商務(wù)談判實(shí)例（五）

Robert在前面的談判最后提出簽約十年的要求，Kevin會不會答應(yīng)呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭取技術(shù)轉(zhuǎn)移地協(xié)定，而對方會甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎？請看以下分解：

　　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.

　　R： 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.

　　R： 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. Liu， you've got to give up something to get something.

　　R： If you're asking us to take such a large gamble（冒險）for just two year's sales， I'm sorry， but you're not in our ballpark（接受的范圍）。

       K： What would it take to keep Pacer interested？

　　R： A three-year guarantee， not two. And a qualilty inspection（質(zhì)量檢查）tour after one year is fine， but we'd like some of our personnel on the team.

　　K： Acceptable. Anything else？

　　R： We'd be making huge capital outlay（資本支出）for the production process， so we'd like to set up a technology transfer agreement， to help us get off the ground（取得初步進(jìn)步）。

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