定 價:32 元
叢書名:21世紀實用商務英語教程/高等教育百門精品課程教材建設計劃一類精品項目
- 作者:張立玉 主編
- 出版時間:2009/5/1
- ISBN:9787307069138
- 出 版 社:武漢大學出版社
- 中圖法分類:H319.9
- 頁碼:317
- 紙張:膠版紙
- 版次:1
- 開本:16K
《商務談判英語》旨在幫助讀者掌握商務談判基本用語,熟悉各種商務談判活動,了解商務談判活動背景及常識、程序變換,擴充商務知識,擴大專業(yè)詞匯,訓練談判基本技巧及提高談判能力和商務談判分析處理能力。本教材以實用、適用為編寫原則,提供各種實用商務活動內(nèi)容,取材真實、內(nèi)容新穎、信息豐富,有助于進行有效的談判訓練,系統(tǒng)地掌握各種商務活動特點及談判技巧。通過對本教材的學習,讀者能了解和掌握國際商務談判的基本原則和技巧,并能流利地用英語進行商務溝通、完成商務談判 商務活動離不開商務談判,商務談判既是商務活動的重要內(nèi)容,又是商務活動的必要手段。商務談判關系到商務活動的成敗以及企業(yè)的生存和發(fā)展,成功的商務談判可以產(chǎn)生出極大的經(jīng)濟效益和社會效益。因此,要順利地開展商務活動首先要能夠成功地進行商務談判。為了使商務進展順利,要求談判簡潔、清楚、具體、完整,才能達到預期目標。國際商務談判是一門綜合藝術,要求談判人員具備國際商務活動綜合基本技能——國際貿(mào)易基本常識、商務文化和跨文化交際理念和技能以及必備的語言技能。為了幫助從事國際商務談判人員或有志于商務談判的人士盡快熟悉和掌握運用國際商務談判原理和技能,我們精心編寫了《商務談判英語》。該教材將商務談判與英語學習有機結合,便于教學和自學,具有簡明、易懂、實用的特點。
可作高等院校商務英語專業(yè)學生商務英語談判課程教材,還可供外貿(mào)工作人員、商務管理人員、外企人員以及準備參加BEC和各類商務英語考試的廣大考生自學使用。
商務活動離不開商務談判,商務談判既是商務活動的重要內(nèi)容,又是商務活動的必要手段。商務談判關系到商務活動的成敗以及企業(yè)的生存和發(fā)展,成功的商務談判可以產(chǎn)生出極大的經(jīng)濟效益和社會效益。因此,要順利地開展商務活動首先要能夠成功地進行商務談判。為了使商務進展順利,要求談判簡潔、清楚、具體、完整,才能達到預期目標。國際商務談判是一門綜合藝術,要求談判人員具備國際商務活動綜合基本技能——國際貿(mào)易基本常識、商務文化和跨文化交際理念和技能以及必備的語言技能。為了幫助從事國際商務談判人員或有志于商務談判的人士盡快熟悉和掌握運用國際商務談判原理和技能,我們精心編寫了《商務談判英語》。該教材將商務談判與英語學習有機結合,便于教學和自學,具有簡明、易懂、實用的特點。
使用對象:可作高等院校商務英語專業(yè)學生商務英語談判課程教材,還可供外貿(mào)工作人員、商務管理人員、外企人員以及準備參加BEC和各類商務英語考試的廣大考生自學使用。
教材宗旨:本書旨在幫助讀者掌握商務談判基本用語,熟悉各種商務談判活動,了解商務談判活動背景及常識、程序變換,擴充商務知識,擴大專業(yè)詞匯,訓練談判基本技巧及提高談判能力和商務談判分析處理能力。本教材以實用、適用為編寫原則,提供各種實用商務活動內(nèi)容,取材真實、內(nèi)容新穎、信息豐富,有助于進行有效的談判訓練,系統(tǒng)地掌握各種商務活動特點及談判技巧。通過對本教材的學習,讀者能了解和掌握國際商務談判的基本原則和技巧,并能流利地用英語進行商務溝通、完成商務談判。
內(nèi)容編排:16個章節(jié),每個章節(jié)都有其獨立的商務活動內(nèi)容,突出介紹一些商務談判活動的基本原則和運作技巧。
體例:每章節(jié)由以下幾部分組成:
要點(Focus):指出每章節(jié)的重點。
導人(Tuning-in):根據(jù)語言學習的規(guī)律,為確保各項語言基本能力的協(xié)調發(fā)展,在每章節(jié)之首,向學生導人該章節(jié)學習的商務談判內(nèi)容,給學生較深的感性認識。
談判知識(Sourcing-up):介紹該章節(jié)所涉及的商務談判知識。
談判實戰(zhàn)(Haggling-over):分CaseI和CaseⅡ兩部分。介紹該章節(jié)的商務談判內(nèi)容,形式以會話為主。
談判實踐(Tuning.-out):分為總結(Sununing-up)、歸納(Sorting-out)、強化練習(Practicing)三部分。通過總結、歸納和形式多樣的課堂練習,鞏固該章節(jié)教學要點,尤其值得注意的是這部分提供了相應環(huán)節(jié)典型的談判素材,便于讀者在實踐中進行移植。
談判策略(Flash):介紹一些商務談判策略與技能。
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 Womens 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 Lets 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 Heres 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 Customers Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Lets 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
附錄
練習參考答案
參考書目
book is aiming to help you develop the negotiation skill, The first thing for negotia-tion is price-haggling. Even before you start this course, you surely have had someexperience in price-haggling on various occasions. And then the following part of thecourse will be much easier for you for certain.Haggling Is a Strategy.
Haggling is an evolving marketplace skill. In practice, it goes back centuries, totimes when the vendor-cart and booths were the only sources of market trading activityand goods exchange. Today, we find that bargain hunting and sale shopping are viableadventures for discounts at retail stores; however, garage sales, auctions, flea markets,and booth sales are prime opportunities to learn the art of haggling. Haggling is often as-sociated with bantering, price debates, and auction-style environments. The (often) un-comfortable, face-to-face negotiations of pricing quickly become competitive, thrilllng,and at times, risky. The lure of "the best bargain" is enticing with its accompanyinghaggling process; the strategy of haggling really is based on simple bargaining roundtablestrategies.
Understanding the key components of haggling can help you build a strong set ofskills for your bargaining efforts. When you can accurately gauge the sellers "hunger,"you can gain a significant advantage. Haggling requires understanding your own motive;without your baseline, or "set point" price in mind for a particular product, youll quick-ly fall into the trap of being out-priced, or losing the item to a price you may not havehad to pay for. Buyers remorse is the worst felt when you know you could have gotten abetter price if you had just been patient, or taken different steps in your ~tL-,~gy. Thewinning streaks will come with time, but you can best prepare by following these simplesteps to a valuable haggling strategy: Learn to bid VERY low: This is a technique that will surprise you more often than not. If you bid extremely low in some cases, the sellers may completely re-consider their first offer. Sometimes this makes them even stop and reflect; maybe theyve priced too high, and are unaware of the true value; maybe theyve overlooked something. Whatever the case may be, you can start out by completely undercutting the initial offer, giving you the chance to gauge the sale with better accuracy. Play the inspector: Make sure to touch, feel, and account for any flaws or legitimate defects on the product. This will provide you a chance for leverage so you can secure a lower price easily.