先谈范围，再谈折扣
Find a workable trade-off between price, scope and delivery.
在价格、范围与交付之间提出可交换的条件。 本情境为原创练习设定。
1 · 先听见真实对话
Stakeholder: Another supplier says they can do everything for less.
You: Could we compare the support and reporting included in the two offers? That would help us see whether we are discussing the same scope.
Stakeholder: We need both the lower price and weekly reports.
You: We could explore a shorter pilot with weekly reports within that budget, then review the full programme after it.
Stakeholder: Can you guarantee the pilot price for the full programme?
You: I can confirm the pilot terms. I would need approval before offering the same rate for a wider programme.
2 · 理解表达在这里做了什么
Make the recommendation
Put the decision where the listener can find it.
We can work toward that budget if we adjust the scope.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.Explain the consequence
Show what the proposal changes for people or work.
The core implementation would stay; the weekly custom reports would become one standard monthly report.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.Define the next move
Specify an action, condition or question that moves the discussion forward.
If you need the original reporting package, we would need to keep the original price.
Use the move when it serves this situation. This is not a phrase that must appear in every answer.3 · 跟读后，换成自己的信息
We can work toward that budget if we adjust the scope.
The core implementation would stay; the weekly custom reports would become one standard monthly report.
If you need the original reporting package, we would need to keep the original price.
Which of those matters more for your team: the reporting frequency or the total cost?
保留沟通意图，换掉人物、文件或时间。简单而准确的句子同样有效。
4 · 接住对方的话
Another supplier says they can do everything for less.
Explore what is included without criticising the competitor.
查看一种可行回答
Could we compare the support and reporting included in the two offers? That would help us see whether we are discussing the same scope.
We need both the lower price and weekly reports.
Offer a conditional option within your authority.
查看一种可行回答
We could explore a shorter pilot with weekly reports within that budget, then review the full programme after it.
Can you guarantee the pilot price for the full programme?
Separate a proposal from an unapproved commitment.
查看一种可行回答
I can confirm the pilot terms. I would need approval before offering the same rate for a wider programme.
5 · 换一个情境，再试一次
A client now asks for the same price but delivery two weeks earlier. You can accelerate one workstream if they provide a named reviewer within two days. Offer a conditional trade-off rather than a vague promise.
What do you recommend, and what should we decide next?
Use the new facts. State the consequence or trade-off and one next action.
- I establish what the other side values.
- I exchange a concession for a concrete condition.
- I do not commit beyond my authority.
6 · 明天不看答案，再想一次
Find a workable trade-off between price, scope and delivery.