公司采購 價格拉鋸 Purchase
Robert回公司呈報了Dan的提案后，老板很滿意對方的采購計劃，但在折扣方面則希望Robert能繼續維持強硬的態度，盡量探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此的平衡點呢？
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 trying very hard to reach some middle ground（互相妥協）.
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（斷然拒絕）.
D: Then you'll have to think of something better, Robert.
R: 即使是大量銷售，我們的‘健你樂’生產成本仍然無法降低太多。
D: 那你的`建議是…？
R: 敝公司可以降價。但是七五折會過度削低我們的毛利。我們建議雙方各讓一步－九折。
D: 那跟七五折差太多了！九折實在超出我的談判限度。有其它方案嗎？
R: 我現在沒辦法決定。這樣吧，我們何不明天再談？
D: 可以。反正我也得和公司方面討論一下。希望我們能夠達成共同協議。
R: (次日)Robert，奉上頭指示，我得否決你所提的折扣，但我們還是可以找出其它可行的辦法。
D: 希望如此，Dan。上面指示我要強硬地談這筆生意－－但我一直想達成折衷的方案。
R: 我了解。那么我們提議階段式的協議。前半年先給我們八折，后半年，則打八五折。
D: 我沒辦法向公司報告這樣的數字－－他們一定會打回票的。
R: 那你就得想出更好的法子啰！
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