Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark， 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步?我們看看Robert怎么說：

　　M： Mr. Liu， what kinds of sales do you think you could get?

　　R： Well， to begin with， wed have to insist on sole agency in Taiwan. We believe we could spike sales by 30% to 40% in the first year. But certain conditions would have to be met.

　　M： What kinds of conditions?

　　R： Wed need your full technical and marketing support.

　　M： Could you explain what you mean by that?

　　R： Wed like you to give training to our technical staff; wed also like you to pay a fee for after-sales service.

　　M： Its no problem with the training. As for service support， we usually pay a yearly fee， pegged tototal sales.

　　R： Sounds OK， if we can come to terms on how much is fair. As for marketing support， we would like you to assume 50% of all costs.

　　M： Wed prefer 40%. Many customers learn about our products through international magazines， trade shows， and so on. We pick up the tabfor that， but you get the sales in Taiwan.

　　R： Well think about it， and talk more tomorrow.

　　M： Fine. Wed like you to tell us about your marketing plans.

　　Robert說明Pacer在行銷與技術上的基礎后，終于取信了Mark， 也為此談判邁開成功的第一步。在談判傭金魚合約期限這類議題之前，Robert想先確定一些條件，包括獨家代理權與Botany Bay所能提供的協助。你知道Robert運用了哪些技巧，才不會讓Mark以此作條件來威脅Pacer讓步?我們看看Robert怎么說：

　　M： Mr. Liu， what kinds of sales do you think you could get?

　　R： Well， to begin with， wed have to insist on sole agency in Taiwan. We believe we could spike sales by 30% to 40% in the first year. But certain conditions would have to be met.

　　M： What kinds of conditions?

　　R： Wed need your full technical and marketing support.

　　M： Could you explain what you mean by that?

　　R： Wed like you to give training to our technical staff; wed also like you to pay a fee for after-sales service.

　　M： Its no problem with the training. As for service support， we usually pay a yearly fee， pegged tototal sales.

　　R： Sounds OK， if we can come to terms on how much is fair. As for marketing support， we would like you to assume 50% of all costs.

　　M： Wed prefer 40%. Many customers learn about our products through international magazines， trade shows， and so on. We pick up the tabfor that， but you get the sales in Taiwan.

　　R： Well think about it， and talk more tomorrow.

　　M： Fine. Wed like you to tell us about your marketing plans.