商務(wù)談判實(shí)例(八)

Robert說(shuō)明Pacer在行銷與技術(shù)上的基礎(chǔ)后，終于取信了Mark,也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨(dú)家代理權(quán)與BotanyBay所能提供的協(xié)助。你知道Robert運(yùn)用了哪些技巧，才不會(huì)讓Mark以此作條件來(lái)威脅Pacer讓步？

我們看看Robert怎么說(shuō)：

M:Mr.Liu,whatkindsofsalesdoyouthinkyoucouldget?
R:Well,tobeginwith,we'dhavetoinsistonsoleagencyinTaiwan.Webelievewecouldspike（激增）salesby30%to40%inthefirstyear.Butcertainconditionswouldhavetobemet.
M:Whatkindsofconditions?
R:We'dneedyourfulltechnicalandmarketingsupport.
M:Couldyouexplainwhatyoumeanbythat?
R:We'dlikeyoutogivetrainingtoourtechnicalstaff;we'dalsolikeyoutopayafeeforafter-salesservice.
M:It'snoproblemwiththetraining.Asforservicesupport,weusuallypayayearlyfee,peggedto（根據(jù)）totalsales.
R:SoundsOK,ifwecancometoterms（達(dá)成協(xié)定）onhowmuchisfair.Asformarketingsupport,wewouldlikeyoutoassume50%ofallcosts.
M:We'dprefer40%.Manycustomerslearnaboutourproductsthroughinternationalmagazines,tradeshows,andsoon.Wepickupthetab（付款）forthat,butyougetthesalesinTaiwan.
R:We'llthinkaboutit,andtalkmoretomorrow.
M:Fine.We'dlikeyoutotellusaboutyourmarketingplans.