大学商贸英语谈判教程 第2版PDF电子书下载

PART ONE TEXTS 5

Unit One 5

Lesson One　Introduction 5

Section Ⅰ Readings 6

Article 1　Introduction to Negotiation 6

Article 2　Impressive Behavior 8

Section Ⅱ　Dialogs 14

Dialog 1 Introducing 14

Dialog 2　Receiving A Call 16

Section Ⅲ Exercises 17

Mini Case 1 Introducing the Firm to the Potential Customer 17

Mini Case 2　Finding A Suitable Chinese Tourism Agency 17

Lesson Two　Reception 19

Section Ⅰ Readings 20

Article 1 Negotiation Process Ⅰ 20

Article 2　At the Airport 23

Section Ⅱ　Dialogs 26

Dialog 1　Meeting the Potential Customer 26

Dialog 2　 Arriving at the Hotel 28

Section Ⅲ　Exercises 29

Mini Case 1 Meeting at the Airport 29

Mini Case 2　On the Way to the Hotel 30

Lesson Three　Visiting A Factory 31

Section Ⅰ Readings 32

Article 1　Negotiation Process Ⅱ 32

Article 2　The Physical Preparation 36

Section Ⅱ　Dialogs 38

Dialog 1　Showing Around the Factory 38

Dialog 2　Visiting the Workshop 40

Section Ⅲ Exercises 41

Mini Case 1　Showing Around the Plant 41

Mini Case 2　Showing Around the Offices 41

Lesson Four　Exhibition Ⅰ 43

Section Ⅰ Readings 44

Article 1　Negotiation Process Ⅲ 44

Article 2　What Exhibitors Are Thinking 47

Section Ⅱ　Dialogs 50

Dialog 1　Talking with the Organizer 50

Dialog 2　Making A Telephone Call 53

Section Ⅲ Exercises 55

Mini Case 1 Receiving A Letter of Invitation 55

Mini Case 2　Trying to Know More About the Show 55

Lesson Five　Exhibition Ⅱ 57

Section Ⅰ Readings 58

Article 1　Negotiation Process Ⅳ 58

Article 2　Exhibition Booths 61

Section Ⅱ　Dialogs 63

Dialog 1　Planning to Participate in An Exhibition Ⅰ 63

Dialog 2　Planning to Participate in An Exhibition Ⅱ 65

Section Ⅲ Exercises 67

Mini Case 1　Participating in An Indian Trade Fair 67

Mini Case 2　Discussing About A Decorating Project 68

Lesson Six　Marketing Ⅰ 69

Section Ⅰ Readings 70

Article 1　Integrative Negotiation and Distributive Negotiation 70

Article 2 Seven Decision-Making Biases 73

Section Ⅱ Dialogs 77

Dialog 1　Introducing A New Product Ⅰ 77

Dialog 2　Introducing A New Product Ⅱ 79

Section Ⅲ Exercises 80

Mini Case 1　Wanting to Sell New Products 80

Mini Case 2　Talking About Opening An Outlet 80

Lesson Seven　Marketing Ⅱ 83

Section Ⅰ Readings 84

Article 1　How to Negotiate Ⅰ 84

Article 2　Negotiation Dilemma 87

Section Ⅱ　Dialogs 90

Dialog 1　Discussing About A TV Commercial Ⅰ 90

Dialog 2　Discussing About A TV Commercial Ⅱ 91

Section Ⅲ Exercises 93

Mini Case 1　Talking About the Ways to Design and Make A New TV Commercial 93

Mini Case 2　Discussing About the Ways to Launch An Advertisement Campaign 93

Lesson Eight　Logistics 95

Section Ⅰ Readings 96

Article 1　How to Negotiate Ⅱ 96

Article 2　Why Outsourcing Isn't Always the Best Answer 99

Section Ⅱ　Dialogs 102

Dialog 1　Discussing About the Outsourcing Ⅰ 102

Dialog 2　Discussing About the Outsourcing Ⅱ 104

Section Ⅲ Exercises 106

Mini Case 1　Talking with A Potential Customer 106

Mini Case 2　Introducing the Firms 106

Unit Two 111

Lesson One　Establishing Business Relations 111

Section Ⅰ Readings 112

Article 1　How to Negotiate Ⅲ 112

Article 2　The Way China Conducted Its Business 117

Section Ⅱ　Dialogs 118

Dialog 1　Greeting 118

Dialog 2　Establishing Business Relations 120

Section Ⅲ　Exercises 122

Mini Case 1　Introducing Themselves 122

Mini Case 2　Checking in the Hotel 122

Lesson Two　Enquiries and Replies 123

Section Ⅰ Readings 124

Article 1　Ethics in Negotiation 124

