谈判实例：洽谈磁质石膏护垫合作-1_会议谈判

    今天robert的办公室出现了一个生面孔――kevin hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工合作。接洽的加工产品市运动型“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，我们就来看看两人是如何开始谈判：

　robert: we found your proposal quite interesting, mr. hughes. we’d like to weigh the pros and cons（衡量得失）with you.
　　kevin: mr. robert liu, we"ve looked all over asia for a manufacturer; your company is one of the most suitable.

　robert: if we can settle a number of basic questions, i’m confident in saying that we are the most suitable for your needs.
　　kevin: i hope so. and what might be the basic questions you have?

　robert: first, do you intend to take a position in（投资于……）our company?
　　kevin: no, we don’t, mr. liu. this is just oem.

　robert: i see. then, the most important thing is the size of your orders. we’ll have to invest a great deal of money in the new production process.
　　kevin: if you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.

　robert: at u.s. $1000 a piece, we’ll make an average return of just 4%. that’s too great a financial burden for us.
　　kevin: i’ll check the number later, but what do you propose?
　　robert: here’s how you can demonstrate commitment to this deal. make it ten years, increase the unit price, and provide technology transfer.