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robert回公司呈報(bào)dan的提案后，老板很滿(mǎn)意對(duì)方的采購(gòu)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.
