简介
《国际贸易英语谈判》为国际贸易专业学生的专业英语教程，深受广大师生和外贸工作者的欢迎，为紧跟时代前进和商贸发展的步伐，特进行较大幅度的修订。第三版主要围绕国际贸易主要交易环节的一系列商务洽谈展开：包括商务接待、询购、报价与还价、装运、支付、包装、保险、索赔、以及参加交易会、签约、商务招待等。此外，还涉及外国投资项目洽谈，并根据贸易洽谈的特点，介绍基本的商务礼仪及文化背景，使学生了解在进行国际交往中与外国客商交流时的一些必要商务礼节与规则，并通过学习相关专业知识与商务英语，较熟练地运用跨文化沟通技能与客商洽谈。
目录
Unit One “One Belt One Road” Trip to Europe
“一带一路”欧洲之行………………………1
Conversations…………………………………………………1
1. Arrival…………………………………………………1
2. Showing the Schedule…………………………………2
3. Communication & Cooperation………………………4
Words & Expressions…………………………………………7
Useful Sentences………………………………………………8
Additional Words & Expressions……………………………10
Supplementary Reading………………………………………13
Exercises……………………………………………………15
Unit Two Inquiry询价…………………………………20
Conversations…………………………………………………20
1. First Interview…………………………………………20
2. Marketing……………………………………………22
3. Goods Unavailable……………………………………24
Words & Expressions………………………………………25
Useful Sentences……………………………………………28
Additional Words & Expressions……………………………31
Supplementary Reading………………………………………32
Exercises……………………………………………………35
Unit Three Specifications 规格………………………39
Conversations…………………………………………………39
1. Quality First…………………………………………39
2. Product Introduction…………………………………40
Words & Expressions………………………………………42
Useful Sentences……………………………………………44
Additional Words & Expressions……………………………46
Supplementary Reading………………………………………48
Exercises……………………………………………………52
Unit Four Price价格…………………………………55
Conversations…………………………………………………55
1. Making an Offer………………………………………55
2. Driving a Bargain……………………………………56
Words & Expressions………………………………………58
Useful Sentences……………………………………………59
Additional Words & Expressions……………………………61
Supplementary Reading………………………………………62
Exercises……………………………………………………66
Unit Five Shipping 装运………………………………70
Conversations…………………………………………………70
1. Date of Shipment……………………………………70
2. Negotiating Delivery Periods…………………………72
3. Discussing the Shipment of the Heavy Street Paving
Machinery……………………………………………74
Words & Expressions………………………………………76
Useful Sentences……………………………………………78
Additional Words & Expressions……………………………79
Supplementary Reading………………………………………81
Exercises……………………………………………………84
Unit Six Payment 付款………………………………88
Conversations…………………………………………………88
1. Terms of Payment……………………………………88
2. A Heated Negotiation…………………………………90
Words & Expressions………………………………………92
Useful Sentences……………………………………………95
Additional Words & Expressions……………………………96
Supplementary Reading……………………………………97
Exercises……………………………………………………100
Unit Seven Other Contract Terms 其他合同条款…104
Conversations………………………………………………104
1. Packing and Packaging………………………………104
2. Insurance……………………………………………107
3. Inspection and Arbitration……………………………109
Words & Expressions………………………………………110
Useful Sentences……………………………………………111
Additional Words & Expressions…………………………113
Supplementary Reading……………………………………115
Exercises……………………………………………………118
Unit Eight Claims 索赔……………………………121
Conversations………………………………………………121
1. Inadequate Packing…………………………………121
2. Inferior Quality………………………………………123
Words & Expressions………………………………………126
Useful Sentences……………………………………………128
Additional Words & Expressions…………………………130
Supplementary Reading……………………………………131
Exercises……………………………………………………135
Unit Nine Agency 代理……………………………138
Conversations………………………………………………138
1. Appointing a Sole Agent……………………………138
2. Proposal of Agency…………………………………140
Words & Expressions………………………………………142
Useful Sentences……………………………………………143
Additional Words & Expressions…………………………145
Supplementary Reading……………………………………147
Exercises……………………………………………………149
Unit Ten The Outbound E-commerce of Chinese
Enterprises 中国企业境外投资……………153
Conversations………………………………………………153
1. Setting up a Centre for the Exhibition and Sale of Commodities Overseas………………………………153
2. Transporting Cherries From Chile to China…………157
Words & Expressions………………………………………159
Useful Sentences……………………………………………159
Additional Words & Expressions…………………………161
Supplementary Reading……………………………………162
Exercises……………………………………………………165
Unit Eleven Joint Venture 合资企业………………170
Conversations………………………………………………170
1. The Setup of a Joint Venture Foreign Trade
Company……………………………………………170
2. Negotiating Contract Terms…………………………173
Words & Expressions………………………………………177
Useful Sentences……………………………………………179
Additional Words & Expressions…………………………180
Supplementary Reading……………………………………182
Exercises……………………………………………………184
Unit Twelve Setting up a Joint Venture Plant
合资建厂………………………………188
Conversations………………………………………………188
1. Leasing the Factory Building………………………188
2. Importing Two Assembly Lines……………………191
Words & Expressions………………………………………194
Useful Sentences……………………………………………196
Additional Words & Expressions…………………………197
Supplementary Reading……………………………………199
Exercises……………………………………………………201
Unit Thirteen Establishing a Global Auto Parts Sourcing
Center建立全球汽配采购中心……204
Conversations………………………………………………204
1. A Visit to Jingda Industrial Park……………………204
2. The Project of Global Auto Parts Sourcing
Center………………………………………………207
Words & Expressions………………………………………210
Useful Sentences……………………………………………211
Additional Words & Expressions…………………………213
Supplementary Reading……………………………………214
Exercises……………………………………………………217
Unit Fourteen Signing a Contract 签约……………220
Conversations………………………………………………220
1. Celebrating the Signing of an Agreement……………220
2. At the Dinner Party…………………………………223
3. At the Ground-Breaking Ceremony…………………225
Words & Expressions………………………………………228
Useful Sentences……………………………………………231
Additional Words & Expressions…………………………232
Supplementary Reading……………………………………235
Exercises……………………………………………………238
参考资料………………………………………………………242
相关商务网站…………………………………………………243
附录一 Chinese Version of the Texts 课文参考译文………245
附录二 Key to the Exercises 练习参考答案…………………291
附录三 Main Import & Export Commodities
主要进出口商品名称………………………………328
附录四 Currencies and Their Codes
世界主要货币名称及符号…………………………334
附录五 The World’s Main Ports 世界主要海运港口………341
附录六 Top 100 World Banks in 2015
2015年世界百家大银行……………………………348
附录七 Top 50 Chinese Banks in 2015
2015年中国前50家银行排名…………………… 355
目 录
Unit One “One Belt One Road” Trip to Europe
“一带一路”欧洲之行………………………1
Conversations…………………………………………………1
1. Arrival…………………………………………………1
2. Showing the Schedule…………………………………2
3. Communication & Cooperation………………………4
Words & Expressions…………………………………………7
Useful Sentences………………………………………………8
Additional Words & Expressions……………………………10
Supplementary Reading………………………………………13
Exercises……………………………………………………15
Unit Two Inquiry询价…………………………………20
Conversations…………………………………………………20
1. First Interview…………………………………………20
2. Marketing……………………………………………22
3. Goods Unavailable……………………………………24
Words & Expressions………………………………………25
Useful Sentences……………………………………………28
Additional Words & Expressions……………………………31
Supplementary Reading………………………………………32
Exercises……………………………………………………35
Unit Three Specifications 规格………………………39
Conversations…………………………………………………39
1. Quality First…………………………………………39
2. Product Introduction…………………………………40
Words & Expressions………………………………………42
Useful Sentences……………………………………………44
Additional Words & Expressions……………………………46
Supplementary Reading………………………………………48
Exercises……………………………………………………52
Unit Four Price价格…………………………………55
Conversations…………………………………………………55
1. Making an Offer………………………………………55
2. Driving a Bargain……………………………………56
Words & Expressions………………………………………58
Useful Sentences……………………………………………59
Additional Words & Expressions……………………………61
Supplementary Reading………………………………………62
Exercises……………………………………………………66
Unit Five Shipping 装运………………………………70
Conversations…………………………………………………70
1. Date of Shipment……………………………………70
2. Negotiating Delivery Periods…………………………72
3. Discussing the Shipment of the Heavy Street Paving
Machinery……………………………………………74
Words & Expressions………………………………………76
Useful Sentences……………………………………………78
Additional Words & Expressions……………………………79
Supplementary Reading………………………………………81
Exercises……………………………………………………84
