Dan Smith是一位美国的健身用品经销商，此次是Robert Liu第一回与他交手。就在短短几分钟的交谈中，Robert Liu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下： 　　D: I'd like to get the ball rolling（开始）by talking about prices. 　　R: Shoot.（洗耳恭听）I'd be happy to answer any questions you may have. 　　D: Your products are very good. But I'm a little worried about the prices you're asking. 　　R: You think we about be asking for more?(laughs) 　　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. 　　R: That seems to be a little high, Mr. Smith. I don't know how we can make a profit with those numbers. 　　D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volume sales（大笔交易）――that will slash your costs（大量减低成本）for making the Exec-U-ciser, right? 　　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. 　　D: We said we wanted 1000 pieces over a six-month period. What if we place orders for twelve months, with a guarantee? 　　R: If you can guarantee that on paper, I think we can discuss this further. 　　Robert回公司呈报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。就在这七上七八的价格翘翘板上，双方是否能找到彼此地平衡点呢？请看下面分解: 　　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（打回票）. 　　D: Then you'll have to think of something better, Robert Dan上回提议前半年给他们二成折扣，后半年再降为一成半，经Robert推翻后，Dan再三表示让步有限。您知道Robert在这折扣缝隙中游走，如何才能摸出双方都同意的数字呢？他从锦囊里又掏出什么妙计了呢？请看下面分解： 　　 R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units? 　　 D: Thats a lot to sell, with very low profit margins. 　　 R: Its about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles) 　　 D: (smiles) O.K., 17% the first six months, 14% for the second?! 　　 R: Good. Lets iron out（解决）the remaining details. When do you want to take delivery（取货）? 　　 D: Wed like you to execute the first order by the 31st. 　　 R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st. 　　 D: Right. We couldnt handle much larger shipments. 　　 R: Fine. But Id prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon ---- I cant guarantee 1500. 　　 D: I can agree to that. Well, if theres nothing else, I think weve settled everything. 　　 R: Dan, this deal promises big returns（赚大钱）for both sides. Lets hope its the beginning of a long and prosperous relationship 今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫“”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况： R: We found your proposal quite interesting, Mr. Hughes. Wed like to weigh the pros and cons（衡量得失）with you. K: Mr. Robert Liu, weve looked all over Asia for a manufacturer; your company is one of the most suitable. R: If we can settle a number of basic questions, Im confident in saying that we are the most suitable for your needs. K: I hope so. And what might be the basic questions you have? R: First, do you intend to take a position in（投资于……）our company? K: No, we dont, Mr. Liu. This is just OEM. R: I see. Then, the most important thing is the size of your orders. Well have to invest a great deal of money in the new production process. K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years. R: At U.S. $1000 a piece, well make an average return of just 4%. Thats too great a financial burden for us. K: Ill check the number later, but what do you propose? R: Heres how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer 今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找 加工。接洽的加工产品市运动型“磁质石膏护垫“”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位， 且不妨碍活动。现在，我们就来看看两人的会议现况： R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（ 衡量得失）with you. K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable. R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs. K: I hope so. And what might be the basic questions you have? R: First, do you intend to take a position in（投资于……）our company? K: No, we don't, Mr. Liu. This is just OEM. R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process. K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years. R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us. K: I'll check the number later, but what do you propose? R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer