Robert說明公司在行銷與技術上的基礎后，終于取信了Mark，也為談判邁開成功的第一步。在談判傭金與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Robert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, 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 (根據) total sales.
R: Sounds OK, if we can come to terms (達成協定) 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.
（來源：英文鎖定 英語點津 Annabel 編輯）
