an Smith是一位美国的健身用品经销商，此次是RobertLiu第一回与他交手。就在短短几分钟的交谈中，RobertLiu既感到这位大汉粗犷的外表，藏有狡兔的心思――他肯定是沙场老将，自己绝不可掉以轻心。双方第一回过招如下：

　　D: Id like to get the ball rolling(开始)by talkingabout prices.

　　R: Shoot.(洗耳恭听)Id be happy to answer anyquestions you may have.

　　D: Your products are very good. But Im a littleworried about the prices youre asking.

　　R: You think we about be asking for more(laughs)

　　D: (chuckles莞尔) Thats not exactly what I had in mind. I know your research costs arehigh, but what Id like is a 25% discount.

　　R: That seems to be a little high, Mr. Smith. I dont know how we can make a profit withthose numbers.

　　D: Please, Robert, call me Dan. (pause) Well, if we promise future business――volumesales(大笔交易)――that will slash your costs(大量减低成本)for making the Exec-U-ciser,right

　　R: Yes, but its hard to see how you can place such large orders. How could you turnover(销磬)so many (pause) Wed need a guarantee of future business, not just a promise.

　　D: We said we wanted 1000 pieces over a six-month period. What if we place orders fortwelve months, with a guarantee

　　R: If you can guarantee that on paper, I think we can discuss this further.

　　K: If we transferred our technical and research expertise(技术与研究的专业知识), what would stop you from making th esame product

　　R: Wed be willing to sign a commitment. Well put it in writing (书面保证)that we wont copycat(仿冒)the Sports Cast within five years after ending our contract.

　　K: Sounds O.K., if its for any similar product. That would give us better protection. But wed have to interest on a ten year limit.

　　R: Fine. We have no intention of becoming your competitor.

　　K: Great. Then lets settle the details of the transfer agreement.

　　R: Well need you to send over some key personnel to help us purchase the equipment and train our technical people. How long do you anticipate that will take

　　K: A week to put the team together, three weeks to train your people. If so, when do you estimate starting production

　　R: Our first production run(一批的生产)should be one week after our team finishes its training. But Id like your team to stay a full week after that, to handle any kitches that pop up(处理突发的事件).