谈判实例：洽谈磁质石膏护垫合作-1
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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合作。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，我们就来看看两人是如何开始谈判： ROBERT: We found your proposal quite interesting, Mr. Hughes. We’d like to weigh the pros and cons（衡量得失）with you. KEVIN: Mr. Robert Liu, we"ve looked all over Asia for a manufacturer; your company is one of the most suitable. ROBERT: If we can settle a number of basic questions, I’m confident in saying that we are the most suitable for your needs. KEVIN: I hope so. And what might be the basic questions you have? ROBERT: First, do you intend to take a position in（投资于……）our company? KEVIN: No, we don’t, Mr. Liu. This is just OEM. ROBERT: 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. KEVIN: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years. ROBERT: At U.S. $1000 a piece, we’ll make an average return of just 4%. That’s too great a financial burden for us. KEVIN: I’ll check the number later, but what do you propose? ROBERT: Here’s how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer. |
