英文商務(wù)談判實(shí)例學(xué)習(xí)

　　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)動產(chǎn)品公司，專程來臺灣尋找加工。接洽的加工產(chǎn)品市運(yùn)動型“磁質(zhì)石膏護(hù)墊”，受傷的運(yùn)動員包上這種產(chǎn)品上場比賽，即可保護(hù)受傷部位，且不妨礙活動�，F(xiàn)在，我們就來看看兩人的會議現(xiàn)況：

　　商務(wù)談判實(shí)例(1)

　　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.

　　商務(wù)談判實(shí)例(2)

　　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(xiǎn))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).

　　商務(wù)談判實(shí)例(3)

　　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(xiǎn))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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