国际商务英语谈判【2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载】

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Chapter 1 An Introduction of Business Negotiation1

Module 1 What Is Negotiation?4

Module 2 Some Issues That Chinese Corporations and Negotiators Need to Address6

Module 3 The Different Business Communication Styles between China and the USA8

Background Information The Basic Qualities for Good Negotiators11

Chapter 2 Pre-negotiation 1 Meeting Foreign Businessmen15

Module 1 At the Airport17

Module 2 On the Way to the Hotel20

Module 3 Checking-in at the Hotel22

Background Information Customs Regulations25

Chapter 3 Pre-negotiation 2 Receiving Foreign Businessmen29

Module 1 Invitation to a Dinner31

Module 2 Arranging a Visit34

Module 3 Going Sight-seeing36

Background Information Chinese Food39

Chapter 4 Pre-negotiation 3 Establishing Business Relations44

Module 1 At the Guangzhou Fair47

Module 2 On Foreign Trade Policy50

Module 3 A Preliminary Talk with a New Customer53

Background Information Foreign Trade Reform in China55

Chapter 5 At the Negotiation 1 Enquiry and Offer59

Module 1 A Visit to a Sample Room61

Module 2 An Enquiry about Some Textiles Products63

Module 3 Making a Firm Offer66

Background Information Intercoms68

Chapter 6 At the Negotiation 2 On Price72

Module 1 Your Price Is Too High for Us to Accept74

Module 2 On Discount76

Module 3 Let's Meet Each Other Half Way79

Background Information About the Organization82

Chapter 7 At the Negotiation 3 On Payment Terms86

Module 1 Payment by L/C88

Module 2 Payment by Installments91

Module 3 Payment by D/P93

Background Information The Methods of Payment96

Chapter 8 At the Negotiation 4 Complaints and Claims101

Module 1 Lodging a Claim on Quality Deterioration103

Module 2 Settling a Claim on Quality Deterioration106

Module 3 A Claim on Short-weight and Inferior Quality108

Background Information A:Most Favored Nation Trading Status111

B:The United States-China Business Council111

Chapter 9 At the Negotiation 5 Shipment115

Module 1 Making a Direct Shipment117

Module 2 Making a Partial Shipment119

Module 3 Shipping the Goods by Air Freight122

Background Information Transportation124

Chapter 10 Post-negotiation Contract130

Module 1 Signing a Contract132

Module 2 Signing a Long-Term Agreement134

Module 3 Arbitration137

Background Information Business Contract139

Chapter 11 International Tender or Bid144

Module 1 Invitation for Bids146

Module 2 Submitting the Bids148

Module 3 Forms of Tender150

Background Information Contract For Work153

Chapter 12 Investment157

Module 1 A Preliminary Discussion on Investment159

Module 2 Establishing a Joint Venture162

Module 3 Technological Cooperation166

Background Information Asia's Biggest Auto City to Be Built in Shanghai169

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