公司采購 價(jià)格拉鋸 Purchase

Robert回公司呈報(bào)了Dan的提案后，老板很滿意對(duì)方的采購計(jì)劃，但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對(duì)方的底線。就在這七上八下的價(jià)格翹翹板上，雙方是否能找到彼此的平衡點(diǎn)呢？

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 trying 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（斷然拒絕）.

D: Then you'll have to think of something better, Robert.

R: 即使是大量銷售，我們的‘健你樂’生產(chǎn)成本仍然無法降低太多。
D: 那你的`建議是…？
R: 敝公司可以降價(jià)。但是七五折會(huì)過度削低我們的毛利。我們建議雙方各讓一步－九折。
D: 那跟七五折差太多了！九折實(shí)在超出我的談判限度。有其它方案嗎？
R: 我現(xiàn)在沒辦法決定。這樣吧，我們何不明天再談？
D: 可以。反正我也得和公司方面討論一下。希望我們能夠達(dá)成共同協(xié)議。
R: (次日)Robert，奉上頭指示，我得否決你所提的折扣，但我們還是可以找出其它可行的辦法。
D: 希望如此，Dan。上面指示我要強(qiáng)硬地談這筆生意－－但我一直想達(dá)成折衷的方案。
R: 我了解。那么我們提議階段式的協(xié)議。前半年先給我們八折，后半年，則打八五折。
D: 我沒辦法向公司報(bào)告這樣的數(shù)字－－他們一定會(huì)打回票的。
R: 那你就得想出更好的法子啰！

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