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外贸业务员现场过招[2]
08-12-27 | www.ningbotutor.com | From: 网络 View:

   

 外贸业务员现场过招(二)

    Lucky在前面的谈判中提出签约十年、提高单价和技术转让的要求,Kevin会不会答应呢?如果答案是否定的话,Lucky又有何打算?他一心为公司的利益谋划,极力争取技术转移的协定,而对方会甘心出让此项比金钱更珍贵的资产吗?

    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.

    L: 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.

    L: 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. Lucky, you''ve got to give up something to get something.

    L: 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?

    L: A three-year guarantee, not two. And a quality 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?

    L: 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)。

    行至此处,谈判都还算是在和谐的气氛下进行,双方各自寻求获利的方案。Lucky 再次提出技术转移的要求,不知双方会有何种结论。

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