商务英语:商务英语谈判实例

　　今天Robert的办公室出现了一个生面孔――Kevin　Hughes，此人代表美国一家运动产品公司，专程来台湾寻找加工。接洽的加工产品市运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。现在，我们就来看看两人的会议现况：　
　　R:　We　found　your　proposal　quite　interesting,　Mr.　Hughes.　We''''d　like　to　weigh　the　pros　and　cons（衡量得失）with　you.
　　K:　Mr.　Robert　Liu,　we''''ve　looked　all　over　Asia　for　a　manufacturer;　your　company　is　one　of　the　most　suitable.
　　R:　If　we　can　settle　a　number　of　basic　questions,　I''''m　confident　in　saying　that　we　are　the　most　suitable　for　your　needs.
　　K:　I　hope　so.　And　what　might　be　the　basic　questions　you　have?
　　R:　First,　do　you　intend　to　take　a　position　in（投资于……）our　company?
　　K:　No,　we　don''''t,　Mr.　Liu.　This　is　just　OEM.
　　R:　I　see.　Then,　the　most　important　thing　is　the　size　of　your　orders.　We''''ll　have　to　invest　a　great　deal　of　money　in　the　new　production　process.
　　K:　If　you　can　guarantee　continuing　quality,　we　can　sign　a　commitment　for　75,000　pieces　a　year,　for　five　years.
　　R:　At　U.S.　$1000　a　piece,　we''''ll　make　an　average　return　of　just　4%.　That''''s　too　great　a　financial　burden　for　us.
　　K:　I''''ll　check　the　number　later,　but　what　do　you　propose?
　　R:　Here''''s　how　you　can　demonstrate　commitment　to　this　deal.　Make　it　ten　years,　increase　the　unit　price,　and　provide　technology　transfer.