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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