国际商贸英语最新商务谈判对话(八)

robert说明pacer在行销与技术上的基础后，终于取信了mark, 也为此谈判迈开成功的第一步。在谈判佣金鱼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pacer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 spike（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 marketing 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, pegged 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.