Robert回公司呈報(bào)Dan的提案后，老板很滿意對方的采購計(jì)劃；但在折扣方面則希望Robert能繼續(xù)維持強(qiáng)硬的態(tài)度，盡量探出對方的底限。就在這七上八下的價(jià)格翹翹板上，雙方是否能找到彼此的平衡點(diǎn)呢？請看下面分解：

英文正文

Robert: Even with volume sales, our costs for the Exec-U-Ciser won't go down much.

Dan: Just what are you proposing?

Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.

Dan: That's a big change from 25! 10 is beyond my negotiating limit. Any other ideas?

Robert: I don't think I can change it right now. Why don't we talk again tomorrow?

Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, I've been instructed to reject the numbers you proposed; but we can try to come up with something else.

Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but I'm trying very hard to reach some middle ground.

Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.

Robert: Dan, I can't bring those numbers back to my office - they'll turn it down flat.

Dan: Then you'll have to think of something better, Robert.

句型總結(jié)

●　 巧妙否決
1. We suggest a compromise -- 10%.
2. We propose an alternative -- 10%.
3. We have another possibility -- 10%.
4. We suggest another approach -- 10%.

　 談判進(jìn)行中，如果有意修改對方的提案，可技巧地使用："we suggest a (compromise)..."‘我們建議一項(xiàng)（折衷）…’
　 使用這句話的好處是避免當(dāng)面斬釘截鐵地拒絕對方，而且還可提出另一個(gè)提議來試探對方；因此這個(gè)句型不但有降低現(xiàn)場火藥味的作用，也可藉此表達(dá)新的意見，十分有利于雙方進(jìn)行磋商。它的語言技巧即在表達(dá)‘否定’時(shí)沒有用到‘不’這樣的字眼。

●　 超出限度
1. 10 is beyond my negotiating limit.
2. 10 is outside where I can go.
3. 10 is beyond the limits of what I can discuss.
4. 10 is not acceptable to me.

　 "...is beyond my negotiating limit."‘…超出我的談判限度’。
　　 此句型的主詞就是對方所提的條件。這句話明白告知對方，其提案超出己方設(shè)有的底限或自己的權(quán)限，若一味強(qiáng)求，可能造成談判破裂。這種表達(dá)否決意味的句子，語氣堅(jiān)定卻不失禮貌。

●　 上級指示
1. My instructions are to negotiate hard on this deal.
2. I've been instructed to negotiate hard on this deal.
3. I've been told to negotiate hard on this deal.
4. I'm obliged to negotiate hard on this deal.

　 對話中，有兩個(gè)表示自己乃銜命而來的句型，第一個(gè)是Dan說的："I've been instructed to..."。另一個(gè)是Robert說的："My instructions are to..."。
　 這兩個(gè)句型均適用于正式場合，語氣直截了當(dāng)；一來傳遞上級的指示，二來劃定談判的界限。不僅請對方諒解自己權(quán)力有限的難處，并且抬出背后上司作護(hù)身符，借此保護(hù)自己不致成為對方攻擊的箭靶。