</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:7 B0 C0 z' d7 ~+ h! G
R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.( w) w5 @0 S: W% N. I
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable. ~. y M. ^$ Z9 y7 G/ m" f
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.4 H5 Z: Y+ p% x" L- h# i* i
K: I hope so. And what might be the basic questions you have?( o7 m3 i& P' j) V2 x4 }8 P; T
R: First, do you intend to take a position in(投资于……)our company?6 }% Q3 Z' n6 j8 ]" s2 U
K: No, we don't, Mr. Liu. This is just OEM.# |6 R- c% x4 C8 k* f; f
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.4 E4 u3 H5 N' d. F! I
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.* E/ E, X( V s& V
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.6 v$ @% j3 [; t- V* r
K: I'll check the number later, but what do you propose? w4 {. \4 z8 G/ ~9 V
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
" u7 p) `0 k* V# a/ Z; c$ l! e 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:; E3 j/ d$ {% [0 t3 n" j
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.
: f/ j! v1 u* [9 y7 Z# f& B R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
) e- s4 b' I) x: a4 p, A/ p* V! ` K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
7 ? B; k' s% b* p5 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.
& j9 o9 P( m. I K: Mr. Liu, you've got to give up something to get something.
- M a% G2 q* X 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)。
! Z. I' C6 S$ g. w K: What would it take to keep Pacer interested?5 W3 g! M. ? k3 n8 c- ~
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.
+ R: f- G1 [8 m( n M K: Acceptable. Anything else?, X' M+ R# |1 X0 v; u
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)。1 V0 }6 M: S0 j3 i D9 p% ?
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:
6 a8 R0 q) c( z1 I" ^3 i1 }7 [ 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.
# e) u0 j' o2 j5 _3 c& s2 E1 p P' r0 J0 t R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?- I. ]1 X; T# ^# |
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
7 C+ y3 m; j5 o% s% ~ n 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.
H- B. R# m. W& S+ w3 z* u K: Mr. Liu, you've got to give up something to get something.2 i1 v8 t. [8 u: g# Q7 H0 {5 {
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)。
7 g6 B) W8 S. l9 i: I K: What would it take to keep Pacer interested? t! p2 ~6 H0 ~( }* p C! u
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.! P# {' y) b: J. x! |+ [3 T! ]
K: Acceptable. Anything else? |