业务员谈合作现场过招（一）

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合作方。接洽的加工产品是运动型"磁质石膏护垫"，受伤的运动员使用这种产品上场比赛，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 (Original Equipment Manufacturing，贴牌生产).

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 US $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 提出了合作条件，Kevin会答应吗？欲知后事如何，且看下一轮谈判。