Dan上回提議前半年給他們二成折扣，後半年再降為一成半，經Robert推翻後，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字呢?他從錦囊裡又掏出什麼妙計了呢?
請看下面分解：
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 20xx. 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)for both sides. Let’s hope it’s the beginning of a long and prosperous relationship。
Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手。
就在短短几分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心。雙方第一回過招如下：
D： I’d like to get the ball rolling(開始)by talking about prices。
R： Shoot.(洗耳恭聽)I’d be happy to answer any questions you may have。
D： Your products are very good. But I’m a little worried about the prices you’re asking。
R： You think we about be asking for more?(laughs)
D： (chuckles莞爾) That’s not exactly what I had in mind. I know your research costs are high，but what I’d like is a 25% discount。
R： That seems to be a little high，Mr. Smith. I don’t know how we can make a profit with those numbers。
D： Please， Robert， call me Dan. (pause) Well， if we promise future business――volume sales(大筆交易)――that will slash your costs(大量減低成本)for making the Exec-U-ciser， right?
R： Yes， but it’s hard to see how you can place such large orders. How could you turn over(銷磬)so many? (pause) We’d need a guarantee of future business，not just a promise。
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months，with a guarantee?
R： If you can guarantee that on paper， I think we can discuss this further
Robert回公司呈報Dan的提案後，老闆很滿意對方的採購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，儘量探出對方的底線。就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解：
R： Even with volume sales，our coats for the Exec-U-Ciser won’t go down much。
D： Just what are you proposing?
R： We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率) suggest a compromise――10%。
D： That’s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R： I don’t think I can change it right now. Why don’t we talk again tomorrow?
D： Sure. Imust talk to my office anyway. I hope we can find some common ground(共同信念)on this.
D： Robert， I’ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else。
R： I hope so， Dan. My instructions are to negotiate hard on this deal――but I’m try very hard to reach some middle ground(互相妥協)。
D： I understand. We propose a structured deal(階段式和約). For the first six months，we get a discount of 20%， and the next six months we get 15%。
R： Dan， I can’t bring those numbers back to my office――they’ll turn it down flat(打回票)。
D： Then you’ll have to think of something better，Robert。
Robert回公司呈報Dan的提案後，老闆很滿意對方的採購計劃;但在折扣方面則希望Robert能繼續維持強硬的態度，儘量探出對方的底線.就在這七上七八的價格翹翹板上，雙方是否能找到彼此地平衡點呢?請看下面分解：
R： Even with volume sales，our coats for the Exec-U-Ciser won’t go down much.
D： Just what are you proposing?
R： We could take a cut(降低)on the price. But 25% would slash our profit margin(毛利率) suggest a compromise――10%.
D： That’s a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas?
R： I don’t think I can change it right now. Why don’t we talk again tomorrow?
D： Sure. Imust talk to my office anyway. I hope we can find some common ground(共同信念)on this.
D： Robert， I’ve been instructed to reject the numbers you proposed; but we can try to come up with some thing else.
R： I hope so， Dan. My instructions are to negotiate hard on this deal――but I’m try very hard to reach some middle ground(互相妥協).
D： I understand. We propose a structured deal(階段式和約). For the first six months，we get a discount of 20%， and the next six months we get 15%.
R： Dan， I can’t bring those numbers back to my office――they’ll turn it down flat(打回票).
D： Then you’ll have to think of something better，Robert.
Dan Smith是一位美國的健身用品經銷商，此次是Robert Liu第一回與他交手.
就在短短几分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場老將，自己絕不可掉以輕心.雙方第一回過招如下：
D： I’d like to get the ball rolling(開始)by talking about prices.
R： Shoot.(洗耳恭聽)I’d be happy to answer any questions you may have.
D： Your products are very good. But I’m a little worried about the prices you’re asking.
R： You think we about be asking for more?(laughs)
D： (chuckles莞爾) That’s not exactly what I had in mind. I know your research costs are high，but what I’d like is a 25% discount.
R： That seems to be a little high，Mr. Smith. I don’t know how we can make a profit with those numbers.
D： Please， Robert， call me Dan. (pause) Well， if we promise future business――volume sales(大筆交易)――that will slash your costs(大量減低成本)for making the Exec-U-ciser， right?
R： Yes， but it’s hard to see how you can place such large orders. How could you turn over(銷磬)so many? (pause) We’d need a guarantee of future business，not just a promise.
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months，with a guarantee?
R： If you can guarantee that on paper， I think we can discuss this further
今天Robert的辦公室出現了一個生面孔――Kevin Hughes，此人代表美國一家運動產品公司，專程來中國臺灣尋找加工.接洽的加工產品市運動型“磁質石膏護墊”，受傷的運動員包上這種產品上場比賽，即可保護受傷部位，且不妨礙活動.現在，我們就來看看兩人的會議現況：
R： We found your proposal quite interesting， Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you.
K： Mr. Robert Liu， we’ve looked all over Asia for a manufacturer; your company is one of the most suitable.
R： If we can settle a number of basic questions， I’m confident in saying that we are the most suitable for your needs.
K： I hope so. And what might be the basic questions you have?
R： First， do you intend to take a position in(投資於……)our company?
K： No， we don’t， Mr. Liu. This is just OEM.
R： I see. Then， the most important thing is the size of your orders. We’ll have to invest a great deal of money in the new production process.
K： If you can guarantee continuing quality， we can sign a commitment for 75，000 pieces a year， for five years.
R： At U.S. $1000 a piece， we’ll make an average return of just 4%. That’s too great a financial burden for us.
K： I’ll check the number later， but what do you propose?
R： Here’s how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer.
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