2012商务人员成功谈判实例选摘(五)
日期:2013-03-06 17:03

(单词翻译:单击)

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)。

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重点单词
  • contractn. 合同,契约,婚约,合约 v. 订合同,缩短,缩小,
  • purchasevt. 买,购买 n. 购买,购买的物品 n. 支
  • acceptableadj. 合意的,受欢迎的,可接受的
  • qualityn. 品质,特质,才能 adj. 高品质的
  • gamblev. 赌博,投机,孤注一掷 n. 赌博,冒险
  • commitmentn. 承诺,保证; 确定,实行
  • inspectionn. 检查,视察
  • extendv. 扩充,延伸,伸展,扩展
  • transfern. 迁移,移动,换车 v. 转移,调转,调任
  • shedn. 车棚,小屋,脱落物 vt. 使 ... 流出,散发