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商务活动离不开商务谈判，商务谈判既是商务活动的重要内容，又是商务活动的必要手段。商务谈判关系到商务活动的成败以及企业的生存和发展，成功的商务谈判可以产生出极大的经济效益和社会效益。因此，要顺利地开展商务活动首先要能够成功地进行商务谈判。为了使商务进展顺利，要求谈判简洁、清楚、具体、完整，才能达到预期目标。国际商务谈判是一门综合艺术，要求谈判人员具备国际商务活动综合基本技能——国际贸易基本常识、商务文化和跨文化交际理念和技能以及的语言技能。为了帮助从事国际商务谈判人员或有志于商务谈判的人士尽快熟悉和掌握运用国际商务谈判原理和技能，我们精心编写了《商务谈判英语》。该教材将商务谈判与英语学习有机结合，便于教学和自学，具有简明、易懂、实用的特点。

可作高等院校商务英语专业学生商务英语谈判课程教材，还可供外贸工作人员、商务管理人员、外企人员以及准备参加BEC和各类商务英语考试的广大考生自学使用。

本书旨在帮助读者掌握商务谈判基本用语，熟悉各种商务谈判活动，了解商务谈判活动背景及常识、程序变换，扩充商务知识，扩大专业词汇，训练谈判基本技巧及提高谈判能力和商务谈判分析处理能力。本教材以实用、适用为编写原则，提供各种实用商务活动内容，取材真实、内容新颖、信息丰富，有助于进行有效的谈判训练，系统地掌握各种商务活动特点及谈判技巧。通过对本教材的学习，读者能了解和掌握国际商务谈判的基本原则和技巧，并能流利地用英语进行商务沟通、完成商务谈判。

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

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《商务谈判英语》旨在帮助读者掌握商务谈判基本用语，熟悉各种商务谈判活动，了解商务谈判活动背景及常识、程序变换，扩充商务知识，扩大专业词汇，训练谈判基本技巧及提高谈判能力和商务谈判分析处理能力。本教材以实用、适用为编写原则，提供各种实用商务活动内容，取材真实、内容新颖、信息丰富，有助于进行有效的谈判训练，系统地掌握各种商务活动特点及谈判技巧。通过对本教材的学习，读者能了解和掌握国际商务谈判的基本原则和技巧，并能流利地用英语进行商务沟通、完成商务谈判。

商务活动离不开商务谈判，商务谈判既是商务活动的重要内容，又是商务活动的必要手段。商务谈判关系到商务活动的成败以及企业的生存和发展，成功的商务谈判可以产生出极大的经济效益和社会效益。因此，要顺利地开展商务活动首先要能够成功地进行商务谈判。为了使商务进展顺利，要求谈判简洁、清楚、具体、完整，才能达到预期目标。国际商务谈判是一门综合艺术，要求谈判人员具备国际商务活动综合基本技能——国际贸易基本常识、商务文化和跨文化交际理念和技能以及必备的语言技能。为了帮助从事国际商务谈判人员或有志于商务谈判的人士尽快熟悉和掌握运用国际商务谈判原理和技能，我们精心编写了《商务谈判英语》。该教材将商务谈判与英语学习有机结合，便于教学和自学，具有简明、易懂、实用的特点。

可作高等院校商务英语专业学生商务英语谈判课程教材，还可供外贸工作人员、商务管理人员、外企人员以及准备参加BEC和各类商务英语考试的广大考生自学使用。