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 rollingby talking about prices. R: Shoot.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?D: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.Well, if we promise future business--volume sales--that will slash your costsfor 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 overso many?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.
