商務(wù)談判英語(yǔ)
- 所屬分類(lèi)：
- 作者：
張立玉 主編；鄧之宇，石定樂(lè) 副主編
- 出版社：
武漢大學(xué)出版社
- ISBN：9787307069138
- 出版日期：2009-5-1
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原價(jià)：
￥32.00元
現(xiàn)價(jià)：￥25.40元
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圖書(shū)簡(jiǎn)介
商務(wù)活動(dòng)離不開(kāi)商務(wù)談判，商務(wù)談判既是商務(wù)活動(dòng)的重要內(nèi)容，又是商務(wù)活動(dòng)的必要手段。商務(wù)談判關(guān)系到商務(wù)活動(dòng)的成敗以及企業(yè)的生存和發(fā)展，成功的商務(wù)談判可以產(chǎn)生出極大的經(jīng)濟(jì)效益和社會(huì)效益。因此，要順利地開(kāi)展商務(wù)活動(dòng)首先要能夠成功地進(jìn)行商務(wù)談判。為了使商務(wù)進(jìn)展順利，要求談判簡(jiǎn)潔、清楚、具體、完整，才能達(dá)到預(yù)期目標(biāo)。國(guó)際商務(wù)談判是一門(mén)綜合藝術(shù)，要求談判人員具備國(guó)際商務(wù)活動(dòng)綜合基本技能——國(guó)際貿(mào)易基本常識(shí)、商務(wù)文化和跨文化交際理念和技能以及必備的語(yǔ)言技能。為了幫助從事國(guó)際商務(wù)談判人員或有志于商務(wù)談判的人士盡快熟悉和掌握運(yùn)用國(guó)際商務(wù)談判原理和技能，我們精心編寫(xiě)了《商務(wù)談判英語(yǔ)》。該教材將商務(wù)談判與英語(yǔ)學(xué)習(xí)有機(jī)結(jié)合，便于教學(xué)和自學(xué)，具有簡(jiǎn)明、易懂、實(shí)用的特點(diǎn)。
可作高等院校商務(wù)英語(yǔ)專業(yè)學(xué)生商務(wù)英語(yǔ)談判課程教材，還可供外貿(mào)工作人員、商務(wù)管理人員、外企人員以及準(zhǔn)備參加BEC和各類(lèi)商務(wù)英語(yǔ)考試的廣大考生自學(xué)使用。
本書(shū)旨在幫助讀者掌握商務(wù)談判基本用語(yǔ)，熟悉各種商務(wù)談判活動(dòng)，了解商務(wù)談判活動(dòng)背景及常識(shí)、程序變換，擴(kuò)充商務(wù)知識(shí)，擴(kuò)大專業(yè)詞匯，訓(xùn)練談判基本技巧及提高談判能力和商務(wù)談判分析處理能力。本教材以實(shí)用、適用為編寫(xiě)原則，提供各種實(shí)用商務(wù)活動(dòng)內(nèi)容，取材真實(shí)、內(nèi)容新穎、信息豐富，有助于進(jìn)行有效的談判訓(xùn)練，系統(tǒng)地掌握各種商務(wù)活動(dòng)特點(diǎn)及談判技巧。通過(guò)對(duì)本教材的學(xué)習(xí)，讀者能了解和掌握國(guó)際商務(wù)談判的基本原則和技巧，并能流利地用英語(yǔ)進(jìn)行商務(wù)溝通、完成商務(wù)談判。
目錄
Chapter 1 On Pricing
Tuning-in
Sourcing-up Haggling Is a Strategy
Haggling-over
Case I A Malting an Enquiry
Case I B Price Haggling
Case II CIF or FOB
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash An Introduction to Negotiation
BBS
Refreshing
Chapter 2 On Quality and Quantity
Tuning-in
Sourcing-up Quality and Quantity
Haggling-over
Case I A Talk on Quality
Case II A Talk on Quantity
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Listening Technique
BBS
Refreshing
Chapter 3 On Packing
Tuning-in
Sourcing-up Packing
Haggling-over
Case I The Pacldng of Air-conditioners
Case II The Packing of Women's Pajamas
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Non-verbal Devices Valued for Negotiation
BBS
Refreshing
Chapter 4 On Logistics
Tuning-in
Sourcing-up Logistics
Haggling-over
Case I A Talk on Freight
Case 1] A Talk on Partial Shipment
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Right Attitudes Towards Counterparts
BBS
Refreshing
Chapter 5 On Insurance
Tuning-in
Sourcing-up Marine Insurance
Haggling-over
Case I A Talk on Insurance Rate
Case II A Talk on Insurance for an Order
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Face-saving Technique in Negotiation
BBS
Refreshing
Chapter 6 On Payment
Tuning-in
Sourcing-up The Payment Terms in International Trade
Haggling-over
Case I Payment by D/P
Case 11 Payment by L/C
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Avoiding Stereotyping Individuals
BBS
