Robert說(shuō)明公司在行銷與技術(shù)上的基礎(chǔ)后，終于取信了Mark，也為談判邁開(kāi)成功的第一步。在談判傭金與合約期限這類議題之前，Robert想先確定一些條件，包括獨(dú)家代理權(quán)與Botany
Bay所能提供的協(xié)助。你知道Robert運(yùn)用了哪些技巧，才不會(huì)讓Mark以此作條件來(lái)威脅Robert讓步？我們看看Robert怎么說(shuō)：
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(dá)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.
（來(lái)源：英文鎖定 英語(yǔ)點(diǎn)津 Annabel 編輯）