Unit Six Payment 付款………………………………88
Conversations…………………………………………………88
1. Terms of Payment……………………………………88
2. A Heated Negotiation…………………………………90
Words & Expressions………………………………………92
Useful Sentences……………………………………………95
Additional Words & Expressions……………………………96
Supplementary Reading……………………………………97
Exercises……………………………………………………100
Unit Seven Other Contract Terms 其他合同条款…104
Conversations………………………………………………104
1. Packing and Packaging………………………………104
2. Insurance……………………………………………107
3. Inspection and Arbitration……………………………109
Words & Expressions………………………………………110
Useful Sentences……………………………………………111
Additional Words & Expressions…………………………113
Supplementary Reading……………………………………115
Exercises……………………………………………………118
Unit Eight Claims 索赔……………………………121
Conversations………………………………………………121
1. Inadequate Packing…………………………………121
2. Inferior Quality………………………………………123
Words & Expressions………………………………………126
Useful Sentences……………………………………………128
Additional Words & Expressions…………………………130
Supplementary Reading……………………………………131
Exercises……………………………………………………135
Unit Nine Agency 代理……………………………138
Conversations………………………………………………138
1. Appointing a Sole Agent……………………………138
2. Proposal of Agency…………………………………140
Words & Expressions………………………………………142
Useful Sentences……………………………………………143
Additional Words & Expressions…………………………145
Supplementary Reading……………………………………147
Exercises……………………………………………………149
Unit Ten The Outbound E-commerce of Chinese
Enterprises 中国企业境外投资……………153
Conversations………………………………………………153
1. Setting up a Centre for the Exhibition and Sale of Commodities Overseas………………………………153
2. Transporting Cherries From Chile to China…………157
Words & Expressions………………………………………159
Useful Sentences……………………………………………159
Additional Words & Expressions…………………………161
Supplementary Reading……………………………………162
Exercises……………………………………………………165
Unit Eleven Joint Venture 合资企业………………170
Conversations………………………………………………170
1. The Setup of a Joint Venture Foreign Trade
Company……………………………………………170
2. Negotiating Contract Terms…………………………173
Words & Expressions………………………………………177
Useful Sentences……………………………………………179
Additional Words & Expressions…………………………180
Supplementary Reading……………………………………182
Exercises……………………………………………………184
Unit Twelve Setting up a Joint Venture Plant
合资建厂………………………………188
Conversations………………………………………………188
1. Leasing the Factory Building………………………188
2. Importing Two Assembly Lines……………………191
Words & Expressions………………………………………194
Useful Sentences……………………………………………196
Additional Words & Expressions…………………………197
Supplementary Reading……………………………………199
Exercises……………………………………………………201
Unit Thirteen Establishing a Global Auto Parts Sourcing
Center建立全球汽配采购中心……204
Conversations………………………………………………204
1. A Visit to Jingda Industrial Park……………………204
2. The Project of Global Auto Parts Sourcing
Center………………………………………………207
Words & Expressions………………………………………210
Useful Sentences……………………………………………211
Additional Words & Expressions…………………………213
Supplementary Reading……………………………………214
Exercises……………………………………………………217
Unit Fourteen Signing a Contract 签约……………220
Conversations………………………………………………220
1. Celebrating the Signing of an Agreement……………220
2. At the Dinner Party…………………………………223
3. At the Ground-Breaking Ceremony…………………225
Words & Expressions………………………………………228
Useful Sentences……………………………………………231
Additional Words & Expressions…………………………232
Supplementary Reading……………………………………235
Exercises……………………………………………………238
参考资料………………………………………………………242
相关商务网站…………………………………………………243
附录一 Chinese Version of the Texts 课文参考译文………245
附录二 Key to the Exercises 练习参考答案…………………291
附录三 Main Import & Export Commodities
主要进出口商品名称………………………………328
附录四 Currencies and Their Codes
世界主要货币名称及符号…………………………334
附录五 The World’s Main Ports 世界主要海运港口………341
附录六 Top 100 World Banks in 2015
2015年世界百家大银行……………………………348
附录七 Top 50 Chinese Banks in 2015
2015年中国前50家银行排名…………………… 355
国际贸易英语谈判（第三版）
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