国际商务英语谈判PDF电子书下载

Chapter 1 An Introduction of Business Negotiation 1

Module 1 What Is Negotiation? 4

Module 2 Some Issues That Chinese Corporations and Negotiators Need to Address 6

Module 3 The Different Business Communication Styles between China and the USA 8

Background Information The Basic Qualities for Good Negotiators 11

Chapter 2 Pre-negotiation 1 Meeting Foreign Businessmen 15

Module 1 At the Airport 17

Module 2 On the Way to the Hotel 20

Module 3 Checking-in at the Hotel 22

Background Information Customs Regulations 25

Chapter 3 Pre-negotiation 2 Receiving Foreign Businessmen 29

Module 1 Invitation to a Dinner 31

Module 2 Arranging a Visit 34

Module 3 Going Sight-seeing 36

Background Information Chinese Food 39

Chapter 4 Pre-negotiation 3 Establishing Business Relations 44

Module 1 At the Guangzhou Fair 47

Module 2 On Foreign Trade Policy 50

Module 3 A Preliminary Talk with a New Customer 53

Background Information Foreign Trade Reform in China 55

Chapter 5 At the Negotiation 1 Enquiry and Offer 59

Module 1 A Visit to a Sample Room 61

Module 2 An Enquiry about Some Textiles Products 63

Module 3 Making a Firm Offer 66

Background Information Intercoms 68

Chapter 6 At the Negotiation 2 On Price 72

Module 1 Your Price Is Too High for Us to Accept 74

Module 2 On Discount 76

Module 3 Let's Meet Each Other Half Way 79

Background Information About the Organization 82

Chapter 7 At the Negotiation 3 On Payment Terms 86

Module 1 Payment by L/C 88

Module 2 Payment by Installments 91

Module 3 Payment by D/P 93

Background Information The Methods of Payment 96

Chapter 8 At the Negotiation 4 Complaints and Claims 101

Module 1 Lodging a Claim on Quality Deterioration 103

Module 2 Settling a Claim on Quality Deterioration 106

Module 3 A Claim on Short-weight and Inferior Quality 108

Background Information A:Most Favored Nation Trading Status 111

B:The United States-China Business Council 111

Chapter 9 At the Negotiation 5 Shipment 115

Module 1 Making a Direct Shipment 117

Module 2 Making a Partial Shipment 119

Module 3 Shipping the Goods by Air Freight 122

Background Information Transportation 124

Chapter 10 Post-negotiation Contract 130

Module 1 Signing a Contract 132

Module 2 Signing a Long-Term Agreement 134

Module 3 Arbitration 137

Background Information Business Contract 139

Chapter 11 International Tender or Bid 144

Module 1 Invitation for Bids 146

Module 2 Submitting the Bids 148

Module 3 Forms of Tender 150

Background Information Contract For Work 153

Chapter 12 Investment 157

Module 1 A Preliminary Discussion on Investment 159

Module 2 Establishing a Joint Venture 162

Module 3 Technological Cooperation 166

Background Information Asia's Biggest Auto City to Be Built in Shanghai 169

课文参考译文 172

练习参考答案 212

商务谈判礼仪的基本原则 256

参考文献 263