</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:
! q7 d4 g, w6 o8 {& Y; E( Q/ x6 f R: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons(衡量得失)with you.
. @* c, t# S3 ~+ ^7 h' V# V K: Mr. Robert Liu, we've looked all over Asia for a manufacturer; your company is one of the most suitable.- c- n6 y8 V/ I8 z7 K* e, a
R: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
+ \9 Y' L3 L) P K: I hope so. And what might be the basic questions you have?
: t/ v4 l$ B I+ |* f4 i- } R: First, do you intend to take a position in(投资于……)our company?
0 r$ J$ S" @$ h, l, j8 h- T- B K: No, we don't, Mr. Liu. This is just OEM.
) l, g. _" _7 Q$ W1 y" y% U 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.% k0 R: R1 v7 U! o( w; {
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.1 s6 |0 l) x' I @; o
R: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
4 Z) }7 E# s: {& |6 U K: I'll check the number later, but what do you propose?+ R7 V/ j! K. ]3 u
R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.. i& t7 o/ t% ]% y. m4 U" L
Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:" \1 M0 }2 m; L _% I f- _
K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
& }" H( T4 ]% _$ N; h) V0 V2 @ R: That sounds reasonable. But could you shed some light on(透露)the size of your orders?6 a4 \- H0 T9 r; y3 ^. I% Q' f4 q% D* m
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.. C( N4 b4 Y/ r3 N$ y
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.. x! [3 m2 ^% u T2 ]
K: Mr. Liu, you've got to give up something to get something.# Z' X0 J& Y8 ~6 |/ K. g; m$ G+ o4 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)。1 y2 X/ L6 w Q5 r0 b
K: What would it take to keep Pacer interested?
) t5 S2 J, P r 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.
/ y$ I* J7 l+ H, m6 `' _4 ? K: Acceptable. Anything else?1 R9 d$ {# _; ~7 P0 z! T+ v2 j
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)。
: \8 N* F" v4 u5 x 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:
) O2 n1 m) ]; M 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.9 p0 f& ~/ B* L$ I
R: That sounds reasonable. But could you shed some light on(透露)the size of your orders? A4 B0 t0 b6 p
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.) `+ c s) c- [( r2 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.
$ b! p2 T6 \9 l, P K: Mr. Liu, you've got to give up something to get something.
9 ~/ o P/ o% n. M 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)。+ K4 T% [% v' _$ d
K: What would it take to keep Pacer interested?
7 i8 a+ V1 Y; V$ v+ Z% L- v1 { 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.% U( @# O9 b( i
K: Acceptable. Anything else? |