商务谈判实例(五)

   robert在前面的谈判最后提出签约十年的要求，kevin会不会答应呢？如果答案是否决的话，robert又有何打算？他一心为公司的利益打算，极力争取技术转移地协定，而对方会甘心出让此项比金钱更珍贵的资产吗？请看以下分解：

    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.
                  　　
    r: that sounds reasonable. but could you shed some light on（透露）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.
                  　　
    r: excuse me, mr. hughes, but it seems to me we're giving up too much in this case. we'd be giving up the five-year guarantee for increased yearly sales.
                  　　
    k: mr. liu, you've got to give up something to get something.
                  　　
    r: 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（接受的范围）.
                  　　
    k: what would it take to keep pacer interested?
                  　　
    r: a three-year guarantee, not two. and a qualilty inspection（质量检查）tour after one year is fine, but we'd like some of our personnel on the team.
                  　　
    k: acceptable. anything else?
                  　　
    r: 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（取得初步进步）.