如何探出對方價格底線 2

　　Dan在提議前半年給他們二成折扣，后半年再降為一成半，經(jīng)Robert推翻后，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(shù)字呢？他從錦囊里又掏出什么妙計了呢？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: Thats a lot to sell, with very low profit margins.

　　R: Its 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. Lets iron out（解決）the remaining details. When do you want to take delivery（取貨）?

　　D: Wed 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 couldnt handle much larger shipments.

　　R: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon —— I cant guarantee 1500.

　　D: I can agree to that. Well, if theres nothing else, I think weve settled everything.

　　R: Dan, this deal promises big returns（賺大錢）for both sides. Lets hope its the beginning of a long and prosperous relationship.

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