Robert: Even with volume sales, our costs for the Exec-U-Ciser wont go down much.
Dan: Just what are you proposing?
Robert: We could take a cut on the price. But 25% would slash our profit margin. We suggest a compromise - 10%.
Dan: Thats a big change from 25! 10 is beyond my negotiating limit. Any other ideas?
Robert: I dont think I can change it right now. Why dont we talk again tomorrow?
Dan: Sure. I must talk to my office anyway. I hope we can find some common ground on this. (next day) Robert, Ive been instructed to reject the numbers you proposed; but we can try to come up with something else.
Robert: I hope so, Dan. My instructions are to negotiate hard on this deal - but Im trying very hard to reach some middle ground.
Dan: I understand. We propose a structured deal. For the first six months, we get a discount of 20%, and the next six months we get 15%.
Robert: Dan, I cant bring those numbers back to my office - theyll turn it down flat.
