作为外贸业务员以下这种合同谈判方式方法你是应该知道和掌握的

1.和外商探讨专利权的转让与购买使用权问题：

A: In what form will you transfer the patent?

你们以什么形式转让专利？

B: We'd like to transfer the right to use the patent in the form of license.

我们想以许可证的形式转让专利。

A:But the license only gives one the right to manufacture the equipment,What about the technology not included in the patent?

但是，许可证只给予制作设备的权利，不包括在专利中的技术如何处理？

B:No need to worry about it. We'll offer you all the information and technology and also two technicians needed to manufacture the equipment.

不必担心，我们公司会向贵公司提供制造设备所需的所有技术资料，以及两名技术人员。

A:That's good,How long will you allow us to use the patent?

好，你们将允许我们使用专利多长时间？

B:Three years

三年

A:Well, how much will you ask for?

嗯，你们要价多少？

B:We hope you will pay us USD20,000 as an initial payment for buying the production rights from us. and 2% of the sales price on each product sold.

我们希望你们付两万美元的首期款以购买产品生产权，并且以每件出售产品价格的2%划给我们。

A: That's reasonable.

这很合理。

2.与外商商谈专利权的转让与独家使用权还是非独家使用权的问题。

A:There is ready market for your air-conditioners, We'd like to have the right to produce and sell your products.

你们的空调在我们这儿有市场，我们想获得生产销售你们产品的权利。

B:Then you want to apply for our technical license. Do you have the necessary machines and equipment to manufacture our product?

那么，你们是想申请我们的技术许可证了。你们有生产我们产品所必须的机器和设备吗？

A: Yes, but we have to purchase the key machines from abroad. Once the contract is signed, how will you familiarize us with your technical know-how?

有，但是关键机器我们必须从国外购买。在合同签订后，你们如何教我们熟悉你们的专利技术？

B:Everything will be arranged carefully. We will duly supply the relative technical documentations and other information in connection with the know-how, And we are preparing to accept your trainees in our factory and send our people to yours to give technical assistance.

我们会进行周密的安排。我们会提供给你们专有技术有关的技术文件和其他技术资料，而且，我们准备在我们工厂培训你们的人员，并派遣我们的人员到你们工厂给予技术援助。

A:Very good, Will the license be exclusive or non-exclusive?

太好了，许可证是独家的还是非独家的？

B:May I know what annual sales volume you can reach?

我想知道你能达到多大的年销售额？

A:I estimate around 150,000 sets of air-conditioners.

我估计大约15万台空调。

B:Your sales volume is not large enough, The minimum quantity for an exclusive license is 200,000 sets very year in your country.

你们的销售额不够高。在你们国家，独家许可意味着每年最低数量为20万台。

A:Well, we will try best to reach it.

哦，我们会尽力完成这个销售量。

B:You'd better consider the nonexclusive license, We shall have to require minimum royalties and have the right to terminate exclusivity if you fail to meet the sales volume, Since your country is too large for a single license, you'd better ask for non-exclusivity.

你最好考虑非独家许可证。我们必须收取最低的使用费用。如果你不能完成销售额，我们有权停止你的独家许可证。因为你们国家很大，不可能只有一张许可证。你最好申请非独家许可证。

A: Is it cheaper than exclusive license?

非独家许可证比独家许可便宜吗？

B:Yes. of course.

是的，当然

A:Then we might as well apply for the non-exclusive license.

那我们还是申请非独家许可证吧。