商务谈判实例(四) 9 S; s. }7 ^2 z0 u& D; \ 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: - K% g- [" _6 {. q, | R: We found your proposal quite interesting, Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you。& J; n9 A# ?6 {+ S
K: Mr. Robert Liu, we’ve looked all over Asia for a manufacturer; your company is one of the most suitable。 + \ h4 b X' A" w R: If we can settle a number of basic questions, I’m confident in saying that we are the most suitable for your needs。 V2 ~) M- b4 _
K: I hope so. And what might be the basic questions you have?% C4 }" u3 U5 _4 v0 |# y
R: First, do you intend to take a position in(投资于……)our company?2 M8 W8 t' X$ S" f5 ?+ h
K: No, we don’t, Mr. Liu. This is just OEM。& N( L# h. Q& {- i/ w
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。# X) q1 W! x# I q
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years。 2 n+ [0 s) Q5 W8 C! r6 N: ? 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。 # [( C5 z9 O! D( m+ H K: I’ll check the number later, but what do you propose?1 a: x! h7 K6 V' s* i, N3 a
R: Here’s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer。