双方第一回过招如下：LPJ

　　D: I'd like to get the ball rolling (开始) by talking about prices.LPJ

　　R: Shoot. (洗耳恭听) I'd be happy to answer any questions you may have.LPJ

　　D: Your products are very good. But I'm a little worried about the prices you're asking.LPJ

　　R: You think we about be asking for more? (laughs)LPJ

　　D: (chuckles莞尔) 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.LPJ

　　R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers.LPJ

　　D: Please, Robert, call me Dan. (pause) Well, if we promise future business - volume sales (大笔交易) - that will slash your costs (大量减低本钱) for *** the Exec-U-ciser, right?LPJ

　　R: Yes, but it's hard to see how you can place such large orders. How could you turn over (销磬) so many? (pause) We'd need a guarantee of future business, not just a promise.LPJ

　　D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee?LPJ

　　R: If you can guarantee that on ***, I think we can discuss this further.LPJ

　　Robert回公司呈报Dan的提案后，老板很满足对方的采购计划；但在折扣方面则希看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地平衡点呢？请看下面分解：LPJ

　　R: Even with volume sales, our coats for the Exec-U-Ciser won't go down much.LPJ

　　D: Just what are you proposing?LPJ

　　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%.LPJ

　　D: That's a big change from 25! 10 is beyond my negotiating limit. (pause)

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