商務談判實例（五）

Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭取技術轉移地協定，而對方會甘心出讓此項比金錢更珍貴的資產嗎？請看以下分解：

　　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（冒險）for just two year's sales， I'm sorry， but you're not in our ballpark（接受的范圍）。

       K： What would it take to keep Pacer interested？

　　R： A three-year guarantee， not two. And a qualilty inspection（質量檢查）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（資本支出）for the production process， so we'd like to set up a technology transfer agreement， to help us get off the ground（取得初步進步）。

【商務談判實例五】相關文章：

商務談判總結06-06

商務談判方案07-31

商務談判要點03-08

商務談判心得08-26

小學數學測試題實例01-01

商務談判模擬方案09-29

商務談判總結體會10-28

模擬商務談判策劃10-31

商務談判基本程序02-29

商務談判的基本流程03-09