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商务谈判:先决条件
[ 2006-09-18 09:08 ]

Robert说明公司在行销与技术上的基础后,终于取信了Mark,也为谈判迈开成功的第一步。在谈判佣金与合约期限这类议题之前,Robert想先确定一些条件,包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧,才不会让Mark以此作条件来威胁Robert让步?我们看看Robert怎么说:

M: Mr. Liu, what kinds of sales do you think you could get?

R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike (激增) sales by 30% to 40% in the first year. But certain conditions would have to be met.

M: What kinds of conditions?

R: We'd need your full technical and marketing support.

M: Could you explain what you mean by that?

R: We'd like you to give training to our technical staff; we'd also like you to pay a fee for after-sales service.

M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to (根据) total sales.

R: Sounds OK, if we can come to terms (达成协定) on how much is fair. As for marketing support, we would like you to assume 50% of all costs.

M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab (付款) for that, but you get the sales in Taiwan.

R: We'll think about it, and talk more tomorrow.

M: Fine. We'd like you to tell us about your marketing plans.

(来源:英文锁定 英语点津 Annabel 编辑)

 
 

 

 

 
 
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