商务谈判实例(五)

商务谈判实例(五)

Robert在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：
　　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（冒险）for just two year's sales, I'm sorry, but you're not in our ballpark（接受的范围）.
　　
　　K: What would it take to keep Pacer interested?
　　
　　R: A three-year guarantee, not two. And a qualilty inspection（质量检查）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（资本支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（取得初步进步）.