普通高等教育“十一五”国家级规划教材：商务谈判英语

图书标准信息

• 作者 张立玉、邓之宇、石定乐 编
• 出版社 武汉大学出版社
• 出版时间 2009-05
• 版次 1
• ISBN 9787307069138
• 定价 32.00元
• 装帧 平装
• 开本 16开
• 纸张 胶版纸
• 页数 317页
• 字数 496千字
• 正文语种 简体中文，英语
• 丛书 普通高等教育“十一五”国家级规划教材

【内容简介】

《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】

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