商务谈判英语

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