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2012商务人员成功谈判实例选摘(五)

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Robert在前面的谈判最后提出签约十年的要求,Kevin会不会答应呢?如果答案是否决的话,Robert又有何打算?他一心为公司的利益打算,极力争取技术转移地协定,而对方会甘心出让此项比金钱更珍贵的资产吗?请看以下分解:

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(冒险)for just two year's sales, I'm sorry, but you're not in our ballpark(接受的范围)。

K: What would it take to keep Pacer interested?

R: A three-year guarantee, not two. And a qualilty inspection(质量检查)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(资本支出)for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground(取得初步进步)。

重点单词   查看全部解释    
commitment [kə'mitmənt]

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n. 承诺,保证; 确定,实行

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guarantee [.gærən'ti:]

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n. 保证,保证书,担保,担保人,抵押品
vt

 
contract ['kɔntrækt,kən'trækt]

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n. 合同,契约,婚约,合约
v. 订合同,缩

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shed [ʃed]

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n. 车棚,小屋,脱落物
vt. 使 ...

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personnel [.pə:sə'nel]

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n. 职员,人事部门

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reasonable ['ri:znəbl]

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adj. 合理的,适度的,通情达理的

 
acceptable [ək'septəbl]

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adj. 合意的,受欢迎的,可接受的

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quality ['kwɔliti]

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n. 品质,特质,才能
adj. 高品质的

 
inspection [in'spekʃən]

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n. 检查,视察

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purchase ['pə:tʃəs]

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vt. 买,购买
n. 购买,购买的物品

 


关键字: 商务谈判 电话英语

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