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 cant 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 onthe 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 were giving up too much in this case. Wed be giving up the five-year guarantee for increased yearly sales.
K: Mr. Liu, youve got to give up something to get something.
R: If youre asking us to take such a large gamblefor just two years sales, Im sorry, but youre not in our ballpark。
K: What would it take to keep Pacer interested?
R: A three-year guarantee, not two. And a qualilty inspectiontour after one year is fine, but wed like some of our personnel on the team.
K: Acceptable. Anything else?
R: Wed be making huge capital outlayfor the production process, so wed like to set up a technology transfer agreement, to help us get off the ground。
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