(来源：中国物流论坛)
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。接洽的加工产品是运动型“磁质石膏护垫”，受伤的运动员包上这种产品上场比赛，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. wed like to weigh the pros and cons（衡量得失）with you.
k: mr. lucky, weve 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, im 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 dont, mr. lucky. this is just oem.(加工制造）
l: i see. then, the most important thing is the size of your orders. well 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 u.s. $1000 a piece, well make an average return of just 4%. thats too great a financial burden for us.
k: ill check the number later, but what do you propose?l: heres 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在前面的谈判最后提出签约十年的要求，kevin会不会答应呢？如果答案是否决的话，lucky又有何打算？他一心为公司的利益打算，极力争取技术转移的协定，而对方会甘心出让此项比金钱更珍贵的资产吗？
请看以下分解：
k: we cant sign any commitment for ten years. but if your production quality is good after the first year, we could extend the contract and increase our yearly purchase.
l: that sounds reasonable. but could you shed some light on（透露）the size of your orders?
k: if we are happy with your quality, we might increase our purchase to 100,000 a year, for a two-year period.
l: excuse me, mr. hughes, but it seems to me were giving up too much in this case. wed be giving up the five-year guarantee for increased yearly sales.
k: mr.lucky, youve got to give up something to get something.
l: if youre asking us to take such a large gamble（冒险）for just two years sales, im sorry, but youre not in our ballpark（接受的范围）.
k: what would it take to keep pacer interested?l: a three-year guarantee, not two. and a qualilty inspection（质量检查）tour after one year is fine, but wed like some of our personnel on the team.k: acceptable. anything else?
l: wed be making huge capital outlay（资本支出）for the production process, so wed like to set up a technology transfer agreement, to help us get off the ground（取得初步进步）.
行至此处，谈判都还算是在和谐的气氛下进行，双方各自寻求获利的方案。但针对技术转移这一项，lucky所提的保证和要求能否消弭kevin心中的顾虑，而今此谈判是否终露曙光呢？
以下对话即为您揭晓答案：
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 the same product?
l: 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.
l: fine. we have no intention of becoming your competitor.
k: great. then lets settle the details of the transfer agreement.
l: 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?
l: 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）.
k: can do. everything seems to be set, robert. ill bring in a sample contract tomorrow. if you like, we can sign it then.
