大學商貿英語談判教程 （第二版）

《大學商貿英語談判教程 （第二版）》是2008年1月出版的圖書，作者是黃廬進、王曉光。

基本介紹

• 書名：大學商貿英語談判教程 （第二版）
• 作者：黃廬進、王曉光
• 出版社：復旦大學出版社 
• 出版時間：2008年1月
• 定價：30 元
• 裝幀：平裝
• ISBN：978-7-309-05705-8/H.1144

書籍信息

作者：黃廬進 王曉光 主編

定價：30.00元

頁數：326頁

ISBN：978-7-309-05705-8/H.1144

字數：409千字

開本：16 開

裝幀：平裝

出版日期：2008年1月

內容簡介

本教程具有以下四個方面的特點:

一、商貿理論與英語學習有機結合。成功談判必須掌握必要的談判技巧和基礎商貿知識，課文材料主要是體現流行的談判理論框架和技巧的文章，並以提問的方式對學習者加以引導，使深奧和枯燥的理論易於理解和消化; 二、成功談判與提高英語會話能力相輔相成。談判對話操練部分為學習者提供了具有實景效果的對話，並配有大量的知識型註解，促使學習者真正掌握商務談判的內在含義和跨文化溝通的技能技巧;

圖書目錄

PART ONE TEXTS

UnitOne

Lesson One Introduction

SectionⅠ Readings

Article1 Introduction to Negotiation

Article2 Impressive Behavior

SectionⅡ Dialogs

Dialog1 Introducing

Dialog2 Receiving A Call

SectionⅢ Exercises

Mini Case1 Introducing the Firm to the Potential Customer

Mini Case2 Finding A Suitable Chinese Tourism Agency

Lesson Two Reception

SectionⅠ Readings

Article1 Negotiation ProcessⅠ

Article2 At the Airport

SectionⅡ Dialogs

Dialog1 Meeting the Potential Customer

Dialog2 Arriving at the Hotel

SectionⅢ Exercises

Mini Case1 Meeting at the Airport

Mini Case2 On theWay to the Hotel

Lesson Three Visiting A Factory

SectionⅠ Readings

Article1 Negotiation ProcessⅡ

Article2 The Physical Preparation

SectionⅡ Dialogs

Dialog1 Showing Around the Factory

Dialog2 Visiting theWorkshop

SectionⅢ Exercises

Mini Case1 Showing Around the Plant

Mini Case2 Showing Around the Offices

Lesson Four ExhibitionⅠ

SectionⅠ Readings

Article1 Negotiation ProcessⅢ

Article2 What Exhibitors Are Thinking

SectionⅡ Dialogs

Dialog1 Talking with the Organizer

Dialog2 Making A Telephone Call

SectionⅢ Exercises

Mini Case1 Receiving A Letter of Invitation

Mini Case2 Trying to Know More About the Show

Lesson Five ExhibitionⅡ

SectionⅠ Readings

Article1 Negotiation ProcessⅣ

Article2 Exhibition Booths

SectionⅡ Dialogs

Dialog1 Planning to Participate in An ExhibitionⅠ

Dialog2 Planning to Participate in An ExhibitionⅡ

SectionⅢ Exercises

Mini Case1 Participating in An Indian Trade Fair

Mini Case2 Discussing AboutA Decorating Project

Lesson Six MarketingⅠ

SectionⅠ Readings

Article1 Integrative Negotiation and Distributive Negotiation

Article2 Seven Decision-Making Biases

SectionⅡ Dialogs

Dialog1 Introducing A New ProductⅠ

Dialog2 Introducing A New ProductⅡ

SectionⅢ Exercises

Mini Case1 Wanting to SellNew Products

Mini Case2 Talking Abou tOpening An Outlet

Lesson Seven MarketingⅡ

SectionⅠ Readings

Article1 How to NegotiateⅠ

Article2 Negotiation Dilemma

SectionⅡ Dialogs

Dialog1 Discussing AboutA TV CommercialⅠ

Dialog2 Discussing AboutA TV CommercialⅡ

SectionⅢ Exercises

Mini Case1 Talking About theWays to Design and Make A New TV Commercial

Mini Case2 Discussing About theWays to Launch An AdvertisementCampaign

Lesson Eight Logistics

SectionⅠ Readings

Article1 How to NegotiateⅡ

Article2 Why Outsourcing Isn't Always the Best Answer

SectionⅡ Dialogs

Dialog1 Discussing About the OutsourcingⅠ

Dialog2 Discussing About the OutsourcingⅡ

SectionⅢ Exercises

