unit one price conflicts and decisions 價(jià)格談判沖突與決斷／2 1 negotiation awareness談判意識(shí)／3 2 negotiation dialogues談判對(duì)話／4 dialogue 1.your price is really high你方價(jià)格實(shí)在太高／4 dialogue 2.can we meet each other half way?我們各讓一半好嗎?／6 dialogue 3.y0u’ve come a long way to meet me你已經(jīng)作了很大的讓步／7 3 negotiation statements談判語句／9 4 negotiation tips談判秘訣／11 1.be prepared充分準(zhǔn)備／11 2.understandthe needs ofyour“adversary”了解對(duì)手的需求 ／11 3.know what your needs are明白己方的需求／12 4.negotiations involve on going relationships談判著眼長(zhǎng)遠(yuǎn)關(guān)系／12 5.every negotiation is different談判不能千篇一律／12 5 wisdom phrases隨機(jī)應(yīng)辯/13 starting negotiations開始談判／13 moving to the next item轉(zhuǎn)換談判事項(xiàng)/14 第一單元參考譯文/14 1.談判意識(shí)/14 2.談判對(duì)話/15 4.談判秘訣/18 unit two quality—and—quantity conflicts and decisions 質(zhì)量和數(shù)量談判沖突與決斷／9 1 negotiation awareness談判意識(shí)／20 2 negotiationi dialogues談判對(duì)話／21 dialogue 1.quality and design not suitable質(zhì)量和圖案不合適／21 dialogue 2.goods guaranteed to be up to export standards貨物保證達(dá)到出口標(biāo)準(zhǔn)／22 dialogue 3.poultry not up to our standards禽類制品沒有達(dá)到我方質(zhì)量標(biāo)準(zhǔn)／25 3 negotiation statements談判語句／26 4 negotiation tips談判秘訣／28 1.neverlie講究誠(chéng)實(shí)／28 2.be fair講究公平／28 3.don’t tip your hand不要攤牌／29 4.be flexible隨機(jī)應(yīng)變／29 5.winning isn’t everything贏不是惟一目的／29 6.quit while you are ahead見好就收／29 5 wisdom phrases隨機(jī)應(yīng)辯／30 asking for an opinion征求意見／30 第二單元參考譯文／31 1.談判意識(shí) ／31 2.談判對(duì)話／31 3.談判秘訣／34 …… unit four packing conflicts and decisions unit five agency conflicts and decisions unit six insurance conflicts and decisions unit seven shipment conflicts and decisions unit eight payment conflicts and decisions unit nine conflicts and decisions in complaints and claims unit ten technology transfer conflicts and decisions unit eleven conflicts and decisions in contract terms unit twelve compensation trade conflicts and decisions unit thirteen processing trade conflicts and decisions unit fourteen conflicts and decisions in establishing joint ventures unit fifteen arbitration conflicts and decisions ……
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