Dan Smith是一位美國(guó)的健身用品經(jīng)銷(xiāo)商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，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(chǎng)老將，自己絕不可掉以輕心。雙方第一回過(guò)招如下：
D: I'd like to get the ball rolling（開(kāi)始）by talking about prices.
R: Shoot.（洗耳恭聽(tīng)）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(xiāo)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(bào)Dan的提案后，老板很滿意對(duì)方的采購(gòu)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。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？請(qǐng)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
Dan上回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(jì)了呢？請(qǐng)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(qián)）for both sides. Lets hope its the beginning of a long and prosperous relationship
今天Robert的辦公室出現(xiàn)了一個(gè)生面孔――Kevin Hughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專(zhuān)程來(lái)臺(tái)灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動(dòng)型“磁質(zhì)石膏護(hù)墊“”，受傷的運(yùn)動(dòng)員包上這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，且不妨礙活動(dòng)?，F(xiàn)在，我們就來(lái)看看兩人的會(huì)議現(xiàn)況：
R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cons（衡量得失）with you.
K: Mr. Robert Liu, weve 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, Im 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（投資于……）our company?
K: No, we dont, Mr. Liu. This is just OEM.
R: I see. Then, the most important thing is the size of your orders. Well 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, well make an average return of just 4%. Thats too great a financial burden for us.
K: Ill check the number later, but what do you propose?
R: Heres how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer
今天Robert的辦公室出現(xiàn)了一個(gè)生面孔――Kevin Hughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專(zhuān)程來(lái)臺(tái)灣尋找
加工。接洽的加工產(chǎn)品市運(yùn)動(dòng)型“磁質(zhì)石膏護(hù)墊“”，受傷的運(yùn)動(dòng)員包上這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，
且不妨礙活動(dòng)。現(xiàn)在，我們就來(lái)看看兩人的會(huì)議現(xiàn)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（投資于……）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
