外贸外语：经典商务英语谈判实例(8)

商务谈判实例(八)

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.