Robert说明Pacer在行销与技术上的基础后，终于取信了Mark， 也为此谈判迈开成功的第一步。在谈判佣金鱼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Pacer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.