商務(wù)談判實(shí)例(六)

行至此處，談判都還算是在和諧的氣氛下進(jìn)行，雙方各自尋求獲利的方案。但針對(duì)技術(shù)轉(zhuǎn)移這一項(xiàng)，Robert所提的保證和要求能否消弭Kevin心中的顧慮，而今此談判終露曙光呢？

以下對(duì)話即為您揭曉：

K:Ifwetransferredourtechnicalandresearchexpertise（技術(shù)與研究的專業(yè)知識(shí)）,whatwouldstopyoufrommakingthesameproduct?
R:We'dbewillingtosignacommitment.We'llputitinwriting（書面保證）thatwewon'tcopycat（仿冒）theSportsCastwithinfiveyearsafterendingourcontract.
K:SoundsO.K.,ifit'sforany"similar"product.Thatwouldgiveusbetterprotection.Butwe'dhavetointerestonatenyearlimit.
R:Fine.Wehavenointentionofbecomingyourcompetitor.
K:Great.Thenlet'ssettlethedetailsofthetransferagreement.
R:We'llneedyoutosendoversomekeypersonneltohelpuspurchasetheequipmentandtrainourtechnicalpeople.Howlongdoyouanticipatethatwilltake?
K:Aweektoputtheteamtogether,threeweekstotrainyourpeople.Ifso,whendoyouestimatestartingproduction?
R:Ourfirstproductionrun（一批的生產(chǎn)）shouldbeoneweekafterourteamfinishesitstraining.ButI'dlikeyourteamtostayafullweekafterthat,tohandleanykitchesthatpopup（處理突發(fā)的事件）.
K:Cando.Everythingseemstobeset,Robert.I'llbringinasamplecontracttomorrow.Ifyoulike,wecansignitthen.