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.

        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.