饰品之家讯：外贸人接见客户是常见的事，因此，会面的交谈就格外重要，因为客户来到你的 工厂，你等于你成功了80%，这张很有可能拿下。

今天Lucky的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来中国寻找加工合作方。接洽的加工产品是运动型"磁质石膏护垫"，受伤的运动员使用这种产品上场比赛，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面情况：

L： 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. Lucky, we've looked all over Asia for a manufacturer； your company is one of the most suitable.

L： 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？

L： First, do you intend to take a position in （投资于……） our company？

K： No, we don't, Mr. Lucky. This is just OEM （Original Equipment Manufacturing，贴牌生产）。

L： 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.

L： At US $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？

L： Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer （技术转让）。

Lucky 提出了合作条件，Kevin会答应吗？欲知后事如何，且看下一轮谈判。

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。

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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