商务英语谈判实例(4)

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;yourcompanyisoneofthe

mostsuitable.



R:Ifwecansettleanumberofbasicquestions,I’mconfidentinsayingthatwearethemost

suitableforyourneeds.



K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?



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



K:No,wedon’t,Mr.Liu.ThisisjustOEM.



R:Isee.Then,themostimportantthingisthesizeofyourorders.We’llhavetoinvesta

greatdealofmoneyinthenewproductionprocess.



K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,

forfiveyears.



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

burdenforus.



K:I’llcheckthenumberlater,butwhatdoyoupropose?



R:Here’showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunit

price,andprovidetechnologytransfer.