McNeal: I could be interested in these ones that I have outlined here. But, I want to hear what you're saying about discounts.

Edward: Let's talk specifically about "Big Boss".

McNeal: Let's be clear about one thing. I help you realize that we must have a much larger discount than what's on the table now

Edward: I think the discount problem can be resolved. But you need to be more precised about numbers.

McNeal: Fair enough. What kind of discount are you offering on 10,000 units?

Edward: On 10,000 units Mr. McNeal, I can offer a discount of 30% but I can't offer more.

McNeal: 30%?

Edward: Just let's me finish.

Edward: 30% but with the guarantee of delivery within 2 months.

McNeal: Delivery must be within 2 months or I'm not interested.

Edward: I'm offering you the chance to make a very large sale and you are turning it down because...

Edward: Can I just come in here Mr. McNeal? I haven't turned anything down. I haven't said "no". I'm just saying that on 10,000 units our discount turns off 30%

McNeal: But

Edward: Please, let's me finish. Now, if you commit to buy 20,000 units then I can consider a larger discount.

McNeal: How much larger?

Edward: If you commit 20,000 units then I can offer a 35% discount.

McNeal: 30, 35%. I'm getting tired of this. You're playing games. I'm looking for a larger discount and I hope that you're going to offer me one.

Edward: If you want a big discount then you must make the order a big one.

Edward: Let's talk about unit price rather than discount.

Edward: Our standard unit price to the wholesaler is 23.5

McNeal: And I'm not interested in 23.5

Edward: Yes, I know that Mr. McNeal. If you buy 40,000 units then I can offer a unit price of 19.5. What will your markup be on the box? 3, 3.5, 4?

McNeal: About that.

Edward: With those figures you're going to very competitive.

McNeal: 19.5 unit price.

Edward: If you buy 40,000 units.