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      1. 英文商務談判實例

        時間:2020-11-17 10:41:20 Negotiation 我要投稿

        英文商務談判實例

          商務談判實例(一)

        英文商務談判實例

          今天Robert的辦公室出現了一個生面孔――Kevin Hughes,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,F在,我們就來看看兩人的會議現況:

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

          R: 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?

          R: First, do you intend to take a position in(投資于……)our company?

          K: No, we don't, Mr. Liu. This is just OEM.

          R: 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.

          R: At U.S. $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?

          R: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.

          商務談判實例(二)

          Robert在前面的談判最后提出簽約十年的要求,Kevin會不會答應呢?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,極力爭取技術轉移地協定,而對方會甘心出讓此項比金錢更珍貴的資產嗎?請看以下分解:

          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.

          R: 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.

          R: 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. Liu, you've got to give up something to get something.

          R: If you're asking us to take such a large gamble(冒險)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范圍).

          K: What would it take to keep Pacer interested?

          R: A three-year guarantee, not two. And a qualilty inspection(質量檢查)tour after one year is fine, but we'd like some of our personnel on the team.

          K: Acceptable. Anything else?

          R: We'd be making huge capital outlay(資本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步進步).

          商務談判實例(三)

          Robert在前面的談判最后提出簽約十年的要求,Kevin會不會答應呢?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,極力爭取技術轉移地協定,而對方會甘心出讓此項比金錢更珍貴的資產嗎?請看以下分解:

          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.

          R: 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.

          R: 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. Liu, you've got to give up something to get something.

          R: If you're asking us to take such a large gamble(冒險)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范圍).

          K: What would it take to keep Pacer interested?

          R: A three-year guarantee, not two. And a qualilty inspection(質量檢查)tour after one year is fine, but we'd like some of our personnel on the team.

          K: Acceptable. Anything else?

          R: We'd be making huge capital outlay(資本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步進步).

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