Article 2　What Is Enquiry 127

Section Ⅱ　Dialogs 129

Dialog 1 Enquiring the Prices of A Bed-Cover Stand 129

Dialog 2　Introducing Machine Tools 131

Section Ⅲ Exercises 133

Mini Case 1　Making Enquiries 133

Mini Case 2　From Enquiry to Counter-Offer 133

Lesson Three　Offers and Counter-Offers 135

Section Ⅰ Readings 136

Article 1　Observing When Negotiating Ⅰ 136

Article 2　Counter-Offer Forms 140

Section Ⅱ　Dialogs 144

Dialog 1　The Offer of Black Tea 144

Dialog 2　Having A Face-to-Face Talk on Offers 145

Section Ⅲ Exercises 147

Mini Case 1 Enquire and Proceed to Offer and Counter-Offer 147

Mini Case 2　Dealing with the Offer in Details 148

Lesson Four　Terms of Payment 149

Section Ⅰ Readings 150

Article 1　Observing When Negotiating Ⅱ 150

Article 2　Ways of Payment 154

Section Ⅱ　Dialogs 156

Dialog 1　Discussing the Price of Wheat 156

Dialog 2　Negotiating on the Price of Printed Cotton Cloth 158

Section Ⅲ Exercises 160

Mini Case 1　Having A Talk on Payment Terms 160

Mini Case 2　Arguing About Payment Terms 160

Lesson Five　Packing 161

Section Ⅰ Readings 162

Article 1　Different Negotiating Styles of Different Cultures Ⅰ 162

Article 2　The Features of Packing 166

Section Ⅱ　Dialogs 169

Dialog 1 Getting the Packaging Produced 169

Dialog 2　Bringing up the Subject of Packing 171

Section Ⅲ Exercises 173

Mini Case 1 Conferring Over the Packing 173

Mini Case 2　Talking About the Packing of Blouses 173

Lesson Six　Shipping 175

Section Ⅰ Readings 176

Article 1　Different Negotiating Styles of Different Cultures Ⅱ 176

Article 2　Tramp or Liner 180

Section Ⅱ　Dialogs 182

Dialog 1　Advancing the Shipment 182

Dialog 2　Discussing About the Shipment of Walnut Meat 184

Section Ⅲ Exercises 185

Mini Case 1　Having A Business Talk About the Mode of Transportation 185

Mini Case 2　Wanting to Advance Shipment of the Goods 186

Lesson Seven　Insurance 187

Section Ⅰ Readings 188

Article 1　Different Negotiating Styles of Different Cultures Ⅲ 188

Article 2　Insurance Coverage 192

Section Ⅱ　Dialogs 194

Dialog 1　Negotiating About Insurance Issues 194

Dialog 2　Discussing the Insurance Terms 196

Section Ⅲ Exercises 197

Mini Case 1　Discussing the Insurance Terms 197

Mini Case 2　Debating on the Rate of Insurance 197

Lesson Eight　Complaints,Disputes and Claims 199

Section Ⅰ Readings 200

Article 1　Different Negotiating Styles of Different Cultures Ⅳ 200

Article 2　Replies to Complaints 204

Section Ⅱ　Dialog 207

Dialog　Claiming Compensation 207

Section Ⅲ Exercises 208

Mini Case 1　Making A Claim on the Low Quality of Goods 208

Mini Case 2　Handling the Claim Case 209

PART TWO REFERENTIAL TRANSLATIONS AND ANSWERSUnit OneLesson One　相互介绍 215

Section Ⅰ Readings 215

1.1　Referential Translation of Article 1　谈判简介 215

1.2　Answers to the Questions 216

2.1　Referential Translation of Article 2　印象深刻的举止 216

2.2　Answers to the Questions 218

Section Ⅱ　Dialogs 219

1．Referential Translation of Dialog 1　相互介绍 219

2．Referential Translation of Dialog 2　接听电话 220

Section Ⅲ　Exercises 221

1．Referential Translation of Mini Case 1　向潜在客户介绍公司情况 221

2．Referential Translation of Mini Case 2　寻找合适的中国旅行社 221

Lesson Two　商务接待 223

Section Ⅰ Readings 223

1.1 Referential Translation of Article 1　谈判过程（一） 223

1.2　Answers to the Questions 224

2.1　Referential Translation of Article 2　在机场 224

2.2　Answers to the Questions 225

Section Ⅱ　Dialogs 226

1．Referential Translation of Dialog 1　会见潜在客户 226

2．Referential Translation of Dialog 2　到达宾馆 227

