- 作 者：张立玉，邓之宇编著
- 出 版 社：武汉：武汉大学出版社
- 出版年份：2006
- ISBN：7307052431
- 注意：在使用云解压之前，请认真核对实际PDF页数与内容!
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Chapter 1 An Introduction of Business Negotiation 1
Module 1 What Is Negotiation? 4
Module 2 Some Issues That Chinese Corporations and Negotiators Need to Address 6
Module 3 The Different Business Communication Styles between China and the USA 8
Background Information The Basic Qualities for Good Negotiators 11
Chapter 2 Pre-negotiation 1 Meeting Foreign Businessmen 15
Module 1 At the Airport 17
Module 2 On the Way to the Hotel 20
Module 3 Checking-in at the Hotel 22
Background Information Customs Regulations 25
Chapter 3 Pre-negotiation 2 Receiving Foreign Businessmen 29
Module 1 Invitation to a Dinner 31
Module 2 Arranging a Visit 34
Module 3 Going Sight-seeing 36
Background Information Chinese Food 39
Chapter 4 Pre-negotiation 3 Establishing Business Relations 44
Module 1 At the Guangzhou Fair 47
Module 2 On Foreign Trade Policy 50
Module 3 A Preliminary Talk with a New Customer 53
Background Information Foreign Trade Reform in China 55
Chapter 5 At the Negotiation 1 Enquiry and Offer 59
Module 1 A Visit to a Sample Room 61
Module 2 An Enquiry about Some Textiles Products 63
Module 3 Making a Firm Offer 66
Background Information Intercoms 68
Chapter 6 At the Negotiation 2 On Price 72
Module 1 Your Price Is Too High for Us to Accept 74
Module 2 On Discount 76
Module 3 Let's Meet Each Other Half Way 79
Background Information About the Organization 82
Chapter 7 At the Negotiation 3 On Payment Terms 86
Module 1 Payment by L/C 88
Module 2 Payment by Installments 91
Module 3 Payment by D/P 93
Background Information The Methods of Payment 96
Chapter 8 At the Negotiation 4 Complaints and Claims 101
Module 1 Lodging a Claim on Quality Deterioration 103
Module 2 Settling a Claim on Quality Deterioration 106
Module 3 A Claim on Short-weight and Inferior Quality 108
Background Information A:Most Favored Nation Trading Status 111
B:The United States-China Business Council 111
Chapter 9 At the Negotiation 5 Shipment 115
Module 1 Making a Direct Shipment 117
Module 2 Making a Partial Shipment 119
Module 3 Shipping the Goods by Air Freight 122
Background Information Transportation 124
Chapter 10 Post-negotiation Contract 130
Module 1 Signing a Contract 132
Module 2 Signing a Long-Term Agreement 134
Module 3 Arbitration 137
Background Information Business Contract 139
Chapter 11 International Tender or Bid 144
Module 1 Invitation for Bids 146
Module 2 Submitting the Bids 148
Module 3 Forms of Tender 150
Background Information Contract For Work 153
Chapter 12 Investment 157
Module 1 A Preliminary Discussion on Investment 159
Module 2 Establishing a Joint Venture 162
Module 3 Technological Cooperation 166
Background Information Asia's Biggest Auto City to Be Built in Shanghai 169
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