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:! i2 k4 @# N7 P: }8 i( I2 v/ Q
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.8 t) `2 w5 k, S* j/ G
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?3 i8 S8 c* i7 M. W( J
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.% |9 x2 m$ t8 s
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.
5 }: P, }. y. a' \! m K: Mr. Liu, you've got to give up something to get something.
* t+ P+ d+ x- ^) V. H7 f' \ 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)。2 W2 Y( P. t5 [: @
K: What would it take to keep Pacer interested?- J7 p! U2 k/ ^/ Y7 ]( t. H
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., O- w; V( ~# d1 K5 W s/ I
K: Acceptable. Anything else?9 T! S8 W* T( m
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)。 |