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: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).