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 your company interested?
R: A threeyear guarantee, not two. And a quality 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）.
Technique Transfer(六) 技术转移
到此，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除Kevin心中的顾虑呢？
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 the same 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 tenyear 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 kitchens that pop up（处理突发的事件）.
K: Everything seems to be set, Robert. I"ll bring in a sample contract tomorrow. If you like, we can sign it then.
Product Agency(七) 产品代理
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。此产品可广泛使用于医院、养老院、学校等。因此Pobert的公司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，首次会面的情形：
M: Mr. Liu, total sales on the MedicDisk were U.S. 100,000 last year, through our agent in A.
R: Our research shows most of your sales, are made in the B area. Your agent has only been able to target the B market（把……作为目标市场）.
M: True, but we are happy with the sales. It絪 a new product. How could you do better?
R: We"re already wellestablished in the medical products business. The MedicDisk 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 B area. The rest comes from the C, D, and E areas. That"s a great deal of untapped market potential（未开发的市场潜力）, Mr. Davis.
Precondition Negotiation(八) 先决条件谈判
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。
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 B. 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 aftersales 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 B.
R: We"ll think about it, and talk more tomorrow.
M: Fine. We"d like you to tell us about your marketing plans.
Term Rate Negotiation（九）期限佣金谈判
Botany Bay已允诺负担四成的行销费用，也同意每年给付维修费用。接下来，Robert打算提出佣金鱼合约期限等关键性问题与Mark进行磋商。
M: We"re interested in an agreement with your company, if we can agree on the major issues.
R: That"s great! How about hashing them out（详谈）now? We feel the trial period should be for a minimum of two years.
M: If total sales are good after the first year, we can talk about a longterm agreement.
R: We"d like to agree, but one year would be too early to judge. We"d need two years to develop the market（开发市场）. Anything less doesn"t interest us.
M: O.K. But any new agreement will depend on yearly sales. We"ll use a 45% increase as base.
R: As I said, we project we can increase sales by 30% to 40% the first year. 45% over two years is possible, but we"d want a 15% commission rate（佣金）.
M: 15% on this products a little high. If we agree to a 35% sales increase, could you come down to 12%?
R: I can"t give you the thumbs up（同意）right now, but I think it will be alright.
M: Good. As a final point, we must get a guarantee that you will not sell for our competitor while you are our agent.
R: I see that would create a conflict of interest（利益冲突）. We are not interested in doing business with anyone but Botany Bay.
