简介
《商务谈判英语》旨在帮助读者掌握商务谈判基本用语，熟悉各种商务谈判活动，了解商务谈判活动背景及常识、程序变换，扩充商务知识，扩大专业词汇，训练谈判基本技巧及提高谈判能力和商务谈判分析处理能力。本教材以实用、适用为编写原则，提供各种实用商务活动内容，取材真实、内容新颖、信息丰富，有助于进行有效的谈判训练，系统地掌握各种商务活动特点及谈判技巧。通过对本教材的学习，读者能了解和掌握国际商务谈判的基本原则和技巧，并能流利地用英语进行商务沟通、完成商务谈判 商务活动离不开商务谈判，商务谈判既是商务活动的重要内容，又是商务活动的必要手段。商务谈判关系到商务活动的成败以及企业的生存和发展，成功的商务谈判可以产生出极大的经济效益和社会效益。因此，要顺利地开展商务活动首先要能够成功地进行商务谈判。为了使商务进展顺利，要求谈判简洁、清楚、具体、完整，才能达到预期目标。国际商务谈判是一门综合艺术，要求谈判人员具备国际商务活动综合基本技能——国际贸易基本常识、商务文化和跨文化交际理念和技能以及必备的语言技能。为了帮助从事国际商务谈判人员或有志于商务谈判的人士尽快熟悉和掌握运用国际商务谈判原理和技能，我们精心编写了《商务谈判英语》。该教材将商务谈判与英语学习有机结合，便于教学和自学，具有简明、易懂、实用的特点。
可作高等院校商务英语专业学生商务英语谈判课程教材，还可供外贸工作人员、商务管理人员、外企人员以及准备参加BEC和各类商务英语考试的广大考生自学使用。
目录
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 Women's 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 Let's 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 Here's 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 Customer's Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Let's 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
附录
练习参考答案
参考书目
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 Women's 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 Let's 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 Here's 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 Customer's Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Let's 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
附录
练习参考答案
参考书目
English for business negotiation
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