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）。
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）。
商务谈判会话实例
2001年11月19日 上午11时57分26秒 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. 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. 商务谈判实例（八）
2001年12月4日 上午11时50分24秒 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
