外贸业务员现场过招[2]

    Lucky在前面的谈判中提出签约十年、提高单价和技术转让的要求，Kevin会不会答应呢？如果答案是否定的话，Lucky又有何打算？他一心为公司的利益谋划，极力争取技术转移的协定，而对方会甘心出让此项比金钱更珍贵的资产吗？

    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.

    L： That sounds reasonable. But could you shed some light on （透露） the size of your orders？

    K： If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.

    L： 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.

    K： Mr. Lucky, you've got to give up something to get something.

    L： 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）。

    K： What would it take to keep Pacer interested？

    L： A three-year guarantee, not two. And a quality inspection（质量检查）tour after one year is fine, but we'd like some of our personnel on the team.

    K： Acceptable. Anything else？

    L： 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）。

    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。Lucky 再次提出技术转移的要求，不知双方会有何种结论。