商务谈判实例（四）

    今天Robert的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：

　　R： We found your proposal quite interesting， Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.

　　K： Mr. Robert Liu， we've looked all over Asia for a manufacturer； your company is one of the most suitable.

　　R： If we can settle a number of basic questions， I'm confident in saying that we are the most suitable for your needs.

　　K： I hope so. And what might be the basic questions you have？

　　R： First， do you intend to take a position in（投资于……）our company？

　　K： No， we don't， Mr. Liu. This is just OEM.

　　R： I see. Then， the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.

　　K： If you can guarantee continuing quality， we can sign a commitment for 75，000 pieces a year， for five years.

　　R： At U.S. $1000 a piece， we'll make an average return of just 4%. That's too great a financial burden for us.

　　K： I'll check the number later， but what do you propose？

　　R： Here's how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer.

商务谈判实例（五）

    Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：

　　K： We can't sign any commitment for ten years. But if your production quality is good after the first year， we could extend the contract and increase our yearly purchase.

　　R： That sounds reasonable. But could you shed some light on（透露）the size of your orders？

　　K： If we are happy with your quality， we might increase our purchase to 100，000 a year， for a two-year period.

　　R： Excuse me， Mr. Hughes， but it seems to me we're giving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.

　　K： Mr. Liu， you've got to give up something to get something.

　　R： If you're asking us to take such a large gamble（冒险）for just two year's sales， I'm sorry， but you're not in our ballpark（接受的范围）。

　　K： What would it take to keep Pacer interested？

　　R： A three-year guarantee， not two. And a qualilty inspection（质量检查）tour after one year is fine， but we'd like some of our personnel on the team.

　　K： Acceptable. Anything else？

　　R： We'd be making huge capital outlay（资本支出）for the production process， so we'd like to set up a technology transfer agreement， to help us get off the ground（取得初步进步）。

商务谈判实例（六）

     行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：

　　K： If we transferred our technical and research expertise（技术与研究的专业知识）， what would stop you from making th esame product？

　　R： We'd be willing to sign a commitment. We'll put it in writing （书面保证）that we won't copycat（仿冒）the Sports Cast within five years after ending our contract.

　　K： Sounds O.K.， if it's for any “similar” product. That would give us better protection. But we'd have to interest on a ten year limit.

　　R： Fine. We have no intention of becoming your competitor.

　　K： Great. Then let's settle the details of the transfer agreement.

　　R： We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take？

　　K： A week to put the team together， three weeks to train your people. If so， when do you estimate starting production？

　　R： Our first production run（一批的生产）should be one week after our team finishes its training. But I'd like your team to stay a full week after that， to handle any kitches that pop up（处理突发的事件）。

　　K： Can do. Everything seems to be set， Robert. I'll bring in a sample contract tomorrow. If you like， we can sign it then.

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