外贸业务商务谈判现场(2)

外贸业务商务谈判现场(2),标签：谈判技巧培训,合同谈判技巧,http://www.xuehuiba.com
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）.

    [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:　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.

    [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.

Botany　Bay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Botany　Bay的代表，Mark　Davis，首度会面的情形：

M:　Mr.　Liu,　total　sales　onthe　Medic-Disk　were　U.S.$　100,000　last　year,　through　our　agent　in　Hong　Kong.

R:　Our　research　shows　most　of　your　sales,　are　made　in　the　Taipei　area.　Your　agent　has　only　been　able　to　target　the　Taipei　market（把……作为目标市场）.

M:　True,　but　we　are　happy　with　the　sales.　It's　a　new　product.　How　could　you　do　better?

R:　We're　already　well-established　in　the　medical　products　business.　The　Medic-Disk　would　be　a　good　addition　to　our　product　range.

M:　Can　you　tell　me　what　your　sales　have　been　like　in　past　years?

R:　In　the　past　three　years,　our　unit　sales　have　gone　up　by　350　percent;　profits　have　gone　up　almost　400　percent.

M:　What　kind　of　distribution　capabilities（分销能力）do　you　have?

R:　We　have　salespeople　in　four　major　areas　around　the　island,　selling　directly　to　customers.

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