商務(wù)談判

第一章 談判方式與策略
1．1 巧妙設(shè)計(jì)探測(cè)策略
1．2 心平氣和地進(jìn)行討價(jià)還價(jià)
1．3 怎樣控制談判進(jìn)程
1．4 創(chuàng)造信任感
1．5 幽默的妙用
第二章 談判流程與技巧
2．1 談判步驟
2．1．1 談判準(zhǔn)備
2．1．2 談判過程
2．1．3 簽訂商業(yè)合同
2．2 談判技巧及注意事項(xiàng)
2．2．1 談判技巧
2．2．2 注意事項(xiàng)
第三章 實(shí)用英語對(duì)話
3．1 Introduction
3．1．1 Self-introduction
3．1．2 Introducing Others
3．1．3 Greetings
3．2 Meetings
3．2．1 General Meetings
3．2．2 Work Reports
3．2．3 Cancelling and Delaying Meetings
3．2．4 Administration Meetings
3．3 The Operation and Management of the Company
3．3．1 Making a Program
3．3．2 Receiving Guests
3．3．3 Going on Interviews
3．3．4 Business Lunches
3．4 Visiting
3．4．1 Visiting the Department of a Company
3．4．2 Visiting a Plant
3．4．3 Visiting a City
3．5 Telephone Conversation
3．5．1 Speaking on the Telephone
3．5．2 Leaving a Message
3．5．3 Making an Appointment
3．5．4 Having a Phone Discussion
3．6 Business Agreement
3．6．1 Inquiring
3．6．2 Offers
3．6．3 Countering Offers
3．6．4 Re-countering Offers
3．6．5 Accepting Offers
3．7 Negotiations and Contracts
3．7．1 Arrangements for the Negotiation
3．7．2 Disagreements on the Negotiation
3．7．3 Signing Contracts
3．8 Logistics
3．8．1 Cargo Storage
3．8．2 Cargo Checking
3．8．3 Booking Space and Shipping
3．8．4 Delivery
3．8．5 Accepting Deliveries
3．9 Payment
3．9．1 Opening a Letter of Credit
3．9．2 Revising a Letter of Credit
3．9．3 Payment through Negotiation
3．9．4 Documents against Payment
3．9．5 Chasing Payment
3．10 After-sales Service
3．10．1 Complaint
3．10．2 Explanation and Apology
3．10．3　Claim
3．11 Business Travel
3．11．1 Booking Flights
3．11．2 Hotel Reservation
3．11．3 Checking in at the Airport
3．11．4 On the Plane
3．11．5 Meeting and Seeing off Guests
3．11．6 At the Hotel
3．12 Attending the Trade Fair
3．12．1 Greeting at the Fair
3．12．2 Inquiring about the Company and the Products
3．12．3 Promoting Sales
3．13 Products Demonstration
3．13．1 New Products Introduction
3．13．2 Business Inquiries
3．13．3 New Products Presentation
3．14 Developing New Markets
3．14．1 Marketing Reports
3．14．2 Products Advertising
3．14．3 Establishing New Relations
第四章 部分合同范例
4．1 0RDER SHEET
4．2 SALES CONFIRMATION I
4．3 SALES CONFIRMARION Ⅱ
4．4 PURCHASE CONFIRMARION
4．5 CONTRACT
4．6 PURCHASE CONTRACT
4．7 SALES CONTRACT
4．8 IMPORT CONTIBACT
附錄
I．常見商務(wù)英語詞匯表
Ⅱ．常見商務(wù)英語縮略詞
Ⅲ．參考答案
參考書目