Section Ⅲ　Exercises 228

1．Referential Translation of Mini Case 1　机场会面 228

2．Referential Translation of Mini Case 2　在前往酒店的路上 228

Lesson Three　实地考察 229

Section Ⅰ　Readings 229

1.1　Referential Translation of Article 1　谈判过程（二） 229

1.2　Answers to the Questions 230

2.1 Referential Translation of Article 2　硬件设施的筹备 231

2.2 Answers to the Questions 232

Section Ⅱ　Dialogs 232

1．Referential Translation of Dialog 1　陪同参观工厂 232

2．Referential Translation of Dialog 2　参观车间 233

Section Ⅲ Exercises 233

1．Referential Translation of Mini Case 1　陪同参观工厂 233

2．Referential Translation of Mini Case 2　参观办公楼 234

Lesson Four　商品展销（一） 235

Section Ⅰ Readings 235

1.1　Referential Translation of Article 1　谈判过程（三） 235

1.2　Answers to the Questions 236

2.1 Referential Translation of Article 2　参展人在想什么 236

2.2　Answers to the Questions 237

Section Ⅱ　Dialogs 238

1．Referential Translation of Dialog 1　与主办方交谈 238

2．Referential Translation of Dialog 2　打电话 239

Section Ⅲ　Exercises 240

1．Referential Translation of Mini Case 1　收到一封邀请函 240

2．Referential Translation of Mini Case 2　了解更多展会详情 241

Lesson Five　商品展销（二） 242

Section Ⅰ Readings 242

1.1 Referential Translation of Article 1　谈判过程（四） 242

1.2　Answers to the Questions 243

2.1 Referential Translation of Article 2　展台 243

2.2　Answers to the Questions 244

Section Ⅱ　Dialogs 244

1．Referential Translation of Dialog 1　计划参加展览会（一） 244

2．Referential Translation of Dialog 2　计划参加展览会（二） 245

Section Ⅲ Exercises 246

1．Referential Translation of Mini Case 1　参加印度贸易展 246

2．Referential Translation of Mini Case 2　讨论装饰方案 246

Lesson Six　市场营销（一） 248

Section Ⅰ Readings 248

1.1 Referential Translation of Article 1　一体性谈判和分歧性谈判 248

1.2　Answers to the Questions 249

2.1　Referential Translation of Article 2　七种决策偏见 249

2.2　Answers to the Questions 251

Section Ⅱ　Dialogs 251

1．Referential Translation of Dialog 1　介绍新产品（一） 251

2．Referential Translation of Dialog 2　介绍新产品（二） 252

Section Ⅲ　Exercises 253

1．Referential Translation of Mini Case 1　想出售新产品 253

2．Referential Translation of Mini Case 2　谈论开新店 253

Lesson Seven　市场营销（二） 255

Section Ⅰ Readings 255

1.1 Referential Translation of Article 1　如何谈判（一） 255

1.2　Answers to the Questions 256

2.1 Referential Translation of Article 2　谈判进退维谷 257

2.2　Answers to the Questions 258

Section Ⅱ　Dialogs 258

1．Referential Translation of Dialog 1　讨论电视广告（一） 258

2．Referential Translation of Dialog 2　讨论电视广告（二） 259

Section Ⅲ Exercises 260

1．Referential Translation of Mini Case 1　讨论设计和制作全新电视广告的方法 260

2．Referential Translation of Mini Case 2　讨论投放广告战略的方法 260

Lesson Eight　物流运营 261

Section Ⅰ Readings 261

1.1　Referential Translation of Article 1　如何谈判（二） 261

1.2　Answers to the Questions 262

2.1 Referential Translation of Article 2　为何外包并不总是最好的办法 262

2.2　Answers to the Questions 263

Section Ⅱ　Dialogs 264

1．Referential Translation of Dialog 1　讨论外部采购（一） 264

2．Referential Translation of Dialog 2　讨论外部采购（二） 265

Section Ⅲ Exercises 266

1．Referential Translation of Mini Case 1　与潜在客户交谈 266

2．Referential Translation of Mini Case 2　介绍公司 266

Unit Two 267

Lesson One　建立关系 269

Section Ⅰ Readings 269

1.1　Referential Translation of Article 1　如何谈判（三） 269

1.2　Answers to the Questions 270

2.1 Referential Translation of Article 2　中国处理业务的方式 271

2.2　Answers to the Questions 271

Section Ⅱ　Dialogs 272

1．Referential Translation of Dialog 1　问候 272

2．Referential Translation of Dialog 2　建立业务关系 273

Section Ⅲ　Exercises 274

