国际商务谈判英语（国际经济与贸易）

Part One Business Negotiation Theories商务谈判理论
Chapter One Fundaments of International Business
Negotiation国际商务谈判概述
1.1 Some Basic Concepts of Negotiation谈判的基本概念
1.2 Concept of Business Negotiation商务谈判的概念
1.3 Features of International Business Negotiation国际商务谈判的特点
Exercises
Chapter Two The Basic Principles and Strategies on Business
Negotiation商务谈判的基本原则和策略
The Basic Principles of Business Negotiation商务谈判的基本原则
The Basic Strategies of Business Negotiation商务谈判的基本策略
Exercises
Chapter Three The Impact of Psychology and Culture on Business
Negotiation心理学及文化对商务谈判的影响
3.1 Negotiation and the Need Theory谈判与需求理论
3.2 Across-cultural Negotiation跨文化谈判
3.3 Different Negotiating Styles of Different Cultures世界各地商人的谈判风格
Exercises
Chapter Four Preparation for Negotiation谈判准备
4.1 Choosing the Negotiation Team Members and Establislung Business
Relations选择谈判小组的成员及建立业务关系
4.2 Establishing a Target for Negotiation确定谈判目标
4.3 Collecting and Analyzing Information Concerned收集并分析相关信息
4.4 Making a Feasible Negotiation Plan制订可行的谈判计划
Exercises
Chapter Five Face-to-face Negotiation面对面谈判阶段
5.1 0peIung Speech开场白
5.2 The Bargaining Ptocess and Strategies谈判的磋商阶段及策略
5.3 Tactics of Breaking an Impasse打破僵局策略
5.4 Making Settlement达成共识
Exercises

Part Two Business Negotiation Practice商务谈判实践
Chapter Six Enquiry询盘
6.1 Introduction
6.2 Letters on Negotiation
6.3 Dialogue Practice
6.4 Cases and Situational Dialogues
Exercises
Chapter Seven Offer and Counter-offer报盘与还盘
7.1 Introduction
7.2 Letters on Negotiation
7.3 Dialogue Practice
7.4 Cases and Situational Dialogues
Exercises
Chapter Eight Order and Acceptance钉单与接受
8.1 Introduction
8.2 Letters on Negotiation
8.3 Dialogue Practice
8.4 Cases and Situational Dialogues
Exercises
Chapter Nine Terms of Payment付款方式
9.1 Introduction
9.2 Letters on Negotiation
9.3 Dialogue Practice
9.4 Cases and Situational Dialogues
Exercises
Chapter Ten Packing and Shipment包装和运输
10.1 Introduction
10.2 Letters on Negotiation
10.3 Dialogue Practice
10.4 Cases and Situational DialoguesJExercises
Chapter Eleven Claims and Complaints索赔和投诵
11.1 Introduction
11.2 Letters on Negotiation
11.3 Dialogue Ptactice
11.4 Cases and Situational Dialogues
Exercises

Part Three Key to the Exercises and Translation答案及译文
Chapter One Fundaments of International Business
Negotiation国际商务谈判概述
Chapter Two The Basic Principles and Strategies on Business
Negotiation商务谈判的基本原则和策略
Chapter Three The Impact of Psychology and Culture on Business
Negotiation心理学及文化对商务谈判的影响
Chapter Four Preparation for Negotiation谈判准备
Chapter Five Face-to-恼ce Negotiation面对面谈判阶段
Chapter Six Enquiry询盘
Chapter Seven Offer and Counter-offer报盘与还盘
Chapter Eight Order and Acceptance订单与接受
Chapter Nine Terms of Payment付款方式
Chapter Ten Packing and Shipment包装和运输
Chapter Eleven Claims and Complaints索赔和投诉
主要参考文献