谈判英语：商务谈判英语实例（三）

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. Wed like to weigh the pros and cons（衡量得失）with you.
K: Mr. Robert Liu, weve 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, Im 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 dont, Mr. Liu. This is just OEM.

R: I see. Then, the most important thing is the size of your orders. Well 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, well make an average return of just 4%. Thats too great a financial burden for us.

K: Ill check the number later, but what do you propose?

R: Heres how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.