外贸业务商务谈判现场 2

[现场5]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:Wecan''tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.

R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?

K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.

R:Excuseme,Mr.Hughes,butitseemstomewe''regivinguptoomuchinthiscase.We''dbegivingupthefive-yearguaranteeforincreasedyearlysales.

K:Mr.Liu,you''vegottogiveupsomethingtogetsomething.

R:Ifyou''reaskingustotakesuchalargegamble（冒险）forjusttwoyear''ssales,I''msorry,butyou''renotinourballpark（接受的范围）.

K:WhatwouldittaketokeepPacerinterested?

R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（质量检查）tourafteroneyearisfine,butwe''dlikesomeofourpersonnelontheteam.

K:Acceptable.Anythingelse?

R:We''dbemakinghugecapitaloutlay（资本支出）fortheproductionprocess,sowe''dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步进步）.

[现场6]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:Ifwetransferredourtechnicalandresearchexpertise（技术与研究的专业知识）,whatwouldstopyoufrommakingthesameproduct?

R:We''dbewillingtosignacommitment.We''llputitinwriting（书面保证）thatwewon''tcopycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.

K:SoundsO.K.,ifit''sforany\\"similar\\"product.Thatwouldgiveusbetterprotection.Butwe''dhavetointerestonatenyearlimit.

R:Fine.Wehavenointentionofbecomingyourcompetitor.

K:Great.Thenlet''ssettlethedetailsofthetransferagreement.

R:We''llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?

K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?

R:Ourfirstproductionrun（一批的生产）shouldbeoneweekafterourteamfinishesitstraining.ButI''dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（处理突发的事件）.

K:Cando.Everythingseemstobeset,Robert.I''llbringinasamplecontracttomorrow.Ifyoulike,wecansignitthen.

[现场7]这个是另一谈判案例. 如果眼睛受的了的话,可以接着看看.

BotanyBay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与BotanyBay的代表，MarkDavis，首度会面的情形：

M:Mr.Liu,totalsalesontheMedic-DiskwereU.S.$100,000lastyear,throughouragentinHongKong.

R:Ourresearchshowsmostofyoursales,aremadeintheTaipeiarea.YouragenthasonlybeenabletotargettheTaipeimarket（把……作为目标市场）.

M:True,butwearehappywiththesales.It''sanewproduct.Howcouldyoudobetter?

R:We''realreadywell-establishedinthemedicalproductsbusiness.TheMedic-Diskwouldbeagoodadditiontoourproductrange.

M:Canyoutellmewhatyoursaleshavebeenlikeinpastyears?

R:Inthepastthreeyears,ourunitsaleshavegoneupby350percent;profitshavegoneupalmost400percent.

M:Whatkindofdistributioncapabilities（分销能力）doyouhave?

R:Wehavesalespeopleinfourmajorareasaroundtheisland,sellingdirectlytocustomers.

M:Whataboutyoursales?

R:Intermsofunitsales,55percentarestillfromtheTaipeiarea.TherestcomesfromtheKaohsiung,Taichung,andTainanareas.That''sagreatdealofuntappedmarketpotential（未开发的市场潜力）,Mr.Davis

[现场8]Robert说明Pacer在行销与技术上的基础后，终于取信了Mark,也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，Robert想先确定一些条件，包括独家代理权与BotanyBay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步？我们看看Robert怎么说：

M:Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?

R:Well,tobeginwith,we''dhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike（激增）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.

M:Whatkindsofconditions? R:We''dneedyourfulltechnicalandmarketingsupport.

M:Couldyouexplainwhatyoumeanbythat?

R:We''dlikeyoutogivetrainingtoourtechnicalstaff;we''dalsolikeyoutopayafeeforafter-salesservice.

M:It''snoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根据）totalsales.

R:SoundsOK,ifwecancometoterms（达成协定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.

M:We''dprefer40%.Manycustomerslearnaboutourproductsthroughinternationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.

R:We''llthinkaboutit,andtalkmoretomorrow.

M:Fine.We''dlikeyoutotellusaboutyourmarketingplans.