</p> 今天Robert的办公室出现了一个生面孔――Kevin Hughes,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:
$ Q# d- x0 J H) T! o+ \8 f+ u R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
* K- L3 M; I, T5 W1 U% b) v+ k K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
/ K1 b% L: Y, {6 B. E, K. U3 l2 F7 r R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
: p0 V+ J! u7 I0 R9 @, f0 ] K: I hope so. And what might be the basic questions you have?
# g7 n3 A% v; V3 }9 E$ z- d R: First, do you intend to take a position in(投资于……)our company?) q# Z; Z2 M6 f5 a( ~4 a4 G4 Q3 `
K: No, we don't, Mr. Liu. This is just OEM.* G2 p" `* X7 Y4 a: s6 P0 l
R: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.* D' M4 ~$ q8 K& k+ L* R; F
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
4 `3 ^. G2 R( \: ?4 U+ l R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.- m; ?7 D! C8 y" a) t9 y' P! J
K: I'll check the number later, but what do you propose?5 w8 X1 ?% ?$ ^+ A4 D1 ^! p' j
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
9 W+ Q" f9 J- `8 r8 Q) v 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( g! ^( C) v6 u7 v2 R 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.. N/ e+ }' n9 e
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
4 ?+ u- C8 D) _1 I9 l! W- b' i3 B K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
1 I, j p# y/ @6 _" G: i8 \# k9 w0 G 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.
6 O! I; K5 }% U K: Mr. Liu, you've got to give up something to get something.2 X7 W4 S) Q) b) R9 N6 q
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)。
5 a1 S8 d5 ]! x6 G! Q K: What would it take to keep Pacer interested?
- \; i0 d3 `, {. ]% d7 h8 J8 q8 B 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.$ C6 m4 u5 k' l' Q1 Q8 G( X: Z. D
K: Acceptable. Anything else?4 S9 T) ]( j" B$ P( k
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)。6 `; Z, C3 E' @0 q5 L# N4 S
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:
8 V1 v2 r) s1 E, f" u F6 W. K5 ]3 o/ g 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." ], v0 T0 d# }+ L! p+ |# @
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?" J( l$ p* t6 R' O
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
2 r8 T1 d( F# o$ R 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.$ n8 @6 O, L. ?. m6 I9 e$ u
K: Mr. Liu, you've got to give up something to get something.6 {( e$ ]3 \% S7 w6 z% p1 z
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)。
- u* v: `( c. X, ~9 M K: What would it take to keep Pacer interested?& U8 s; Y: k( R4 F/ j& O1 x
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., Y4 K4 L0 B$ U( e& Z5 ]4 |
K: Acceptable. Anything else? |