Unit 1 Receiving Guests 1
Typical Dialogues 1
Useful Expressions 3
A Notes to the Dialogues 3
B Related Sentences 4
Cross Cultural Links 5
Personal Space and Touch 5
Exercises 5
Further Learning 6
Etiquette for Greeting & Send-off 6
Unit 2 Inquiry and Offer 8
Typical Dialogues 8
Useful Expressions 10
A Notes to the Dialogues 10
B Related Sentences 11
Cross Cultural Links 12
Negotiating Style of Foreign Partners 12
Exercises 12
Further Learning 14
Guidelines for Making Inquiries Professionally 14
Unit 3 Bargain on Price 15
Typical Dialogues 15
Useful Expressions 17
A Notes to the Dialogues 17
B Related Sentences 17
Cross Cultural Links 18
Ten Cultural Factors That Influence the Negotiation Process 18
Exercises 18
Further Learning 20
Guidelines for Making Ofiers & Counter-offers Professionally 20
Unit 4 Business Dinner 21
Typical Dialogues 21
Useful Expressions 23
A Notes to the Dialogues 23
B Related Sentences 24
Cross Cultural Links 24
Eating Custom and Practice 24
Exercises 25
Further Learning 26
Dinner Party Etiquette 26
Unit 5 Payment 28
Typical Dialogues 28
Useful Expressions 30
A Notes to the Dialogues 30
B Related Sentences 30
Cross Cultural Links 31
American Negotiating Style 31
Exercises 32
Further Learning 33
How to Avoid Conflicts in Negotiation 33
Unit 6 Packing 34
Typical Dialogues 34
Useful Expressions 36
A Notes to the Dialogues 36
B Related Sentences 37
Cross Cultural Links 37
Color Preference&Difference in East and West Cultures 37
Exercises 38
Further Learning 39
The Basic Principles of Negotiation 39
Unit 7 Commodity Inspection 41
Typical Dialogues 41
Useful Expressions 43
A Notes to the Dialogues 43
B Related Sentences 43
Cross Cultural Links 44
Competition & Cooperation 44
Exercises 44
Further Learning 46
Practice of Commodity Inspection 46
Unit 8 License System and Quota 48
Typical Dialogues 48
Useful Expressions 50
A Notes to the Dialogues 50
B Related Sentences 52
Cross Cultural Links 53
Self-Reliance 53
Exercises 53
Further Learning 55
Quota System 55
Unit 9 Insurance 56
Typical Dialogues 58
Useful Expressions 60
A Notes to the Dialogues 60
B Related Sentences 61
Cross Cultural Links 62
Individualism & Collectivism 62
Exercises 63
Further Learning 64
Various Types of Insuranse Policies & Insurance Premium 64
Unit 10 Shipment 66
Typical Dialogues 66
Useful Expressions 68
A Notes to the Dialogues 68
B Related Sentences 69
Cross Cultural Links 69
Time Consciousness in America 69
Exercises 70
Further Learning 71
Shipping Goods by Sea 71
Unit 11 Signing the Contract 73
Typical Dialogues 73
Useful Expressions 75
A Notes to the Dialogues 75
B Related Sentences 75
Cross Cultural Links 76
Success 76
Exercises 77
Further Learning 81
Etiquette for Signing Agreements 81
Unit 12 Business Tour 83
Typical Dialogues 83
Useful Expressions 85
A Notes to the Dialogues 85
B Related Sentences 86
Cross Cultural Links 86
Tipping 86
Exercises 87
Further Learning 88
Inward & Outward 88
Unit 13 Claims and Settlements 89
Typical Dialogues 89
Useful Expressions 91
A Notes to the Dialogues 91
B Related Sentences 91
Cross Cultural Links 92
Friendship 92
Exercises 93
Further Learning 94
Guidelines for Closing the Negotiation Successfully 94
Unit 14 Arbitration 96
Typical Dialogues 96
Useful Expressions 99
A Notes to the Dialogues 99
B Related Sentences 99
Cross Cultural Links 101
Different Manners and Customs 101
Exercises 101
Further Learning 103
Arbitration Hearing 103
Unit 15 Calling for a Bid 104
Typical Dialogues 104
Useful Expressions 107
A Notes to the Dialogues 107
B Related Sentences 108
Cross Cultural Links 109
Equality 109
Exercises 109
Further Learning 111
How to Submit a Tender 111
Unit 16 Trademarks and Patents 112
Typical Dialogues 113
Useful Expressions 115
A Notes to the Dialogues 115
B Related Sentences 116
Cross Cultural Links 117
Marketing Translation 117
Exercises 117
Further Learning 119
Comparison with Patents,Designs and Copyright 119
Unit 17 Joint Venture 120
Typical Dialogues 120
Useful Expressions 122
A Notes to the Dialogues 122
B Related Sentences 123
Cross Cultural Links 124
American's Attitude towards Authority 124
Exercises 124
Further Learning 125
Business Meeting Etiquette 125
Unit 18 Sole Agency 127
Typical Dialogues 127
Useful Expressions 129
A Notes to the Dialogues 129
B Related Sentences 130
Cross Cultural Links 130
Women's Priority in Social Intercourse 130
Exercises 131
Further Learning 132
Feasibility Study 132
Appendix A Translation and Key to Exercises 133
Appendix B Frequently Used Sentences in Business 171
参考文献 185