2015考研英语词汇复习：商务谈判 (8)
<p> <span word="Robert">Robert</span>说明<span word="Pacer">Pacer</span>在行销与技术上的基础后，终于取信了<span word="Mark">Mark</span>， 也为此谈判迈开成功的第一步。在谈判佣金鱼合约期限这类议题之前，<span word="Robert">Robert</span>想先确定一些条件，包括独家代理权与<span word="Botany">Botany</span> <span word="Bay">Bay</span>所能提供的协助。你知道<span word="Robert">Robert</span>运用了哪些技巧，才不会让<span word="Mark">Mark</span>以此作条件来威胁<span word="Pacer">Pacer</span>让步?我们看看<span word="Robert">Robert</span>怎么说：</p><p> <span word="M">M</span>： <span word="Mr">Mr</span>. <span word="Liu">Liu</span>， <span word="what">what</span> <span word="kinds">kinds</span> <span word="of">of</span> <span word="sales">sales</span> <span word="do">do</span> <span word="you">you</span> <span word="think">think</span> <span word="you">you</span> <span word="could">could</span> <span word="get">get</span>?</p><p> <span word="R">R</span>： <span word="Well">Well</span>， <span word="to">to</span> <span word="begin">begin</span> <span word="with">with</span>， <span word="wed">wed</span> <span word="have">have</span> <span word="to">to</span> <span word="insist">insist</span> <span word="on">on</span> <span word="sole">sole</span> <span word="agency">agency</span> <span word="in">in</span> <span word="Taiwan">Taiwan</span>. <span word="We">We</span> <span word="believe">believe</span> <span word="we">we</span> <span word="could">could</span> <span word="spike">spike</span> <span word="sales">sales</span> <span word="by">by</span> 30% <span word="to">to</span> 40% <span word="in">in</span> <span word="the">the</span> <span word="first">first</span> <span word="year">year</span>. <span word="But">But</span> <span word="certain">certain</span> <span word="conditions">conditions</span> <span word="would">would</span> <span word="have">have</span> <span word="to">to</span> <span word="be">be</span> <span word="met">met</span>.</p><p> <span word="M">M</span>： <span word="What">What</span> <span word="kinds">kinds</span> <span word="of">of</span> <span word="conditions">conditions</span>?</p><p> <span word="R">R</span>： <span word="Wed">Wed</span> <span word="need">need</span> <span word="your">your</span> <span word="full">full</span> <span word="technical">technical</span> <span word="and">and</span> <span word="marketing">marketing</span> <span word="support">support</span>.</p><p> <span word="M">M</span>： <span word="Could">Could</span> <span word="you">you</span> <span word="explain">explain</span> <span word="what">what</span> <span word="you">you</span> <span word="mean">mean</span> <span word="by">by</span> <span word="that">that</span>?</p><p> <span word="R">R</span>： <span word="Wed">Wed</span> <span word="like">like</span> <span word="you">you</span> <span word="to">to</span> <span word="give">give</span> <span word="training">training</span> <span word="to">to</span> <span word="our">our</span> <span word="technical">technical</span> <span word="staff">staff</span>; <span word="wed">wed</span> <span word="also">also</span> <span word="like">like</span> <span word="you">you</span> <span word="to">to</span> <span word="pay">pay</span> <span word="a">a</span> <span word="fee">fee</span> <span word="for">for</span> <span word="after">after</span>-<span word="sales">sales</span> <span word="service">service</span>.</p><p> <span word="M">M</span>： <span word="Its">Its</span> <span word="no">no</span> <span word="problem">problem</span> <span word="with">with</span> <span word="the">the</span> <span word="training">training</span>. <span word="As">As</span> <span word="for">for</span> <span word="service">service</span> <span word="support">support</span>， <span word="we">we</span> <span word="usually">usually</span> <span word="pay">pay</span> <span word="a">a</span> <span word="yearly">yearly</span> <span word="fee">fee</span>， <span word="pegged">pegged</span> <span word="tototal">tototal</span> <span word="sales">sales</span>.</p><p> <span word="R">R</span>： <span word="Sounds">Sounds</span> <span word="OK">OK</span>， <span word="if">if</span> <span word="we">we</span> <span word="can">can</span> <span word="come">come</span> <span word="to">to</span> <span word="terms">terms</span> <span word="on">on</span> <span word="how">how</span> <span word="much">much</span> <span word="is">is</span> <span word="fair">fair</span>. <span word="As">As</span> <span word="for">for</span> <span word="marketing">marketing</span> <span word="support">support</span>， <span word="we">we</span> <span word="would">would</span> <span word="like">like</span> <span word="you">you</span> <span word="to">to</span> <span word="assume">assume</span> 50% <span word="of">of</span> <span word="all">all</span> <span word="costs">costs</span>.</p><p> <span word="M">M</span>： <span word="Wed">Wed</span> <span word="prefer">prefer</span> 40%. <span word="Many">Many</span> <span word="customers">customers</span> <span word="learn">learn</span> <span word="about">about</span> <span word="our">our</span> <span word="products">products</span> <span word="through">through</span> <span word="international">international</span> <span word="magazines">magazines</span>， <span word="trade">trade</span> <span word="shows">shows</span>， <span word="and">and</span> <span word="so">so</span> <span word="on">on</span>. <span word="We">We</span> <span word="pick">pick</span> <span word="up">up</span> <span word="the">the</span> <span word="tabfor">tabfor</span> <span word="that">that</span>， <span word="but">but</span> <span word="you">you</span> <span word="get">get</span> <span word="the">the</span> <span word="sales">sales</span> <span word="in">in</span> <span word="Taiwan">Taiwan</span>.</p>
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