商务谈判：价格拉锯战
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 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.