洽談磁質(zhì)石膏護(hù)墊合作 1

　　今天Robert的辦公室出現(xiàn)了一個(gè)生面孔――Kevin Hughes，此人代表美國一家運(yùn)動(dòng)產(chǎn)品公司，專程來臺(tái)灣尋找加工合作。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，我們就來看看兩人是如何開始談判：

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

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

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

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

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

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

　　ROBERT: 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.

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

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

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

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