商务谈判实例2 H) d5 \. z. d2 K9 }9 ^
2001年11月19日 上午11时57分26秒 行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。但针对技术转移这一项,Robert所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判终露曙光呢?以下对话即为您揭晓:
+ `/ a4 Q$ J( P+ _+ } K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product?
0 b$ |2 Q5 u$ Y, i& i R: We'd be willing to sign a commitment. We'll put it in writing (书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.
, W3 g9 q' @2 d# a5 c K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.; p R+ k3 W; ^8 C# I+ Z/ v ^8 p
R: Fine. We have no intention of becoming your competitor.- T8 W% p8 {3 y5 |
K: Great. Then let's settle the details of the transfer agreement.( ?4 n7 Q2 m, [
R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
, \6 `2 A; Z0 P" O2 J, v K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?: u3 }! O: P% a. q y$ P7 r
R: Our first production run(一批的生产)should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件)。3 o& [ W! f a2 U, H9 e: p
K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then. Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例;资料取用方便,真是达到“一盘在手,妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表,Mark Davis,首度会面的情形: M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong./ |( ^; S* L2 ~( v0 ?: D7 b
R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作为目标市场)。2 d$ \: z7 p) K& V1 P. t9 t2 G( V
M: True, but we are happy with the sales. It's a new product. How could you do better?
: S; g& B9 |0 | R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.& e& C, R! K* ^; z' W
M: Can you tell me what your sales have been like in past years?
! c# e) Y# b- c. a R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.2 k: s1 X' a% W% e. a) s7 K
M: What kind of distribution capabilities(分销能力)do you have?
) ~& K6 _% u& {( W6 [6 \ R: We have salespeople in four major areas around the island, selling directly to customers.) c0 h5 g+ n9 v1 N9 ?
M: What about your sales?
$ u3 j, L" ^2 {8 ] R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未开发的市场潜力), Mr. Davis. 商务谈判实例(八) |