unit10PriceNegotiation要点.ppt

NEXT DAY D: Robert, Ive 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 Im try very hard to reach some middle ground (互相妥协).　　D: I understand. We propose a structured deal (阶段式和约). For the first six months, we get a discount of 20%, and the next six months we get 15%.　　R: Dan， I cant bring those numbers back to my office -- theyll turn it down flat (打回票).　　D: Then youll have to think of something better, Robert. Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：　　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 (解决) the remaining details. When do you want to take delivery (取货) ?　　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 (赚大钱) for both sides. Lets hope its the beginning of a long and prosperous relationship. Business Letters Unit 10 Price Negotiation Objectives To learn some useful terms and expressions on price and price negotiation Price is the crux matter in business. take these factors into account --- unit price, measurement unit, currency used Price terms are used