外貿業(yè)務員現(xiàn)場過招[3]

    外貿業(yè)務員現(xiàn)場過招（三）

    為了達到技術轉移的目的，Lucky提出保證。不知這些保證能否消除Kevin心中的顧慮，而今此談判是否終露曙光呢？

    K： If we transferred our technical and research expertise （技術與研究的專業(yè)知識）, what would stop you from making the same product？

    L： We'd be willing to sign a commitment. We'll put it in writing （書面保證） that we won't copycat （仿冒） the Sports Cast within five years after ending our contract.

    K： Sounds OK, if it's for any "similar" product. That would give us better protection. But we'd have to interest on a ten-year limit.

    L： Fine. We have no intention of becoming your competitor.

    K： Great. Then let's settle the details of the transfer agreement.

    L： 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？

    L： Our first production run （一批的生產） 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 things that pop up （處理突發(fā)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.

    談判至此，雙方達成一致，也都盡力為己方爭取到了最大利益，可算得上談判成功的良好范例了。

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