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 发表: 2004-11-28 12:12:13 人气:175  
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.
摘自Agri-Trader.Com
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-----------------------------------------------------| 相关帖子 | |
| 商务谈判实例(八) (七音,175,2004-11-28 12:12:13) |  Re:商务谈判实例(八) (七音,4,2004-12-11 14:00:16) | | Re:商务谈判实例(八) (yljycl,11,2004-12-11 13:48:56) | | Re:商务谈判实例(八) (七音,4,2004-12-08 16:06:56) | | 寻求帮助 (airen12004,18,2004-12-02 09:44:22) | | Re:商务谈判实例(八) (七音,13,2004-12-01 19:42:37) |  Re:商务谈判实例(八) (airen12004,16,2004-12-01 16:14:36) |
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