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 wont go down much.
D： Just what are you proposing?
R： We could take a cuton the price. But 25% would slash our profit margin。We suggest a compromise――10%.
D： Thats a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
R： I dont think I can change it right now. Why dont we talk again tomorrow?
D： Sure. I must talk to my office anyway. I hope we can find some common groundon this.
NEXT DAY
D： Robert， Ive 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。 For the first six months， we get a discount of 20%， and the next six months we get 15%.
R： Dan， I cant bring those numbers back to my office――theyll turn it down flat。
D： Then youll have to think of something better， Robert.