谈判得失细思量 Buy and Sell

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Kevin: We can't sign any contract for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchases.

Robert: That sounds reasonable. But could you shed some light on the size of your orders?

Kevin: If we are happy with your production quality, we might increase our purchases to 100,000 a year, for the first two years.

Robert: 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.

Kevin: Mr. Liu, you've got to give up something to get something.

Robert:You're asking us to take such a large gamble for just two year's sales, I'm sorry, but you're not in our ballpark.

Kevin: What would it take to keep Pacer interested?

Robert: A three year guarantee, not two. And a quality inspection tour after one year is fine, but we'd like some of our personnel on the team.

Kevin: Acceptable. Anything else?

Robert: We'd be making a huge capital outlay for the production process, sowe'd like to set up a technology transfer agreement, to help us get off the ground.

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