商务谈判

第一章 谈判方式与策略
1．1 巧妙设计探测策略
1．2 心平气和地进行讨价还价
1．3 怎样控制谈判进程
1．4 创造信任感
1．5 幽默的妙用
第二章 谈判流程与技巧
2．1 谈判步骤
2．1．1 谈判准备
2．1．2 谈判过程
2．1．3 签订商业合同
2．2 谈判技巧及注意事项
2．2．1 谈判技巧
2．2．2 注意事项
第三章 实用英语对话
3．1 Introduction
3．1．1 Self-introduction
3．1．2 Introducing Others
3．1．3 Greetings
3．2 Meetings
3．2．1 General Meetings
3．2．2 Work Reports
3．2．3 Cancelling and Delaying Meetings
3．2．4 Administration Meetings
3．3 The Operation and Management of the Company
3．3．1 Making a Program
3．3．2 Receiving Guests
3．3．3 Going on Interviews
3．3．4 Business Lunches
3．4 Visiting
3．4．1 Visiting the Department of a Company
3．4．2 Visiting a Plant
3．4．3 Visiting a City
3．5 Telephone Conversation
3．5．1 Speaking on the Telephone
3．5．2 Leaving a Message
3．5．3 Making an Appointment
3．5．4 Having a Phone Discussion
3．6 Business Agreement
3．6．1 Inquiring
3．6．2 Offers
3．6．3 Countering Offers
3．6．4 Re-countering Offers
3．6．5 Accepting Offers
3．7 Negotiations and Contracts
3．7．1 Arrangements for the Negotiation
3．7．2 Disagreements on the Negotiation
3．7．3 Signing Contracts
3．8 Logistics
3．8．1 Cargo Storage
3．8．2 Cargo Checking
3．8．3 Booking Space and Shipping
3．8．4 Delivery
3．8．5 Accepting Deliveries
3．9 Payment
3．9．1 Opening a Letter of Credit
3．9．2 Revising a Letter of Credit
3．9．3 Payment through Negotiation
3．9．4 Documents against Payment
3．9．5 Chasing Payment
3．10 After-sales Service
3．10．1 Complaint
3．10．2 Explanation and Apology
3．10．3　Claim
3．11 Business Travel
3．11．1 Booking Flights
3．11．2 Hotel Reservation
3．11．3 Checking in at the Airport
3．11．4 On the Plane
3．11．5 Meeting and Seeing off Guests
3．11．6 At the Hotel
3．12 Attending the Trade Fair
3．12．1 Greeting at the Fair
3．12．2 Inquiring about the Company and the Products
3．12．3 Promoting Sales
3．13 Products Demonstration
3．13．1 New Products Introduction
3．13．2 Business Inquiries
3．13．3 New Products Presentation
3．14 Developing New Markets
3．14．1 Marketing Reports
3．14．2 Products Advertising
3．14．3 Establishing New Relations
第四章 部分合同范例
4．1 0RDER SHEET
4．2 SALES CONFIRMATION I
4．3 SALES CONFIRMARION Ⅱ
4．4 PURCHASE CONFIRMARION
4．5 CONTRACT
4．6 PURCHASE CONTRACT
4．7 SALES CONTRACT
4．8 IMPORT CONTIBACT
附录
I．常见商务英语词汇表
Ⅱ．常见商务英语缩略词
Ⅲ．参考答案
参考书目