商务谈判:先决条件
文章来源: 文章作者: 发布时间:2007-03-31 05:38 字体: [ ]  进入论坛
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 商务谈判:先决条件

    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 spike1 (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 marketing2 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, pegged3 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



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1 spike lTNzO     
n.长钉,钉鞋;v.以大钉钉牢,使...失效
参考例句:
  • The spike pierced the receipts and held them in order.那个钉子穿过那些收据并使之按顺序排列。
  • They'll do anything to spike the guns of the opposition.他们会使出各种手段来挫败对手。
2 marketing Boez7e     
n.行销,在市场的买卖,买东西
参考例句:
  • They are developing marketing network.他们正在发展销售网络。
  • He often goes marketing.他经常去市场做生意。
3 pegged eb18fad4b804ac8ec6deaf528b06e18b     
v.用夹子或钉子固定( peg的过去式和过去分词 );使固定在某水平
参考例句:
  • They pegged their tent down. 他们钉好了账篷。 来自《简明英汉词典》
  • She pegged down the stairs. 她急忙下楼。 来自《现代英汉综合大词典》
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