外贸业务员现场过招[3]

    为了达到技术转移的目的，Lucky提出保证。不知这些保证能否消除Kevin心中的顾虑，而今此谈判是否终露曙光呢？

    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 the same product？

    L： 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.

    K： Sounds OK, if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten-year limit.

    L： Fine. We have no intention of becoming your competitor.

    K： Great. Then let's settle the details of the transfer agreement.

    L： 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？

    K： A week to put the team together, three weeks to train your people. If so, when do you estimate starting production？

    L： 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 things that pop up （处理突发事件）。

    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.

    谈判至此，双方达成一致，也都尽力为己方争取到了最大利益，可算得上谈判成功的良好范例了。