1．Referential Translation of Mini Case 1　介绍自己 274

2．Referential Translation of Mini Case 2　入住饭店 274

Lesson Two　询盘回应 275

Section Ⅰ Readings 275

1.1 Referential Translation of Article 1　谈判道德 275

1.2　Answers to the Questions 276

2.1　Referential Translation of Article 2　什么是询盘 277

2.2　Answers to the Questions 277

Section Ⅱ　Dialogs 278

1．Referential Translation of Dialog 1　在床罩摊位上的询价 278

2．Referential Translation of Dialog 2　介绍机床 279

Section Ⅲ Exercises 280

1．Referential Translation of Mini Case 1　询盘 280

2．Referential Translation of Mini Case 2　从询盘至还盘 280

Lesson Three　发盘还盘 282

Section Ⅰ Readings 282

1.1 Referential Translation of Article 1　谈判时的观察（一） 282

1.2　Answers to the Questions 283

2.1　Referential Translation of Article 2　还盘形式 284

2.2　Answers to the Questions 285

Section Ⅱ　Dialogs 286

1．Referential Translation of Dialog 1　有关红茶的报价 286

2．Referential Translation of Dialog 2　就价格进行的面对面谈话 287

Section Ⅲ Exercises 288

1．Referential Translation of Mini Case 1　询价、发盘及还盘 288

2．Referential Translation of Mini Case 2　处理发盘的细节问题 288

Lesson Four　支付条款 289

Section Ⅰ Readings 289

1.1 Referential Translation of Article 1　谈判时的观察（二） 289

1.2　Answers to the Questions 290

2.1　Referential Translation of Article 2　付款方式 291

2.2　Answers to the Questions 292

Section Ⅱ　Dialogs 292

1．Referential Translation of Dialog 1　讨论小麦价格 292

2．Referential Translation of Dialog 2　印花棉布的价格谈判 293

Section Ⅲ Exercises 294

1．Referential Translation of Mini Case 1　讨论支付条款 294

2．Referential Translation of Mini Case 2　争论支付条款 295

Lesson Five　商品包装 296

Section Ⅰ Readings 296

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（一） 296

1.2　Answers to the Questions 297

2.1　Referential Translation of Article 2　包装的特点 298

2.2　Answers to the Questions 299

Section Ⅱ　Dialogs 299

1．Referential Translation of Dialog 1　安排产品包装的生产 299

2．Referential Translation of Dialog 2　提起包装事宜 300

Section Ⅲ Exercises 302

1．Referential Translation of Mini Case 1　有关包装的商讨 302

2．Referential Translation of Mini Case 2　讨论女式衬衣的包装 302

Lesson Six　海上运输 303

Section Ⅰ Readings 303

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（二） 303

1.2　Answers to the Questions 305

2.1 Referential Translation of Article 2　不定期货船还是定期班轮 305

2.2　Answers to the Questions 306

Section Ⅱ　Dialogs 307

1．Referential Translation of Dialog 1　提前船运 307

2．Referential Transltion of Dialog 2　有关核桃仁装运的商讨 308

Section Ⅲ Exercises 309

1．Referential Translation of Mini Case 1　关于运输方式的商务对话 309

2．Referential Translation of Mini Case 2　试图提前货运时间 309

Lesson Seven　货物保险 310

Section Ⅰ Readings 310

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（三） 310

1.2 Answers to the Questions 311

2.1 Referential Translation of Article 2　保险责任范围 312

2.2　Answers to the Questions 313

Section Ⅱ　Dialogs 313

1．Referential Translation of Dialog 1　商议保险事宜 313

2．Referential Translation of Dialog 2　讨论保险术语 314

Section Ⅲ Exercises 315

1．Referential Translation of Mini Case 1　讨论保险条款 315

2．Referential Translation of Mini Case 2　争论保险费率 316

Lesson Eight　贸易索赔 317

Section Ⅰ Readings 317

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（四） 317

1.2　Answers to the Questions 318

2.1 Referential Translation of Article 2　答复投诉 319

2.2　Answers to the Questions 320

Section Ⅱ　Dialog 321

Referential Translation of Dialog　索赔 321

Section Ⅲ Exercises 322

1．Referential Translation of Mini Case 1　就劣质货物进行索赔 322

2．Referential Translation of Mini Case 2　处理投诉 322

附录　Background knowledge 323

参考文献 326