商务谈判英语

出版时间：2009-5  出版社：武汉大学出版社  作者：张立玉　主编；邓之宇，石定乐　副主编  页数：317  

内容概要

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。    　　本书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。

书籍目录

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附录  练习参考答案  参考书目

章节摘录

　　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.

用户评论 (总计12条)

•   很不错，内容也很赞，很实用
•   内容专业，没课后还有重点词汇和单词，适合初学者
•   书包装很结实，书是学校推荐的，很管用
•   物流速度很给力，书也不错。。。
•   跟同学一起买的，书是正版的
•   买了很多书，当当还是值得信赖的
•   总得来说 还好啦
•   挺不错的，是我们上课用的教材。里面给出了很多谈判的案例。不过纸质不太好。
•   这本书是老师要求买的，到货时间有点长
•   课本没什么说的，还可以吧。但是当当的包装越来越差了是怎么了，买了一堆书才用了一个袋子装，书那么重拿几下袋子就破角了，这本书简直，脏到不行，还有几个鞋印在上面，简直……
•   只是打开书皮，里面都有点散开了
•   书有折痕，收据上显示邮费应收款为零，却多收了书钱之外的五元，望给以合理解释！