商务谈判实例(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.

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