,Imaybecomingbacktoyousoontoaskforajob.yxF3158创业网

D:O.K.,17%thefirstsixmonths,14%forthesecond?yxF3158创业网

R:Good.Let'sironouttheremainingdetails.Whendoyouwanttotakedelivery?yxF3158创业网

D:We'dlikeyoutoexecutethefirstorderbythe31st.yxF3158创业网

R:Letmerunthroughthisagain:thefirstshipmentfor1500units,tobedeliveredin27days,bythe31st.yxF3158创业网

D:Right.Wecouldn'thandlemuchlargershipments.yxF3158创业网

R:Fine.ButI'dpreferthefirstshipmenttobe1000units,thenext2000.The31stisquitesoon-Ican'tguarantee1500.yxF3158创业网

D:Icanagreetothat.Well,ifthere'snothingelse,Ithinkwe'vesettledeverything.yxF3158创业网

R:Dan,thisdealpromisesbigreturnsforbothsides.Let'shopeit'sthebeginningofalongandprosperousrelationship.yxF3158创业网

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