大学商贸英语谈判教程

PART ONE TEXTS

Unit One

Lesson One Introduction

SectionⅠ Readings

Article1 Introduction to Negotiation

Article2 Impressive Behavior

SectionⅡDialogs

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

SectionⅡDialogs

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

SectionⅡDialogs

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

SectionⅡDialogs

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

SectionⅡDialogs

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

SectionⅡDialogs

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

SectionⅡDialogs

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 Isnt Always the Best Answer

SectionⅡDialogs

Dialog1 Discussing About the OutsourcingⅠ

Dialog2 Discussing About the OutsourcingⅡ

SectionⅢ Exercises

Mini Case1 Talkingwith A Potential Customer

Mini Case2 Introducing the Firms

……

PART TWO REFERENTIAL TRANSLATIONS AND ANSWERS

附录 Background know ledge

参考文献

本教程系大学本科商贸英语谈判教学用书（配有参考译文和答案），集商贸谈判的基本概念、理论知识及实践技巧为一体，涉及商贸活动的各大环节。
　　本教程具有以下三个方面的特点：商贸理论与英语学习有机结合；成功谈判与提高英语会话能力相辅相成；将商贸理论和谈判技巧植入实例之中。另外，在本教程再版之际，根据学习者反馈的信息，作了必要的修订，给出了课文、对话、案例等的参考译文，也对课文后提出的相关问题作了引导性的回答。