Mini Case1 Talkingwith A Potential Customer

Mini Case2 Introducing the Firms

UnitTwo

Lesson One Establishing Business Relations

SectionⅠ Readings

Article1 How to NegotiateⅢ

Article2 TheWay China Conducted Its Business

SectionⅡ Dialogs

Dialog1 Greeting

Dialog2 Establishing Business Relations

SectionⅢ Exercises

Mini Case1 Introducing Themselves

Mini Case2 Checking in the Hotel

Lesson Two Enquiries and Replies

SectionⅠ Readings

Article1 Ethics in Negotiation

Article2 What Is Enquiry

SectionⅡ Dialogs

Dialog1 Enquiring the Prices ofA Bed-Cover Stand

Dialog2 IntroducingMachine Tools

SectionⅢ Exercises

Mini Case1 Making Enquiries

Mini Case2 From Enquiry to Counter-Offer

Lesson Three Offers and Counter-Offers

SectionⅠ Readings

Article1 Observing When NegotiatingⅠ

Article2 Counter-Offer Forms

SectionⅡ Dialogs

Dialog1 The Offer of Black Tea

Dialog2 Having A Face-to-Face Talk on Offers

SectionⅢ Exercises

Mini Case1 Enquire and Proceed to Offer and Counter-Offer

Mini Case2 Dealingwith the Offer in Details

Lesson Four Term's of Payment

SectionⅠ Readings

Article1 Observing When NegotiatingⅡ

Article2 Ways of Payment

SectionⅡ Dialogs

Dialog1 Discussing the Price of Wheat

Dialog2 Negotiating on the Price of Printed Cotton Cloth

SectionⅢ Exercises

Mini Case1 Having A Talk on Payment Terms

Mini Case2 Arguing About Payment Terms

Lesson Five Packing

SectionⅠ Readings

Article1 Different Negotiating Styles of Different CulturesⅠ

Article2 The Features of Packing

SectionⅡ Dialogs

Dialog1 Getting the Packaging Produced

Dialog2 Bringing up the Subject ofPacking

SectionⅢ Exercises

Mini Case1 Conferring Over the Packing

Mini Case2 Talking About the Packing of Blouses

Lesson Six Shipping

SectionⅠ Readings

Article1 DifferentNegotiating Styles ofDifferent CulturesⅡ

Article2 Tramp or Liner

SectionⅡ Dialogs

Dialog1 Advancing the Shipment

Dialog2 Discussing About the Shipment ofWalnutMeat

SectionⅢ Exercises

Mini Case1 Having A Business Talk About theMode of Transportation

Mini Case2 Wanting to Advance Shipment of the Goods

Lesson Seven Insurance

SectionⅠ Readings

Article1 DifferentNegotiating Styles ofDifferent CulturesⅢ

Article2 Insurance Coverage

SectionⅡ Dialogs

Dialog1 Negotiating About Insurance Issues

Dialog2 Discussing the Insurance Terms

SectionⅢ Exercises

Mini Case1 Discussing the Insurance Terms

Mini Case2 Debating on the Rate of Insurance

Lesson Eight Complaints，Disputes and Claim's

SectionⅠ Readings

Article1 Different Negotiating Styles of Different CulturesⅣ

Article2 Replies to Complaints

SectionⅡ Dialog

Dialog Claiming Compensation

SectionⅢ Exercises

Mini Case1 Making A Claim on the Low Quality ofGoods

Mini Case2 Handling the Claim Case 2

PART TWO REFERENTIAL TRANSLATIONS AND ANSWERS

UnitOne

Lesson One 相互介紹

SectionⅠ Readings

1.1 Referential Translation of Article1談判簡介

1.2 Answers to the Questions

2.1 Referential Translation of Article2印象深刻的舉止

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1相互介紹

