商務(wù)談判實(shí)例(五)

Robert在前面的談判最后提出簽約十年的要求，Kevin會(huì)不會(huì)答應(yīng)呢？如果答案是否決的話，Robert又有何打算？他一心為公司的利益打算，極力爭(zhēng)取技術(shù)轉(zhuǎn)移地協(xié)定，而對(duì)方會(huì)甘心出讓此項(xiàng)比金錢更珍貴的資產(chǎn)嗎？

請(qǐng)看以下分解：

K:Wecan'tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.
R:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?
K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.
R:Excuseme,Mr.Hughes,butitseemstomewe'regivinguptoomuchinthiscase.We'dbegivingupthefive-yearguaranteeforincreasedyearlysales.
K:Mr.Liu,you'vegottogiveupsomethingtogetsomething.
R:Ifyou'reaskingustotakesuchalargegamble（冒險(xiǎn)）forjusttwoyear'ssales,I'msorry,butyou'renotinourballpark（接受的范圍）.
K:WhatwouldittaketokeepPacerinterested?R:Athree-yearguarantee,nottwo.Andaqualiltyinspection（質(zhì)量檢查）tourafteroneyearisfine,butwe'dlikesomeofourpersonnelontheteam.K:Acceptable.Anythingelse?
R:We'dbemakinghugecapitaloutlay（資本支出）fortheproductionprocess,sowe'dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步進(jìn)步）.