贸易谈判:外贸业务员现场英语过招
明天Lucky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,专程来中国寻觅加工协作方。接洽的加工产品是运动型"磁质石膏护垫",受伤的运发动运用这种产品上场竞赛,即可维护受伤部位,且不阻碍活动。
如今,我们就来看看两人的会面状况:
L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons (权衡得失) with you.
K: Mr. Lucky, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
L: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.
K: I hope so. And what might be the basic questions you have?
L: First, do you intend to take a position in (投资于……) our company?
K: No, we don't, Mr. Lucky. This is just OEM (Original Equipment Manufacturing,贴牌消费)。
L: 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.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 piece
s a year, for five years.
L: At US $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?
L: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer (技术转让)。
Lucky 提出了协作条件,Kevin会容许吗?欲知后事如何,且看下一轮谈判。
外贸业务员现场过招(二)
Lucky在前面的谈判中提出签约十年、提高单价和技术转让的要求,Kevin会不会容许呢?假设答案能否认的话,Lucky又有何计划?他一心为公司的利益谋划,竭力争取技术转移的协议,而对方会甘愿出让此项比金钱更珍贵的资产吗?
K: We can't 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.
L: That sounds reasonable. But could you shed some light on (泄漏) the 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.
L: Excuse me, Mr. Hughes, but it seems to me we're gi
ving up too much in this case. We'd be giving up the five-year guarantee for increased yearly sales.
K: Mr. Lucky, you've got to give up something to get something.
L: If you're asking us to take such a large gamble (冒险) for just two year's sales, I'm sorry, but you're not in our ballpark (接受模范围)。
K: What would it take to keep Pacer interested?
L: A three-year guarantee, not two. And a quality inspection(质量反省)tour after one year is fine, but we'd like some of our personnel on the team.
K: Acceptable. Anything else?
L: We'd be making huge capital outlay (资本支出) for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground (取得初步提高)。
行至此处,谈判都还算是在谐和的气氛下停止,双方各自寻求获利的方案。Lucky 再次提出技术转移的要求,不知双方会有何种结论。
外贸业务员现场过招(三)
为了到达技术转移的目的,Lucky提出走证。不知这些保证能否消弭Kevin心中的顾忌,而今此谈判能否终露曙光呢?
K: If we transferred our technical and research expertise (技术与研讨的专业知识), what would stop you from mak
ing the same product?
L: We'd be willing to sign a commitment. We'll put it in writing (书面保证) that we won't copycat (仿冒) the Sports Cast within five years after ending our contract.
K: Sounds OK, if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten-year limit.
L: Fine. We have no intention of becoming your competitor.
K: Great. Then let's settle the details of the transfer agreement.
L: We'll need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take?
K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production?
L: Our first production run (一批的消费) should be one week after our team finishes its training. But I'd like your team to stay a full week after that, to handle any things that pop up (处置突发事情)。
K: Can do. Everything seems to be set, Robert
. I'll bring in a sample contract tomorrow. If you like, we can sign it then.
谈判至此,双方达成分歧,也都尽力为己方争取到了最大利益,可算得上谈判成功的良好范例了。