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外贸业务员现场过招[3]
08-12-27 | www.ningbotutor.com | From: 网络 View:

   

  外贸业务员现场过招(三)

    为了达到技术转移的目的,Lucky提出保证。不知这些保证能否消除Kevin心中的顾虑,而今此谈判是否终露曙光呢?

    K: If we transferred our technical and research expertise (技术与研究的专业知识), what would stop you from making the same product?

    L: We''d be willing to sign a commitment. We''ll put it in writing (书面保证) that we won''t copycat (仿冒) the Sports Cast within five years after ending our contract.

    K: Sounds OK, if it''s for any "similar" product. That would give us better protection. But we''d have to interest on a ten-year limit.

    L: Fine. We have no intention of becoming your competitor.

    K: Great. Then let''s settle the details of the transfer agreement.

    L: We''ll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?

    K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?

    L: Our first production run (一批的生产) should be one week after our team finishes its training. But I''d like your team to stay a full week after that, to handle any things that pop up (处理突发事件)。

    K: Can do. Everything seems to be set, Robert. I''ll bring in a sample contract tomorrow. If you like, we can sign it then.

    谈判至此,双方达成一致,也都尽力为己方争取到了最大利益,可算得上谈判成功的良好范例了。

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