折扣上如何来找平衡点 3
Robert回公司呈报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。就在这七上七八的价格翘翘板上,双方是否能找到彼此地平衡点呢?请看下面分解:
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 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.
【折扣上如何来找平衡点 3】相关文章:
求职故事之顶多只能打八折03-17
如何介绍你自己03-23
如何搞好职场人脉07-17
如何识别高薪陷阱03-11
求职陷阱如何避免07-05
如何规避求职陷阱?07-01
求职陷阱如何规避06-28
如何应对求职陷阱06-27
如何防范求职陷阱?04-20
如何识破求职陷阱?03-18