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张立玉 、 邓之宇 、 石定乐 编 / 武汉大学出版社 / 2009-05 / 平装
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普通高等教育“十一五”国家级规划教材:商务谈判英语
《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。
Chapter1OnPricing Tuning-in Sourcing-upHagglingIsaStrategy Haggling-over CaseIAMaltinganEnquiry CaseIBPriceHaggling CaseIICIForFOB Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashAnIntroductiontoNegotiation BBS Refreshing Chapter2OnQualityandQuantity Tuning-in Sourcing-upQualityandQuantity Haggling-over CaseIATalkonQuality CaseIIATalkonQuantity Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashListeningTechnique BBS Refreshing Chapter3OnPacking Tuning-in Sourcing-upPacking Haggling-over CaseIThePacldngofAir-conditioners CaseIIThePackingofWomensPajamas Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashNon-verbalDevicesValuedforNegotiation BBS Refreshing Chapter4OnLogistics Tuning-in Sourcing-upLogistics Haggling-over CaseIATalkonFreight Case1]ATalkonPartialShipment Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashRightAttitudesTowardsCounterparts BBS Refreshing Chapter5OnInsurance Tuning-in Sourcing-upMarineInsurance Haggling-over CaseIATalkonInsuranceRate CaseIIATalkonInsuranceforanOrder Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashFace-savingTechniqueinNegotiation BBS Refreshing Chapter6OnPayment Tuning-in Sourcing-upThePaymentTermsinInternationalTrade Haggling-over CaseIPaymentbyD/P Case11PaymentbyL/C Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashAvoidingStereotypingIndividuals BBS Refreshing Chapter7OnComplaintandClaim Tuning-in Sourcing-upComplaintsandClaims Haggling-over CaseIAMaltingaComplaintforInconformity CaseIBMaltingaComplaintforDelayofPayment CaseIIALodgingaClaim CaseIIBSettlingaClaim Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashStrategyDependsonPreparation BBS Refreshing Chapter8RevisionandConsolidationI PartOneSelf-assessing PartTwoGroup-work Chapter9OnArbitration Tuning-in Sourcing-upArbitration Haggling-over CaseIATalktoSettletheDispute CaseIIATalkwithaDisputeSettlementExpert Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashAnchoringTechniqueinNegotiation BBS Refreshing Chapter10OnAgency Tuning-in Sourcing-upAgency Haggling-over CaseIAppointinganAgent CaseIISettlinganAgencyAgreement Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashFramingTechniqueinNegotiation BBS Refreshing Chapter11OnSigningaContract Tuning-in Sourcing-upSigningaContractIsNottheEnd Haggling-over CaseIADiscussiononStipulationsoftheDraft CaseIBLetsCheckAlltheClausesBeforeSigningtheContract CaseIISigningaContract Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashReliefTechniqueandDeadlock BBS Refreshing Chapter12OnInvitingTenderandBidding Tuning-in Sourcing-upABCAboutInvitationofTenderandBid Haggling-over CaseIAHowMuchCanWeGuaranteeOurParticipationintheTender? CaseIBCanYouTellMeMoreAboutYourProducts? CaseIIHeresHowISelectandBidforTenders Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashTechniquesofAvoiding,DeferringandAbeyance BBS Refreshing Chapter13OnProcessingandAssemblingTrade Tuning-in Sourcing-upProcessingwithCustomersDesignorSamples Haggling-over CaseIAWeAreVeryInterestedintheProcessingBusiness CaseIBLetsTalkAboutAssemblinginDetail CaseIIAWeAreMorethanPleasedtoImproveOurPresentProductsandDevelopNewProducts CaseIIBWeAreWillingtoCooperatewithYouinThisLine Tuning-out SectionASunmming-up SectionBSorting-out SectionCPracticing FlashLanguageSkillsatNegotiatingTable BBS Refreshing Chapter14OnTechnologyTransfer Tuning-in Sourcing-upABriefPictureAboutITT Haggling-over CaseIATechnologyHasaPriceTag CaseIBTheRoyaltyShouldNotBeHigherthantheStandardInternationalRate CaseIIUsingTechnologyasaMeansforAdaptingandSurving Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashDovetailing--AskingforTheirPreference BBS Refreshing Chapter15OnJointVenture Tuning-in Souroing-upAJointVentureIsaLegalOrganization Haggling-over CaseIATalkontheFormsofBusinessOrganizations CaseIIATalkonSettingupaJointVentureinChina Tuning-out SectionASumming-up SectionBSorting-out SectionCPracticing FlashGetting-inStep BBS Refreshing Chapter16RevisionandConsolidationII PartOneSelf-assessing PartTwoGroup-work 附录 练习参考答案 参考书目
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