2.Referential Translation of Dialog2接聽電話

Section III Exercises

1.Referential Translation of Mini Case1向潛在客戶介紹公司情況

2.Referential Translation of Mini Case2尋找合適的中國旅行社

Lesson Two 商務接待

SectionⅠ Readings

1.1 Referential Translation of Article1談判過程（一）

1.2 Answers to the Questions

2.1 Referential Translation of Article2在機場

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1會見潛在客戶

2.Referential Translation of Dialog2到達賓館

SectionⅢ Exercises

1.Referential Translation of Mini Case1機場會面

2.Referential Translation of Mini Case2在前往酒店的路上

Lesson Three 實地考察

SectionⅠ Readings

1.1 Referential Translation of Article1談判過程（二）

1.2 Answers to the Questions

2.1 Referential Translation of Article2硬體設施的籌備

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1陪同參觀工廠

2.Referential Translation of Dialog2參觀車間

SectionⅢ Exercises

1.Referential Translation of Mini Case1陪同參觀工廠

2.Referential Translation of Mini Case2參觀辦公樓

Lesson Four 商品展銷（一）

SectionⅠ Readings

1.1 Referential Translation of Article1談判過程（三）

1.2 Answers to the Questions

2.1 Referential Translation of Article2參展人在想什麼

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1與主辦方交談

2.Referential Translation of Dialog2打電話

SectionⅢ Exercises

1.Referential Translation of Mini Case1收到一封邀請函

2.Referential Translation of Mini Case2了解更多展會詳情

Lesson Five 商品展銷（二）

SectionⅠ Readings

1.1 Referential Translation of Article1談判過程（四）

1.2 Answers to the Questions

2.1 Referential Translation of Article2展台

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1計畫參加展覽會（一）

2.Referential Translation of Dialog2計畫參加展覽會（二）

SectionⅢ Exercises

1.Referential Translation of Mini Case1參加印度貿易展

2.Referential Translation of Mini Case2討論裝飾方案

Lesson Six 市場行銷（一）

SectionⅠ Readings

1.1 Referential Translation of Article1一體性談判和分歧性談判

1.2 Answers to the Questions

2.1 Referential Translation of Article2七種決策偏見

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1介紹新產品（一）

2.Referential Translation of Dialog2介紹新產品（二）

SectionⅢ Exercises

1.Referential Translation of Mini Case1想出售新產品

2.Referential Translation of Mini Case2談論開新店

Lesson Seven 市場行銷（二）

SectionⅠ Readings

1.1 Referential Translation of Article1如何談判（一）

1.2 Answers to the Questions

2.1 Referential Translation of Article2談判進退維谷

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1討論電視廣告（一）

2.Referential Translation of Dialog2討論電視廣告（二）

SectionⅢ Exercises

1.Referential Translation of Mini Case1討論設計和製作全新電視廣告的方法

2.Referential Translation of Mini Case2討論投放廣告戰略的方法

Lesson Eight 物流運營

SectionⅠ Readings

1.1 Referential Translation of Article1如何談判（二）

1.2 Answers to the Questions

2.1 Referential Translation of Article2為何外包並不總是最好的辦法

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1討論外部採購（一）

2.Referential Translation of Dialog2討論外部採購（二）

SectionⅢ Exercises

1.Referential Translation of Mini Case1與潛在客戶交談

2.Referential Translation of Mini Case2介紹公司

UnitTwo

Lesson One 建立關係

Section I Readings

1.1 Referential Translation of Article1如何談判（三）

1.2 Answers to the Questions

