商務談判實例(四)

今天Robert的辦公室出現了一個生面孔――KevinHughes，此人代表美國一家運動產品公司，專程來臺灣尋找加工。接洽的加工產品市運動型“磁質石膏護墊”，受傷的運動員包上這種產品上場比賽，即可保護受傷部位，且不妨礙活動。

現在，我們就來看看兩人的會議現況：

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（投資于……）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.