商务谈判实例(三)

    Dan上回提议前半年给他们二成折扣，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:　That's　a　lot　to　sell,　with　very　low　profit　margins¹.
    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%　the　first　six　months,　14%　for　the　second?!
    R:　Good.　Let's　iron　out（解决）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（赚大钱）for　both　sides.　Let's　hope　it's　the　beginning　of　a　long　and　prosperous　relationship.
   

1 margins   

边( margin的名词复数 )； 利润； 页边空白； 差数

参考例句：

• They have always had to make do with relatively small profit margins. 他们不得不经常设法应付较少的利润额。
• To create more space between the navigation items, add left and right margins to the links. 在每个项目间留更多的空隙，加左或者右的margins来定义链接。