在价格的谈判过程中，如何能不动声色的探出双方的价格底线并为自己所用，使自己的公司受益？下面的小例子希望能给您一些提示。

Dan 和Robert正在谈判折扣，他们是如何摸出双方的底线的呢？请看下面分解：

R: How about 15% the first six months, and the second six months at 12%, with a guarantee of 3000 units?

D: That’s a lot to sell, with very low profit margins¹.

R: It’s about the best we can do, Dan. (pause) We need to hammer something out （敲定）today. If I go back empty-handed, I may be coming back to you soon to ask for a job. (smiles)

D: (smiles) OK, 17% the first six months, 14% for the second.

R: Good. Lets iron out（解决）the remaining details. When do you want to take delivery（取货）?

D: We’d like you to execute the first order by the 31st.

R: Let me run through this again: the first shipment for 1500 units, to be delivered in 27 days, by the 31st.

D: Right. We couldn’t handle much larger shipments.

R: Fine. But I’d prefer the first shipment to be 1000 units, the next 2000. The 31st is quite soon -- I can’t guarantee 1500.

D: I can agree to that. Well, if there’s nothing else, I think we’ve settled everything.

R: Dan, this deal promises big returns（赚大钱）for both sides. Let’s hope it’s the beginning of a long and prosperous relationship.