Dan Smith是一位美國的健身用品經(jīng)銷商，此次是Robert Liu第一回與他交手。就在短短幾分鐘的交談中，Robert Liu既感到這位大漢粗獷的外表，藏有狡兔的心思――他肯定是沙場(chǎng)老將，自己絕不可掉以輕心。雙方第一回過招如下： D： I‘d like to get the ball rolling（開始）by talking about prices.
R： Shoot.（洗耳恭聽）I‘d be happy to answer any questions you may have.
D： Your products are very good. But I‘m a little worried about the prices you’re asking.
R： You think we about be asking for more？（laughs）
D： （chuckles莞爾） That‘s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount.
R： That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D： Please, Robert, call me Dan. （pause） Well, if we promise future business――volume sales（大筆交易）――that will slash your costs（大量減低成本）for making the Exec-U-ciser, right？
R： Yes, but it‘s hard to see how you can place such large orders. How could you turn over（銷磬）so many？ （pause） We’d need a guarantee of future business, not just a promise.
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee？
R： If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)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(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？請(qǐng)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（互相妥協(xié)）。
D： I understand. We propose a structured deal（階段式和約）。 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.
R： Shoot.（洗耳恭聽）I‘d be happy to answer any questions you may have.
D： Your products are very good. But I‘m a little worried about the prices you’re asking.
R： You think we about be asking for more？（laughs）
D： （chuckles莞爾） That‘s not exactly what I had in mind. I know your research costs are high, but what I’d like is a 25% discount.
R： That seems to be a little high, Mr. Smith. I don‘t know how we can make a profit with those numbers.
D： Please, Robert, call me Dan. （pause） Well, if we promise future business――volume sales（大筆交易）――that will slash your costs（大量減低成本）for making the Exec-U-ciser, right？
R： Yes, but it‘s hard to see how you can place such large orders. How could you turn over（銷磬）so many？ （pause） We’d need a guarantee of future business, not just a promise.
D： We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee？
R： If you can guarantee that on paper, I think we can discuss this further.
Robert回公司呈報(bào)Dan的提案后，老板很滿意對(duì)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(duì)方的底線。就在這七上七八的價(jià)格翹翹板上，雙方是否能找到彼此地平衡點(diǎn)呢？請(qǐng)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（互相妥協(xié)）。
D： I understand. We propose a structured deal（階段式和約）。 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.