Refreshing
Chapter 7 On Complaint and Claim
Tuning-in
Sourcing-up Complaints and Claims
Haggling-over
Case I A Malting a Complaint for Inconformity
Case I B Malting a Complaint for Delay of Payment
Case II A Lodging a Claim
Case II B Settling a Claim
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Strategy Depends on Preparation
BBS
Refreshing
Chapter 8 Revision and Consolidation I
Part One Self-assessing
Part Two Group-work
Chapter 9 On Arbitration
Tuning-in
Sourcing-up Arbitration
Haggling-over
Case I A Talk to Settle the Dispute
Case II A Talk with a Dispute Settlement Expert
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Anchoring Technique in Negotiation
BBS
Refreshing
Chapter 10 On Agency
Tuning-in
Sourcing-up Agency
Haggling-over
Case I Appointing an Agent
Case II Settling an Agency Agreement
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Framing Technique in Negotiation
BBS
Refreshing
Chapter 11 On Signing a Contract
Tuning-in
Sourcing-up Signing a Contract Is Not the End
Haggling-over
Case I A Discussion on Stipulations of the Draft
Case I B Let's Check All the Clauses Before Signing the Contract
Case II Signing a Contract
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Relief Technique and Deadlock
BBS
Refreshing
Chapter 12 On Inviting Tender and Bidding
Tuning-in
Sourcing-up ABC About Invitation of Tender and Bid
Haggling-over
Case I A How Much Can We Guarantee Our Participation in the Tender？
Case I B Can You Tell Me More About Your Products？
Case II Here's How I Select and Bid for Tenders
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Techniques of Avoiding, Deferring and Abeyance
BBS
Refreshing
Chapter 13 On Processing and Assembling Trade
Tuning-in
Sourcing-up Processing with Customer's Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Let's Talk About Assembling in Detail
Case II A We Are More than Pleased to Improve Our Present Products and Develop New Products
Case II B We Are Willing to Cooperate with You in This Line
Tuning-out
Section A Sunmming-up
Section B Sorting-out
Section C Practicing
Flash Language Skills at Negotiating Table
BBS
Refreshing
Chapter 14 On Technology Transfer
Tuning-in
Sourcing-up A Brief Picture About ITT
Haggling-over
Case I A Technology Has a Price Tag
Case I B The Royalty Should Not Be Higher than the Standard International Rate
Case II Using Technology as a Means for Adapting and Surving
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Dovetailing--Asking for Their Preference
BBS
Refreshing
Chapter 15 On Joint Venture
Tuning-in
Souroing-up A Joint Venture Is a Legal Organization
Haggling-over
Case I A Talk on the Forms of Business Organizations
Case II A Talk on Setting up a Joint Venture in China
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Getting-in Step
BBS
Refreshing
Chapter 16 Revision and Consolidation II
Part One Self-assessing
Part Two Group-work
附錄
練習(xí)參考答案
參考書(shū)目
