20xx年12月4日 上午11时50分24秒 Robert说明Pacer在行销与技术上的基础后，终于取信了Mark, 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，Robert想先确定一些条件，包括独家代理权与Botany Bay所能提供的协助。你知道Robert运用了哪些技巧，才不会让Mark以此作条件来威胁Pacer让步?我们看看Robert怎么说：
M: Mr. Liu, what kinds of sales do you think youcould get?
R: Well, to begin with, we'd have to insist on soleagency in Chinese Taiwan. We believe we could spike(激增) sales by 30% to 40% in the first year. Butcertain 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 forafter-sales service.
M: It's no problem with the training. As for service support, we usually pay a yearly fee, peggedto(根据)total sales.
R: Sounds OK, if we can come to terms(达成协定) on how much is fair. As for marketingsupport, we would like you to assume 50% of all costs.
M: We'd prefer 40%. Many customers learn about our products through internationalmagazines, trade shows, and so on. We pick up the tab(付款)for that, but you get the salesin Chinese Taiwan.
R: We'll think about it, and talk more tomorrow.
M: Fine. We'd like you to tell us about your marketing plans.
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