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洽談磁質石膏護墊合作 1
今天Robert的辦公室出現了一個生面孔――Kevin Hughes，此人代表美國一家運動產品公司，專程來臺灣尋找加工合作。接洽的加工產品市運動型“磁質石膏護墊”，受傷的運動員包上這種產品上場比賽，即可保護受傷部位，且不妨礙活動。現在，我們就來看看兩人是如何開始談判：
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（投資于……）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.