商务谈判：先决条件
Robert说明公司在行销与技术上的基础后，终于取信了Mark，也为谈判迈开成功的第一步。在谈判佣金与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Robert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
- 【郑重声明】
- 免责声明：成功领袖网登载此文出于传递信息之目的，绝不意味着成功领袖网赞同其观点或证实其描述。以上内容仅供网友学 习与交流，无意侵犯版权。如有侵犯您的利益，请告知。我们将尽快删除。
基本信息- 作者：佚名
- 来源：商业世界
- 阅读：
- 时间：2007-3-30
-
相关信息- 商务英语常用省略语表
2007疯狂商务英语30句
2007商务英语函电20句
贸易谈判：外贸业务员现场过招
商务谈判：价格拉锯战
商务谈判：协定和约
商务谈判：初次过招
商务谈判：介绍销售能力
职场商务细节诠释完美礼仪
商务谈判中常用的八个英语单词
点击排行
评论排行
