</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:
9 _& a; D+ k, g5 L# M R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.2 b8 R( [- J; Y
K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable., p2 p( A! r% ^7 i# \+ 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.
" ^7 C7 |& S2 h K: I hope so. And what might be the basic questions you have?
5 L H, M) R! q) n4 L6 q7 }7 M R: First, do you intend to take a position in(投资于……)our company?" O+ h" C0 w5 K" w% y( t1 K
K: No, we don't, Mr. Liu. This is just OEM.4 |1 C6 C r! ?" f( ?# n
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! E# }" |! j; Z/ @1 c K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years." a/ g7 @, }6 ?
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.
$ [0 G9 g3 ]! j! B% O K: I'll check the number later, but what do you propose?
1 T: r% j& E( n! e2 ~: c R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.
* e! Y+ L g- |4 a1 Z+ Z7 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:; F/ A; y( w. f
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.! F2 f/ B9 `4 U/ X$ f
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?, F) \/ V. L+ O/ o+ d% T
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
4 F% X* Z3 @( f1 b 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.
' q* j! R0 Q1 j, T; K K: Mr. Liu, you've got to give up something to get something.
* W$ f3 Y- W* X4 b6 \' A* |7 v* B 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)。
- b6 N& Q4 N* E. Y' @ K: What would it take to keep Pacer interested?1 I6 t' v# g Y2 ?2 @8 y, N
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.6 z2 E6 B" } y, ?3 i4 M& l
K: Acceptable. Anything else?( C r5 w; m8 Z7 w3 w2 w# b
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)。
( ?' a/ Y2 P! a+ G8 |9 b 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:
5 [/ v# l* {9 u* 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.
Z) m; f) ~5 J, x5 w) n( G( i R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?
) J+ x0 q5 _5 b, ? K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.: ^/ y! h* Y' s3 D' { v8 q z
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! G5 F3 V% t, I! p
K: Mr. Liu, you've got to give up something to get something.- }* i% V# f' L7 @% E. V
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)。
t+ @& c* _. v# |: z( C K: What would it take to keep Pacer interested?
3 a G4 e4 F7 m% s; s" s. L 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.
/ m# k/ c3 ?( F% s& r; W K: Acceptable. Anything else? |