商務談判實例（八）

Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark， 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步？我們看看Robert怎么說：

　　M： Mr. Liu， what kinds of sales do you think you could get？

　　R： Well， to begin with， we'd have to insist on sole agency in Taiwan. We believe we could spike（激增） sales by 30% to 40% in the first year. But certain conditions would have to be met.

　　M： What kinds of conditions？

　　R： We'd need your full technical and marketing support.

　　M： Could you explain what you mean by that？

　　R： We'd like you to give training to our technical staff； we'd also like you to pay a fee for after-sales service.

　　M： It's no problem with the training. As for service support， we usually pay a yearly fee， pegged to（根據）total sales.

R： Sounds OK， if we can come to terms（達成協定） on how much is fair. As for marketing support， we would like you to assume 50% of all costs.

　　M： We'd prefer 40%. Many customers learn about our products through international magazines， trade shows， and so on. We pick up the tab（付款）for that， but you get the sales in Taiwan.

　　R： We'll think about it， and talk more tomorrow.

　　M： Fine. We'd like you to tell us about your marketing plans.

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