外貿(mào)業(yè)務(wù)員現(xiàn)場(chǎng)過(guò)招
今天Lucky的辦公室出現(xiàn)了一個(gè)生面孔――Kevin Hughes，此人代表美國(guó)一家運(yùn)動(dòng)產(chǎn)品公司，專程來(lái)中國(guó)尋找加工合作方。接下來(lái)，小編給大家準(zhǔn)備了外貿(mào)業(yè)務(wù)員現(xiàn)場(chǎng)過(guò)招,歡迎大家參考與借鑒。
外貿(mào)業(yè)務(wù)員現(xiàn)場(chǎng)過(guò)招
接洽的加工產(chǎn)品是運(yùn)動(dòng)型"磁質(zhì)石膏護(hù)墊"，受傷的運(yùn)動(dòng)員使用這種產(chǎn)品上場(chǎng)比賽，即可保護(hù)受傷部位，且不妨礙活動(dòng)。
現(xiàn)在，我們就來(lái)看看兩人的會(huì)面情況：
L： We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros1 and cons2 (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 (投資于……) our company?
K： No, we don't, Mr. Lucky. This is just OEM (Original Equipment Manufacturing，貼牌生產(chǎn))。
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 00 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 (技術(shù)轉(zhuǎn)讓)。
Lucky 提出了合作條件，Kevin會(huì)答應(yīng)嗎?欲知后事如何，且看下一輪談判。
Lucky
為了達(dá)到技術(shù)轉(zhuǎn)移的目的，Lucky提出保證。不知這些保證能否消除Kevin心中的顧慮，而今此談判是否終露曙光呢?
K： If we transferred our technical and research expertise1 (技術(shù)與研究的專業(yè)知識(shí)), what would stop you from making the same product?
L： We'd be willing to sign a commitment. We'll put it in writing (書面保證) 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 (一批的生產(chǎn)) 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 (處理突發(fā)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.
談判至此，雙方達(dá)成一致，也都盡力為己方爭(zhēng)取到了最大利益，可算得上談判成功的良好范例了。
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