Part Ⅰ Preparation谈判前的准备 2
Chapter 1 Make an Appointment预约 2
Background Information背景介绍 2
Unit 1 Telephone Calls电话用语 3
Unit 2 Arrangement约定 11
Unit 3 Reservation预订 19
Chapter 2 Come into Contact初步接触 25
Background Information背景介绍 25
Unit 1 Greeting寒暄 26
Unit 2 Introduction介绍 33
Unit 3 Promote the Product推销产品 38
Unit 4 Establish Trade Relations建立贸易关系 47
Part Ⅱ Negotiation谈判进行中 54
Chapter 1 Negotiations of Business Activities商务实战谈判 54
Background Information背景介绍 54
Unit 1 Inquiry询盘 55
Unit 2 Offer报盘 67
Unit 3 Counteroffer and Counter-Counteroffer还盘及反还盘 76
Unit 4 Price价格 88
Unit 5 Discount折扣 96
Unit 6 Commission佣金 101
Unit 7 Payment付款 110
Unit 8 Insurance保险 131
Unit 9 Packing包装 147
Unit 10 Shipment装运 160
Unit 11 Inspection商检 176
Chapter 2 Negotiations of Business Affairs商贸事宜谈判 185
Background Information背景介绍 185
Unit 1 Quality and Quantity质量和数量 186
Unit 2 Contract Terms合同条款 193