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 rolling(开始)by talking about prices。
R： Shoot.(洗耳恭听)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?(laughs)
D： (chuckles莞尔) 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(大笔交易)――that will slash your costs(大量减低成本)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(销磬)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
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