商務談判英語

內(nèi)容概要

商務活動離不開商務談判，商務談判既是商務活動的重要內(nèi)容，又是商務活動的必要手段。商務談判關系到商務活動的成敗以及企業(yè)的生存和發(fā)展，成功的商務談判可以產(chǎn)生出極大的經(jīng)濟效益和社會效益。因此，要順利地開展商務活動首先要能夠成功地進行商務談判。為了使商務進展順利，要求談判簡潔、清楚、具體、完整，才能達到預期目標。國際商務談判是一門綜合藝術，要求談判人員具備國際商務活動綜合基本技能——國際貿(mào)易基本常識、商務文化和跨文化交際理念和技能以及必備的語言技能。為了幫助從事國際商務談判人員或有志于商務談判的人士盡快熟悉和掌握運用國際商務談判原理和技能，我們精心編寫了《商務談判英語》。該教材將商務談判與英語學習有機結(jié)合，便于教學和自學，具有簡明、易懂、實用的特點?！　】勺鞲叩仍盒Ｉ虅沼⒄Z專業(yè)學生商務英語談判課程教材，還可供外貿(mào)工作人員、商務管理人員、外企人員以及準備參加BEC和各類商務英語考試的廣大考生自學使用。    　　本書旨在幫助讀者掌握商務談判基本用語，熟悉各種商務談判活動，了解商務談判活動背景及常識、程序變換，擴充商務知識，擴大專業(yè)詞匯，訓練談判基本技巧及提高談判能力和商務談判分析處理能力。本教材以實用、適用為編寫原則，提供各種實用商務活動內(nèi)容，取材真實、內(nèi)容新穎、信息豐富，有助于進行有效的談判訓練，系統(tǒng)地掌握各種商務活動特點及談判技巧。通過對本教材的學習，讀者能了解和掌握國際商務談判的基本原則和技巧，并能流利地用英語進行商務溝通、完成商務談判。

書籍目錄

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　RefreshingChapter 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　RefreshingChapter 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　RefreshingChapter 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　RefreshingChapter 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　RefreshingChapter 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　RefreshingChapter 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　RefreshingChapter 8  Revision and Consolidation I　Part One  Self-assessing　Part Two  Group-workChapter 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　RefreshingChapter 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　 RefreshingChapter 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　 RefreshingChapter 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　 RefreshingChapter 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　 RefreshingChapter 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　 RefreshingChapter 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　 RefreshingChapter 16  Revision and Consolidation II　 Part One Self-assessing　 Part Two Group-work附錄  練習參考答案  參考書目

章節(jié)摘錄

　　book is aiming to help you develop the negotiation skill， The first thing for negotia-tion is price-haggling. Even before you start this course， you surely have had someexperience in price-haggling on various occasions. And then the following part of thecourse will be much easier for you for certain.Haggling Is a Strategy.　　Haggling is an evolving marketplace skill. In practice， it goes back centuries， totimes when the vendor-cart and booths were the only sources of market trading activityand goods exchange. Today， we find that bargain hunting and sale shopping are viableadventures for discounts at retail stores; however， garage sales， auctions， flea markets，and booth sales are prime opportunities to learn the art of haggling. Haggling is often as-sociated with bantering， price debates， and auction-style environments. The （often） un-comfortable， face-to-face negotiations of pricing quickly become competitive， thrilllng，and at times， risky. The lure of "the best bargain" is enticing with its accompanyinghaggling process; the strategy of haggling really is based on simple bargaining roundtablestrategies.　　Understanding the key components of haggling can help you build a strong set ofskills for your bargaining efforts. When you can accurately gauge the sellers "hunger，"you can gain a significant advantage. Haggling requires understanding your own motive;without your baseline， or "set point" price in mind for a particular product， youll quick-ly fall into the trap of being out-priced， or losing the item to a price you may not havehad to pay for. Buyers remorse is the worst felt when you know you could have gotten abetter price if you had just been patient， or taken different steps in your ~tL-，~gy. Thewinning streaks will come with time， but you can best prepare by following these simplesteps to a valuable haggling strategy： Learn to bid VERY low： This is a technique that will surprise you more often than not. If you bid extremely low in some cases， the sellers may completely re-consider their first offer. Sometimes this makes them even stop and reflect; maybe theyve priced too high， and are unaware of the true value; maybe theyve overlooked something. Whatever the case may be， you can start out by completely undercutting the initial offer， giving you the chance to gauge the sale with better accuracy. Play the inspector： Make sure to touch， feel， and account for any flaws or legitimate defects on the product. This will provide you a chance for leverage so you can secure a lower price easily.

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