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商务谈判对话实例:协定和约

学习委员分享 92221

学习委员 分享

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:

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(解决)the remaining details. when do you want to take delivery(取货)?

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(赚大钱)for both sides. let's hope it's the beginning of a long and prosperous relationship.
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