Robert回公司呈报了Dan的提案后，老板非常认可他们的采购计划，但在打折方面则期望Robert能继续保持强硬的态度，尽可能探出他们的底线。就在这七上八下的价格翘翘板上，双方是不是能找到彼此的平衡点呢？请看他们的过招经过：
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（减少）on the price. But 25% would slash1 our profit margin2（毛利率）。We suggest a compromise10%.
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（一同信念）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 dealbut I'm trying 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 officethey'll turn it down flat（断然拒绝）。
D： Then you'll have to think of something better, Robert
