作為外貿業務員以下這種合同談判方式方法你是應該知道和掌握的
1.和外商探討專利權的轉讓與購買使用權問題：
A: In what form will you transfer the patent?
你們以什么形式轉讓專利？
B: We'd like to transfer the right to use the patent in the form of license.
我們想以許可證的形式轉讓專利。
A:But the license only gives one the right to manufacture the equipment,What about the technology not included in the patent?
但是，許可證只給予制作設備的權利，不包括在專利中的技術如何處理？
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.
不必擔心，我們公司會向貴公司提供制造設備所需的所有技術資料，以及兩名技術人員。
A:That's good,How long will you allow us to use the patent?
好，你們將允許我們使用專利多長時間？
B:Three years
三年
A:Well, how much will you ask for?
嗯，你們要價多少？
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.
我們希望你們付兩萬美元的首期款以購買產品生產權，并且以每件出售產品價格的2%劃給我們。
A: That's reasonable.
這很合理。
2.與外商商談專利權的轉讓與獨家使用權還是非獨家使用權的問題。
A:There is ready market for your air-conditioners, We'd like to have the right to produce and sell your products.
你們的空調在我們這兒有市場，我們想獲得生產銷售你們產品的權利。
B:Then you want to apply for our technical license. Do you have the necessary machines and equipment to manufacture our product?
那么，你們是想申請我們的技術許可證了。你們有生產我們產品所必須的機器和設備嗎？
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，但是關鍵機器我們必須從國外購買。在合同簽訂后，你們如何教我們熟悉你們的專利技術？
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.
我們會進行周密的安排。我們會提供給你們專有技術有關的技術文件和其他技術資料，而且，我們準備在我們工廠培訓你們的人員，并派遣我們的人員到你們工廠給予技術援助。
A:Very good, Will the license be exclusive or non-exclusive?
太好了，許可證是獨家的還是非獨家的？
B:May I know what annual sales volume you can reach?
我想知道你能達到多大的年銷售額？
A:I estimate around 150,000 sets of air-conditioners.
我估計大約15萬臺空調。
B:Your sales volume is not large enough, The minimum quantity for an exclusive license is 200,000 sets very year in your country.
你們的銷售額不夠高。在你們國家，獨家許可意味著每年最低數量為20萬臺。
A:Well, we will try best to reach it.
哦，我們會盡力完成這個銷售量。
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.
你最好考慮非獨家許可證。我們必須收取最低的使用費用。如果你不能完成銷售額，我們有權停止你的獨家許可證。因為你們國家很大，不可能只有一張許可證。你最好申請非獨家許可證。
A: Is it cheaper than exclusive license?
非獨家許可證比獨家許可便宜嗎？
B:Yes. of course.
是的，當然
A:Then we might as well apply for the non-exclusive license.
那我們還是申請非獨家許可證吧。