Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark, 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協(xié)助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步？我們看看Robert怎么說：
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 Taiwan. 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 after-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to（根據(jù)）total sales.
R: Sounds OK, if we can come to terms（達成協(xié)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 Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
|
