作者:城市网 来源:城市网学院 更新日期：2013-3-30
Robert回公司呈报了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。就在这七上八下的价格翘翘板上，双方是否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（降低）on the price. But 25% would slash our profit margin（毛利率）。We suggest a #promise--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 #mon 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 #e up with some thing else.
R: I hope so, Dan. My instructions are to negotiate hard on this deal--but 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 office--they'll turn it down flat（断然拒绝）。
D: Then you'll have to think of something better, Robert.
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