商务谈判实例(3)

今天Robert的办公室出现了一个生面孔――KevinHughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：
R:Wefoundyourproposalquiteinteresting,Mr.Hughes.We’dliketoweightheprosandcons（衡量得失）withyou.

K:Mr.RobertLiu,we’velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.

R:Ifwecansettleanumberofbasicquestions,I’mconfidentinsayingthatwearethemostsuitableforyourneeds.

K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?

R:First,doyouintendtotakeapositionin（投资于……）ourcompany?

K:No,wedon’t,Mr.Liu.ThisisjustOEM.

R:Isee.Then,themostimportantthingisthesizeofyourorders.We’llhavetoinvestagreatdealofmoneyinthenewproductionprocess.

K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.

R:AtU.S.$1000apiece,we’llmakeanaveragereturnofjust4%.That’stoogreatafinancialburdenforus.

K:I’llcheckthenumberlater,butwhatdoyoupropose?

R:Here’showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.