商務人員成功談判實例選摘(二)

　　商務談判技巧在任何合作場合都能用得到，談判的水平直接決定成本或者收益，以下是小編給大家整理的商務人員成功談判實例選摘(二)，希望可以幫到大家

　　robert回公司呈報dan的提案后，老板很滿意對方的采購計劃;但在折扣方面則希望robert能繼續(xù)維持強硬的態(tài)度，盡量探出對方的底線。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)。we 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. i must talk to my office anyway. i hope we can find some common ground(共同信念)on this.

　　next day

　　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(xié))。

　　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.