What if They're Still in the Mode of Positional Bargaining?

In order for us to do well, i need to know what you're willing to do to help us so that we can do well. Andasit brings up a good point, because, and of course, we're going to demonstrate how to actually do this in the conversation. What if they haven't? What if they're still in the mode of positional bargaining? How do we deal with that n?"