商务英语实战：经典商务谈判范例四

会计考友

商务谈判实例(四)
8 {$ ?& ]8 v% H. u; L　　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：
　　R： We found your proposal quite interesting， Mr. Hughes. We’d like to weigh the pros and cons(衡量得失)with you。
　　K： Mr. Robert Liu， we’ve looked all over Asia for a manufacturer; your company is one of the most suitable。
2 I5 D; U0 O% B$ r' p, Y" h' D( [+ C　　R： If we can settle a number of basic questions， I’m confident in saying that we are the most suitable for your needs。
　　K： I hope so. And what might be the basic questions you have?
0 }6 o& E& M) G" {# a　　R： First， do you intend to take a position in(投资于……)our company?
　　K： No， we don’t， Mr. Liu. This is just OEM。
! N; o" \, f- y. YR： 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。
' [8 D( _9 A. c. K, Y. f4 z　　K： If you can guarantee continuing quality， we can sign a commitment for 75，000 pieces a year， for five years。
& S' `: e& d: u" u　　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。
6 e. d( i. y+ k4 h4 T; S. I8 F　　K： I’ll check the number later， but what do you propose?
% i- w0 W' I% M5 H/ o" l　　R： Here’s how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer。