怎样探出对方价格底线

英语自学网

　　Dan提议前半年给对方二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢?他从锦囊里又掏出什么妙计了呢?请看下面分解：
        　　R: How about 15% the first six months, and the second six months at 12%,
with a guarantee of 3000 units?
        　　D: Thats a lot to sell, with very low profit margins.
        　　R: Its 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% the first six months, 14% for the second?!
        　　R: Good. Lets iron out(解决)the remaining details. When do you want to take
delivery(取货)?
        　　D: Wed 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(赚大钱)for both sides. Let's hope its
the beginning of a long and prosperous relationship.