商务谈判实例(四)
今天Robert的办公室出现了一个生面孔――KevinHughes,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:Wefoundyourproposalquiteinteresting,Mr.Hughes.We
'dliketoweightheprosandcons(衡量得失)withyou.
K:Mr.RobertLiu,we
'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.
R:Ifwecansettleanumberofbasicquestions,I
'mconfidentinsayingthatwearethemostsuitableforyourneeds.
K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?
R:First,doyouintendtotakeapositionin(投资于……)ourcompany?
K:No,wedon
't,Mr.Liu.ThisisjustOEM.
R:Isee.Then,themostimportantthingisthesizeofyourorders.We
'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.
K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.
R:AtU.S.$1000apiece,we
'llmakeanaveragereturnofjust4%.That
'stoogreatafinancialburdenforus.
K:I
'llcheckthenumberlater,butwhatdoyoupropose?
R:Here
'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.