商務談判英語（簡體書）

商務活動離不開商務談判，商務談判既是商務活動的重要內容，又是商務活動的必要手段。商務談判關係到商務活動的成敗以及企業的生存和發展，成功的商務談判可以產生出極大的經濟效益和社會效益。因此，要順利地開展商務活動首先要能夠成功地進行商務談判。為了使商務進展順利，要求談判簡潔、清楚、具體、完整，才能達到預期目標。國際商務談判是一門綜合藝術，要求談判人員具備國際商務活動綜合基本技能——國際貿易基本常識、商務文化和跨文化交際理念和技能以及必備的語言技能。為了幫助從事國際商務談判人員或有志于商務談判的人士盡快熟悉和掌握運用國際商務談判原理和技能，我們精心編寫了《商務談判英語》。該教材將商務談判與英語學習有機結合，便于教學和自學，具有簡明、易懂、實用的特點。
可作高等院校商務英語專業學生商務英語談判課程教材，還可供外貿工作人員、商務管理人員、外企人員以及準備參加BEC和各類商務英語考試的廣大考生自學使用。
本書旨在幫助讀者掌握商務談判基本用語，熟悉各種商務談判活動，了解商務談判活動背景及常識、程序變換，擴充商務知識，擴大專業詞匯，訓練談判基本技巧及提高談判能力和商務談判分析處理能力。本教材以實用、適用為編寫原則，提供各種實用商務活動內容，取材真實、內容新穎、信息豐富，有助于進行有效的談判訓練，系統地掌握各種商務活動特點及談判技巧。通過對本教材的學習，讀者能了解和掌握國際商務談判的基本原則和技巧，并能流利地用英語進行商務溝通、完成商務談判。

Chapter 1 On Pricing
　Tuning-in
　Sourcing-up Haggling Is a Strategy
　Haggling-over
Case I A Malting an Enquiry
Case I B Price Haggling
Case II CIF or FOB
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash An Introduction to Negotiation
　BBS
　Refreshing
Chapter 2 On Quality and Quantity
　Tuning-in
　Sourcing-up Quality and Quantity
　Haggling-over
Case I A Talk on Quality
Case II A Talk on Quantity
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Listening Technique
　BBS
　Refreshing
Chapter 3 On Packing
　Tuning-in
　Sourcing-up Packing
　Haggling-over
Case I The Pacldng of Air-conditioners
Case II The Packing of Womens Pajamas
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Non-verbal Devices Valued for Negotiation
　BBS
　Refreshing
Chapter 4 On Logistics
　Tuning-in
　Sourcing-up Logistics
　Haggling-over
Case I A Talk on Freight
Case 1] A Talk on Partial Shipment
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Right Attitudes Towards Counterparts
　BBS
　Refreshing
Chapter 5 On Insurance
　Tuning-in
　Sourcing-up Marine Insurance
　Haggling-over
Case I A Talk on Insurance Rate
Case II A Talk on Insurance for an Order
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Face-saving Technique in Negotiation
　BBS
　Refreshing
Chapter 6 On Payment
　Tuning-in
　Sourcing-up The Payment Terms in International Trade
　Haggling-over
Case I Payment by D/P
Case 11 Payment by L/C
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Avoiding Stereotyping Individuals
　BBS
　Refreshing
Chapter 7 On Complaint and Claim
　Tuning-in
　Sourcing-up Complaints and Claims
　Haggling-over
Case I A Malting a Complaint for Inconformity
Case I B Malting a Complaint for Delay of Payment
Case II A Lodging a Claim
Case II B Settling a Claim
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Strategy Depends on Preparation
BBS
　Refreshing
Chapter 8 Revision and Consolidation I
　Part One Self-assessing
　Part Two Group-work
Chapter 9 On Arbitration
　Tuning-in
　Sourcing-up Arbitration
　Haggling-over
Case I A Talk to Settle the Dispute
Case II A Talk with a Dispute Settlement Expert
　Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
　Flash Anchoring Technique in Negotiation
　BBS
　Refreshing
Chapter 10 On Agency
Tuning-in
Sourcing-up Agency
Haggling-over
Case I Appointing an Agent
Case II Settling an Agency Agreement
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Framing Technique in Negotiation
BBS
Refreshing
Chapter 11 On Signing a Contract
Tuning-in
Sourcing-up Signing a Contract Is Not the End
Haggling-over
Case I A Discussion on Stipulations of the Draft
Case I B Lets Check All the Clauses Before Signing the Contract
Case II Signing a Contract
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Relief Technique and Deadlock
BBS
Refreshing
Chapter 12 On Inviting Tender and Bidding
Tuning-in
Sourcing-up ABC About Invitation of Tender and Bid
Haggling-over
Case I A How Much Can We Guarantee Our Participation in the Tender？
Case I B Can You Tell Me More About Your Products？
Case II Heres How I Select and Bid for Tenders
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Techniques of Avoiding, Deferring and Abeyance
BBS
Refreshing
Chapter 13 On Processing and Assembling Trade
Tuning-in
Sourcing-up Processing with Customers Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Lets Talk About Assembling in Detail
Case II A We Are More than Pleased to Improve Our Present Products and Develop New Products
Case II B We Are Willing to Cooperate with You in This Line
Tuning-out
Section A Sunmming-up
Section B Sorting-out
Section C Practicing
Flash Language Skills at Negotiating Table
BBS
Refreshing
Chapter 14 On Technology Transfer
Tuning-in
Sourcing-up A Brief Picture About ITT
Haggling-over
Case I A Technology Has a Price Tag
Case I B The Royalty Should Not Be Higher than the Standard International Rate
Case II Using Technology as a Means for Adapting and Surving
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Dovetailing--Asking for Their Preference
BBS
Refreshing
Chapter 15 On Joint Venture
Tuning-in
Souroing-up A Joint Venture Is a Legal Organization
Haggling-over
Case I A Talk on the Forms of Business Organizations
Case II A Talk on Setting up a Joint Venture in China
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Getting-in Step
BBS
Refreshing
Chapter 16 Revision and Consolidation II
Part One Self-assessing
Part Two Group-work
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練習參考答案
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