商務(wù)談判實(shí)例(四)

今天Robert的辦公室出現(xiàn)了一個(gè)生面孔――KevinHughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專(zhuān)程來(lái)臺(tái)灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動(dòng)型“磁質(zhì)石膏護(hù)墊”，受傷的運(yùn)動(dòng)員包上這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，且不妨礙活動(dòng)。

現(xiàn)在，我們就來(lái)看看兩人的會(huì)議現(xiàn)況：

R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We'dliketoweightheprosandcons（衡量得失）withyou.
K:Mr.RobertLiu,we'velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.
R:Ifwecansettleanumberofbasicquestions,I'mconfidentinsayingthatwearethemostsuitableforyourneeds.
K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?
R:First,doyouintendtotakeapositionin（投資于……）ourcompany?
K:No,wedon't,Mr.Liu.ThisisjustOEM.
R:Isee.Then,themostimportantthingisthesizeofyourorders.We'llhavetoinvestagreatdealofmoneyinthenewproductionprocess.
K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.
R:AtU.S.$1000apiece,we'llmakeanaveragereturnofjust4%.That'stoogreatafinancialburdenforus.
K:I'llcheckthenumberlater,butwhatdoyoupropose?
R:Here'showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.