Dan Smith是一位美國(guó)的健身用品經(jīng)銷商，來(lái)向Robert Liu的公司采購(gòu)貨品。這是他們第一次交手。在短短幾分鐘的交談中，雙方都感到對(duì)方是久經(jīng)沙場(chǎng)的老將。談判就在拉鋸中開(kāi)始了。雙方第一回過(guò)招如下：

D: I'd like to get the ball rolling（開(kāi)始）by talking about prices.

R: Shoot（洗耳恭聽(tīng)）. 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 should be asking for more? (laughs)

D: (chuckles) 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（大筆交易）--that will slash your costs（大量減低成本）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（銷磬）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.