[现场5]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）. 
[现场6]行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Robert所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判终露曙光呢？以下对话即为您揭晓：
K:　If　we　transferred　our　technical　and　research　expertise（技术与研究的专业知识）,　what　would　stop　you　from　making　th　esame　product? 
R:　We’’d　be　willing　to　sign　a　commitment.　We’’ll　put　it　in　writing　（书面保证）that　we　won’’t　copycat（仿冒）the　Sports　Cast　within　five　years　after　ending　our　contract. 
K:　Sounds　O.K.,　if　it’’s　for　any　//"similar//"　product.　That　would　give　us　better　protection.　But　we’’d　have　to　interest　on　a　ten　year　limit.
R:　Fine.　We　have　no　intention　of　becoming　your　competitor. 
K:　Great.　Then　let’’s　settle　the　details　of　the　transfer　agreement. 
R:　We’’ll　need　you　to　send　over　some　key　personnel　to　help　us　purchase　the　equipment　and　train　our　technical　people.　How　long　do　you　anticipate　that　will　take? 
K:　A　week　to　put　the　team　together,　three　weeks　to　train　your　people.　If　so,　when　do　you　estimate　starting　production? 
R:　Our　first　production　run（一批的生产）should　be　one　week　after　our　team　finishes　its　training.　But　I’’d　like　your　team　to　stay　a　full　week　after　that,　to　handle　any　kitches　that　pop　up（处理突发的事件）.
K:　Can　do.　Everything　seems　to　be　set,　Robert.　I’’ll　bring　in　a　sample　contract　tomorrow.　If　you　like,　we　can　sign　it　then. 
[现场7]这个是另一谈判案例. 如果眼睛受的了的话,可以接着看看.
Botany　Bay是家生产高科技医疗用品的公司。其产品“病例磁盘”可储存个人病例；资料取用方便，真是达到“一盘在手，妙用无穷”的目的。此产品可广泛使用于医院、养老院、学校等。因此Pacer有意争取该产品软硬件设备的代理权。以下就是Robert与Botany　Bay的代表，Mark　Davis，首度会面的情形： 
M:　Mr.　Liu,　total　sales　onthe　Medic-Disk　were　U.S.$　100,000　last　year,　through　our　agent　in　Hong　Kong. 
R:　Our　research　shows　most　of　your　sales,　are　made　in　the　Taipei　area.　Your　agent　has　only　been　able　to　target　the　Taipei　market（把……作为目标市场）. 
M:　True,　but　we　are　happy　with　the　sales.　It’’s　a　new　product.　How　could　you　do　better? 
R:　We’’re　already　well-established　in　the　medical　products　business.　The　Medic-Disk　would　be　a　good　addition　to　our　product　range. 
M:　Can　you　tell　me　what　your　sales　have　been　like　in　past　years? 
R:　In　the　past　three　years,　our　unit　sales　have　gone　up　by　350　percent;　profits　have　gone　up　almost　400　percent. 
M:　What　kind　of　distribution　capabilities（分销能力）do　you　have? 
R:　We　have　salespeople　in　four　major　areas　around　the　island,　selling　directly　to　customers. 
M:　What　about　your　sales? 
R:　In　terms　of　unit　sales,　55　percent　are　still　from　the　Taipei　area.　The　rest　comes　from　the　Kaohsiung,　Taichung,　and　Tainan　areas.　That’’s　a　great　deal　of　untapped　market　potential（未开发的市场潜力）,　Mr.　Davis 
[现场8]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.