商务谈判实例
5 W+ B' K% V5 l6 e* k 2001年11月19日 上午11时57分26秒 行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。但针对技术转移这一项,Robert所提的保证和要求能否消弭Kevin心中的顾虑,而今此谈判终露曙光呢?以下对话即为您揭晓:
1 ]; |( G/ E. c K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product?& \' B, A: i. v& }# a9 `
R: We'd be willing to sign a commitment. We'll put it in writing (书面保证)that we won't copycat(仿冒)the Sports Cast within five years after ending our contract.
" Q3 n1 Q' u" B) ]6 s K: Sounds O.K., if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten year limit.2 U! d7 K3 C3 i3 @$ n( z- p
R: Fine. We have no intention of becoming your competitor.
1 l6 @- O( \3 j8 v5 Q K: Great. Then let's settle the details of the transfer agreement.3 }# F8 W- L& r) t
R: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
% i! N- U, U I5 x. x V3 `6 Q K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?; v! t8 L/ T: W. F$ `$ z
R: Our first production run(一批的生产)should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件)。
" g8 U0 l! J4 u5 l3 O% H) h. R K: Can do. Everything seems to be set, Robert. I'll bring in a sample contract tomorrow. If you like, we can sign it then. Botany Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例;资料取用方便,真是达到“一盘在手,妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany Bay的代表,Mark Davis,首度会面的情形: M: Mr. Liu, total sales onthe Medic-Disk were U.S.$ 100,000 last year, through our agent in Hong Kong.
/ Q6 N& Q( {3 \$ k4 l R: Our research shows most of your sales, are made in the Taipei area. Your agent has only been able to target the Taipei market(把……作为目标市场)。
1 P9 X% P$ B( N6 p4 R1 I4 ~ M: True, but we are happy with the sales. It's a new product. How could you do better?
( Q2 C. b/ Z3 g R: We're already well-established in the medical products business. The Medic-Disk would be a good addition to our product range.: a k6 l' o7 V- s1 E+ {+ v
M: Can you tell me what your sales have been like in past years?
- [# D4 Y" F- e0 y6 v R: In the past three years, our unit sales have gone up by 350 percent; profits have gone up almost 400 percent.
' D6 U2 W6 G/ p M: What kind of distribution capabilities(分销能力)do you have?
y8 U6 ?" o1 S1 v; M9 ?9 w# o- Y R: We have salespeople in four major areas around the island, selling directly to customers.
. x+ d$ V. M. h# J9 I7 f9 H, o M: What about your sales?8 K4 [$ w) u/ l) H5 m8 W
R: In terms of unit sales, 55 percent are still from the Taipei area. The rest comes from the Kaohsiung, Taichung, and Tainan areas. That's a great deal of untapped market potential(未开发的市场潜力), Mr. Davis. 商务谈判实例(八) |