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:' z' Z/ c9 y+ Q3 ^' {# O
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.$ c, Y* m& ?6 r( N$ M
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?0 E% c8 k' d) B4 v" F. k4 N: J
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.2 V6 z d `& @7 W% M' B; D6 g
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.
- I5 u+ s; e! w+ o2 z/ T K: Mr. Liu, you've got to give up something to get something.
% ?. e m, V' A6 X$ H* Y 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)。. V% d) X+ y9 m
K: What would it take to keep Pacer interested?
3 @8 a( P% o' ~1 p; r& P 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 N/ G: l6 }2 i4 ]# D
K: Acceptable. Anything else?
& K5 }2 }2 ^; C: D 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)。 |