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现场交易：我和老外过招
今天Lucky的办公室出现了一个生面孔――Kevin Hughes，此人代表美国一家运动产品公司，专程来中国寻找加工。接洽的加工产品是运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，即可保护受伤部位，且不妨碍活动。
现在，我们就来看看两人的会面情况：
L: We found your proposal quite interesting, Mr. Hughes. We'd like to weigh the pros and cons（衡量得失）with you.
K: Mr. Lucky, we've looked all over Asia for a manufacturer; your company is one of the most suitable.
L: If we can settle a number of basic questions, I'm confident in saying that we are the most suitable for your needs.K: I hope so. And what might be the basic questions you have?L: First, do you intend to take a position in（投资于……）our company?
K: No, we don't, Mr. Lucky. This is just OEM.(加工制造）
L: I see. Then, the most important thing is the size of your orders. We'll have to invest a great deal of money in the new production process.
K: If you can guarantee continuing quality, we can sign a commitment for 75,000 pieces a year, for five years.
L: At U.S. $1000 a piece, we'll make an average return of just 4%. That's too great a financial burden for us.
K: I'll check the number later, but what do you propose?L: Here's how you can demonstrate commitment to this deal. Make it ten years, increase the unit price, and provide technology transfer.(技术转让）
Lucky在前面的谈判最后提出签约十年的要求，Kevin会不会答应呢？如果答案是否决的话，Lucky又有何打算？他一心为公司的利益打算，极力争取技术转移的协定，而对方会甘心出让此项比金钱更珍贵的资产吗？
请看以下分解：
K: We can't sign any commitment for ten years. But if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
L: That sounds reasonable. But could you shed some light on（透露）the size of your orders?
K: If we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
L: 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.
K: Mr.Lucky, you've got to give up something to get something.
L: If you're asking us to take such a large gamble（冒险）for just two year's sales, I'm sorry, but you're not in our ballpark（接受的范围）.
K: What would it take to keep Pacer interested?L: A three-year guarantee, not two. And a qualilty inspection（质量检查）tour after one year is fine, but we'd like some of our personnel on the team.K: Acceptable. Anything else?
L: We'd be making huge capital outlay（资本支出）for the production process, so we'd like to set up a technology transfer agreement, to help us get off the ground（取得初步进步）.
行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，Lucky所提的保证和要求能否消弭Kevin心中的顾虑，而今此谈判是否终露曙光呢？
以下对话即为您揭晓答案：
K: If we transferred our technical and research expertise（技术与研究的专业知识）, what would stop you from making the same product?
L: We'd be willing to sign a commitment. We'll put it in writing（书面保证）that we won't copycat（仿冒）the Sports Cast within five years after ending our contract.
K: Sounds O.K., 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（一批的生产）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 kitches that pop up（处理突发的事件）.
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.
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