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――Kevin Hughes，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： We found your proposal quite interesting， Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.

　　K： Mr. Robert Liu， we've looked all over Asia for a manufacturer； your company is one of the most suitable.

　　R： If we can settle a number of basic questions， I'm confident in saying that we are the most suitable for your needs.

　　K： I hope so. And what might be the basic questions you have？

　　R： First， do you intend to take a position in（投資于……）our company？

　　K： No， we don't， Mr. Liu. This is just OEM.

　　R： 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.

       K： If you can guarantee continuing quality， we can sign a commitment for 75，000 pieces a year， for five years.

　　R： At U.S. $1000 a piece， we'll make an average return of just 4%. That's too great a financial burden for us.

　　K： I'll check the number later， but what do you propose？

　　R： Here's how you can demonstrate commitment to this deal. Make it ten years， increase the unit price， and provide technology transfer.

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