公司采购 价格拉锯 Purchase.docVIP

公司采购 价格拉锯 Purchase Robert回公司呈报了Dan的提案后，老板很满意对方的采购计划，但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上八下的价格翘翘板上，双方是否能找到彼此的.平衡点呢？ R: Even with volume sales, our coats for the Exec-U-Ciser wont 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 promise--10%. D: Thats a big change from 25! 10 is beyond my negotiating limit. (pause) Any other ideas? R: I dont think I can change it right now. Why dont we talk again tomorrow? D: Sure. I must talk to my office anyway. I hope we can find some mon ground（共同信念）on this. [NEXT DAY ] D: Robert, Ive been instructed to reject the numbers you proposed; but we can try to e up with some thing else. R: I hope so, Dan. My instructions are to negotiate hard on this deal--but Im trying 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（断然拒绝）. D: Then youll have to think of something better, Robert. R: 即使是大量销售，我们的‘健你乐’生产成本仍然无法降低太多。 D: 那你的建议是…？ R: 敝公司可以降价。但是七五折会过度削低我们的毛利。我们建议双方各让一步－九折。 D: 那跟七五折差太多了！九折实在超出我的谈判限度。有其它方案吗？ R: 我现在没办法决定。这样吧，我们何不明天再谈？ D: 可以。反正我也得和公司方面讨论一下。希望我们能够达成共同协议。 R: (次日)Robert，奉上头指示，我得否决你所提的折扣，但我们还是可以找出其它可行的办法。 D: 希望如此，Dan。上面指示我要强硬地谈这笔生意－－但我一直想达成折衷的方案。 R: 我了解。那么我们提议阶段式的协议。前半年先给我们八折，后半年，则打八五折。 D: 我没办法向公司报告这样的数字－－他们一定会打回票的。 R: 那你就得想出更好的法子啰！ 模板,内容仅供参考