《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
內容簡介,圖書目錄,
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
