您正在看的商务英语是:商务谈判：先决条件。

　　Robert说明公司在行销与技术上的基础后，终于取信了Mark，也为谈判迈开成功的第一步。在谈判佣金与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Robert让步?我们看看Robert怎么说：

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

　　R: Well, to begin with, we'd have to insist on sole agency in Taiwan. We believe we could spike (激增) sales by 30% to 40% in the first year. But certain 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 for after-sales service.

　　M: It's no problem with the training. As for service support, we usually pay a yearly fee, pegged to (根据) total sales.

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

　　M: We'd prefer 40%. Many customers learn about our products through international magazines, trade shows, and so on. We pick up the tab (付款) for that, but you get the sales in Taiwan.

　　R: We'll think about it, and talk more tomorrow.

　　M: Fine. We'd like you to tell us about your marketing plans.