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 : Just what are you proposing? R: We could take a cut（降低）on the price. But25% would slash our profit margin（毛利率）.We suggest a compromise？？10%. D: That"s a big change from25!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 of20%, and the next six months we get15%. 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.