Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他比武。就在短短几分钟的交谈中，Robert Liu既感到这位年夜汉粗犷的表面，躲有狡兔的心思――他一定是疆场宿将，自己尽不可漫不经心。双方第一回过招如下：   D: I'd like to get the ball rolling（开始）by talking about prices. R: Shoot.（倾耳细听）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莞尔) That's not exactly what I had in mind. I know your research costs are high, but what I'd like is a 25百分 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（年夜笔生意）――that will slash your costs（年夜量减低成本）for IT 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（销磬）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 IT, I think we can discuss this further

    商务闲谈实例(二)
    Robert回公司报告Dan的提案后，老板很满意对方的推销计划;但在折扣方面则希看Robert能继承维持倔强的立场，只管即便探出对方的底线。就在这七上七八的价钱翘翘板上，双方能否能找到相互地平衡点呢？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（低落）on the price. But 25百分 would slash our profit margin（毛利率）.We suggest a compromise――10百分. 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（共同信心）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（相互妥协）. D: I understand. We propose a structured deal（阶段式和约）. For the first six months, we get a discount of 20百分, and the next six months we get 15百分. 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.

    商务闲谈实例(三)
    Dan上回发起前半年给他们二成折扣，后半年再降为一成半，经Robert民主后，Dan再三默示让步无限。您晓得Robert在这折扣裂缝中游走，若何本领摸出双方都赞同的数字呢？他从锦囊里又掏出什么奇策了呢？请看下面分解：  R: How about 15百分 the first six months, and the second six months at 12百分, with a guarantee of 3000 units? D: That's a lot to sell, with very low profit margins. R: It's 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., 17百分 the first six months, 14百分 for the second?! R: Good. Let's iron out（处理）the remaining details. When do you want to take delivery（取货）? D: We'd 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 couldn't handle much larger shipments.  R: Fine. But I'd prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I can't guarantee 1500. D: I can agree to that. Well, if there's nothing else, I think we've settled everything. R: Dan, this deal promises big returns（赚年夜钱）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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