Robert回公司呈報了Dan的提案後，老闆很滿意對方的採購計劃，但在折扣方面則希望Robert能繼續維持強硬的'態度，儘量探出對方的底線。就在這七上八下的價格翹翹板上，雙方是否能找到彼此的平衡點呢?請看他們的過招經過：
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 trying very hard to reach some middle ground(互相妥協)。
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(斷然拒絕)。
D： Then you'll have to think of something better, Robert.