现场交易：我和老外过招_外贸经验_外贸知识网

(来源：中国物流论坛)今天Lucky的办公室出现了一个生面孔DDKevinHughes，此人代表美国一家运动产品公司，专程来中国寻找加工。接洽的加工产品是运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会面情况：L:Wefoundyourproposalquiteinteresting,Mr.Hughes.We’dliketoweightheprosandcons（衡量得失）withyou.K:Mr.Lucky,we’velookedalloverAsiaforamanufacturer;yourcompanyisoneofthemostsuitable.L:Ifwecansettleanumberofbasicquestions,I’mconfidentinsayingthatwearethemostsuitableforyourneeds.K:Ihopeso.Andwhatmightbethebasicquestionsyouhave?L:First,doyouintendtotakeapositionin（投资于……）ourcompany?K:No,wedon’t,Mr.Lucky.ThisisjustOEM.(加工制造）L:Isee.Then,themostimportantthingisthesizeofyourorders.We’llhavetoinvestagreatdealofmoneyinthenewproductionprocess.K:Ifyoucanguaranteecontinuingquality,wecansignacommitmentfor75,000piecesayear,forfiveyears.L:AtU.S.$1000apiece,we’llmakeanaveragereturnofjust4%.That’stoogreatafinancialburdenforus.K:I’llcheckthenumberlater,butwhatdoyoupropose?L:Here’showyoucandemonstratecommitmenttothisdeal.Makeittenyears,increasetheunitprice,andprovidetechnologytransfer.(技术转让）Lucky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，Lucky又有何打算？他一心为公司的利益打算，极力争取技术转移的协定，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:Wecan’tsignanycommitmentfortenyears.Butifyourproductionqualityisgoodafterthefirstyear,wecouldextendthecontractandincreaseouryearlypurchase.L:Thatsoundsreasonable.Butcouldyoushedsomelighton（透露）thesizeofyourorders?K:Ifwearehappywithyourquality,wemightincreaseourpurchaseto100,000ayear,foratwo-yearperiod.L:Excuseme,Mr.Hughes,butitseemstomewe’regivinguptoomuchinthiscase.We’dbegivingupthefive-yearguaranteeforincreasedyearlysales.K:Mr.Lucky,you’vegottogiveupsomethingtogetsomething.L:Ifyou’reaskingustotakesuchalargegamble（冒险）forjusttwoyear’ssales,I’msorry,butyou’renotinourballpark（接受的范围）.K:WhatwouldittaketokeepPacerinterested?L:Athree-yearguarantee,nottwo.Andaqualiltyinspection（质量检查）tourafteroneyearisfine,butwe’dlikesomeofourpersonnelontheteam.K:Acceptable.Anythingelse?L:We’dbemakinghugecapitaloutlay（资本支出）fortheproductionprocess,sowe’dliketosetupatechnologytransferagreement,tohelpusgetofftheground（取得初步进步）.行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Lucky所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判是否终露曙光呢？以下对话即为您揭晓答案：K:Ifwetransferredourtechnicalandresearchexpertise（技术与研究的专业知识）,whatwouldstopyoufrommakingthesameproduct?L:We’dbewillingtosignacommitment.We’llputitinwriting（书面保证）thatwewon’tcopycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.K:SoundsO.K.,ifit’sforany"similar"product.Thatwouldgiveusbetterprotection.Butwe’dhavetointerestonatenyearlimit.L:Fine.Wehavenointentionofbecomingyourcompetitor.K:Great.Thenlet’ssettlethedetailsofthetransferagreement.L:We’llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?L:Ourfirstproductionrun（一批的生产）shouldbeoneweekafterourteamfinishesitstraining.ButI’dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（处理突发的事件）.K:Cando.Everythingseemstobeset,Robert.I’llbringinasamplecontracttomorrow.Ifyoulike,wecansignitthen.