價格底線巧探出

　　在價格的談判過程中，如何能不動聲色的探出雙方的價格底線并為自己所用，使自己的公司受益？下面的小例子希望能給您一些提示。

　　Dan 和Robert正在談判折扣，他們是如何摸出雙方的底線的呢？請看下面分解：

　　R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

　　D: 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） OK, 17% the first six months, 14% for the second.

　　R: Good. Lets iron out（解決）the remaining details. When do you want to take delivery（取貨）?

　　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（賺大錢）for both sides. Let's hope it's the beginning of a long and prosperous relationship.

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