2.1 Referential Translation of Article2中國處理業務的方式

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1問候

2.Referential Translation of Dialog2建立業務關係

SectionⅢ Exercises

1.Referential Translation of Mini Case1介紹自己

2.Referential Translation of Mini Case2入住飯店

Lesson Two 詢盤迴應

SectionⅠ Readings

1.1 Referential Translation of Article1談判道德

1.2 Answers to the Questions

2.1 Referential Translation of Article2什麼是詢盤

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1在床罩攤位上的詢價

2.Referential Translation of Dialog2介紹工具機

SectionⅢ Exercises

1.Referential Translation of Mini Case1詢盤

2.Referential Translation of Mini Case2從詢盤至還盤

Lesson Three 發盤還盤

SectionⅠ Readings

1.1 Referential Translation of Article1談判時的觀察（一）

1.2 Answers to the Questions

2.1 Referential Translation of Article2還盤形式

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1有關紅茶的報價

2.Referential Translation of Dialog2就價格進行的面對面談話

SectionⅢ Exercises

1.Referential Translation of Mini Case1詢價、發盤及還盤

2.Referential Translation of Mini Case2處理髮盤的細節問題

Lesson Four 支付條款

SectionⅠ Readings

1.1 Referential Translation of Article1談判時的觀察（二）

1.2 Answers to the Questions

2.1 Referential Translation of Article2付款方式

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1討論小麥價格

2.Referential Translation of Dialog2印花棉布的價格談判

SectionⅢ Exercises

1.Referential Translation of Mini Case1討論支付條款

2.Referential Translation of Mini Case2爭論支付條款

Lesson Five 商品包裝

SectionⅠ Readings

1.1 Referential Translation of Article1不同文化中的不同談判方式（一）

1.2 Answers to the Questions

2.1 Referential Translation of Article2包裝的特點

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1安排產品包裝的生產

2.Referential Translation of Dialog2提起包裝事宜

SectionⅢ Exercises

1.Referential Translation of Mini Case1有關包裝的商討

2.Referential Translation of Mini Case2討論女式襯衣的包裝

Lesson Six 海上運輸

SectionⅠ Readings

1.1 Referential Translation of Article1不同文化中的不同談判方式（二）

1.2 Answers to the Questions

2.1 Referential Translation of Article2不定期貨船還是定期班輪

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1提前船運

2.Referential Translation of Dialog2有關核桃仁裝運的商討

SectionⅢ Exercises

1.Referential Translation of Mini Case1關於運輸方式的商務對話

2.Referential Translation of Mini Case2試圖提前貨運時間

Lesson Seven 貨物保險

SectionⅠ Readings

1.1 Referential Translation of Article1不同文化中的不同談判方式（三）

1.2 Answers to the Questions

2.1 Referential Translation of Article2保險責任範圍

2.2 Answers to the Questions

SectionⅡ Dialogs

1.Referential Translation of Dialog1商議保險事宜

2.Referential Translation of Dialog2討論保險術語

SectionⅢ Exercises

1.Referential Translation of Mini Case1討論保險條款

2.Referential Translation of Mini Case2爭論保險費率

Lesson Eight 貿易索賠

SectionⅠ Readings

1.1 Referential Translation of Article1不同文化中的不同談判方式（四）

1.2 Answers to the Questions

2.1 Referential Translation of Article2答覆投訴

2.2 Answers to the Questions

SectionⅡ Dialog

Referential Translation of Dialog索賠

SectionⅢ Exercises

1.Referential Translation of Mini Case1就劣質貨物進行索賠

2.Referential Translation of Mini Case2處理投訴

附錄 Background know ledge

參考文獻