通常人们将谈判视为唇枪舌剑的对抗性运动，或者理解为谈判双方在利益面前势不两立。事实上，谈判是不动干戈地创造双赢机会，共同努力的过程。下面小编整理了，供你阅读参考。
：情景对话
Robert回公司呈报Dan的提案后，老板很满意对方的采购计划;但在折扣方面则希望Robert能继续维持强硬的态度，尽量探出对方的底线。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢?请看下面分解:
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 try very hard to reach some middle ground互相妥协.
D: I understand. We propose a structured deal阶段式和约. 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打回票.
D: Then you‘ll have to think of something better, Robert.
：实例对话
2001年11月19日 上午11时57分26秒 行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢?以下对话即为您揭晓：
K: If we transferred our technical and research expertise技术与研究的专业知识, what would stop you from making th esame product?
R: We'd be willing to sign a commitment. We'll put it in writing 书面保证that we won't copycat仿冒the Sports Cast within five years after ending our contract.
K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.
R: Fine. We have no intention of becoming your competitor.
K: Great. Then let's settle the details of the transfer agreement.
R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?
R: Our first production run一批的生产should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up处理突发的事件.
K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then.
