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商務(wù)談判實例

時間:2020-12-07 10:58:48 Negotiation 我要投稿

商務(wù)談判實例

商務(wù)談判實例

商務(wù)談判實例

    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.
 

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