如何用英语思维进行商务谈判？如何解决冲突，摆脱谈判中的困境，与对方成为伙伴而不是对手？本书理论与实用案例相结合，每个案例均有中英文对照，可供举一反三，提升技巧。一场剑拔弩张的国际投标谈判全程模拟，更让您如临其境，学习到更多的谈判技能。

本书阐述经贸谈判意识、重视口语谈判实践、拓展经贸谈判知识、发展经贸谈判技巧、提高经贸谈判口语能力。适合于大学和职业技术学院用于经贸英语口语教学，也可以作为经贸谈判从业人员习练英语口语、寻求经贸谈判策略及学习经贸谈判英语语言技巧的参考工具书。

Unit One Price Conflicts and Decisions

价格谈判冲突与决断／2

1 Negotiation Awareness谈判意识／3

2 Negotiation Dialogues谈判对话／4

 Dialogue 1.Your Price Is Really High你方价格实在太高／4

 Dialogue 2.Can We Meet Each Other Half Way?我们各让一半好吗?／6

 Dialogue 3.Y0u’ve Come a Long Way to Meet Me你已经作了很大的让步／7

3 Negotiation Statements谈判语句／9

4 Negotiation Tips谈判秘诀／11

 1.Be Prepared充分准备／11

 2.Understandthe Needs ofYour“Adversary”了解对手的需求 ／11

 3.Know What Your Needs Are明白己方的需求／12

 4.Negotiations Involve on Going Relationships谈判着眼长远关系／12

 5.Every Negotiation Is Different谈判不能千篇一律／12

5 Wisdom Phrases随机应辩/13   

 Starting Negotiations开始谈判／13

 Moving to the Next Item转换谈判事项/14

第一单元参考译文/14     

 1.谈判意识/14         

 2.谈判对话/15              

 4.谈判秘诀/18                    

Unit Two Quality—and—Quantity Conflicts and Decisions

质量和数量谈判冲突与决断／9

1 Negotiation Awareness谈判意识／20         

2 NegotiationI Dialogues谈判对话／21

 Dialogue 1.Quality and Design Not Suitable质量和图案不合适／21

 Dialogue 2.Goods Guaranteed to Be Up to Export Standards货物保证达到出口标准／22

 Dialogue 3.Poultry Not Up to Our Standards禽类制品没有达到我方质量标准／25

3 Negotiation Statements谈判语句／26

4 Negotiation Tips谈判秘诀／28  

 1.NeverLie讲究诚实／28

 2.Be Fair讲究公平／28

 3.Don’t Tip Your Hand不要摊牌／29  

 4.Be Flexible随机应变／29

 5.Winning Isn’t Everything赢不是惟一目的／29

 6.Quit While You Are Ahead见好就收／29

5 Wisdom Phrases随机应辩／30

 Asking for an Opinion征求意见／30

第二单元参考译文／31

 1.谈判意识 ／31

 2.谈判对话／31

 3.谈判秘诀／34

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Unit Four Packing Conflicts and Decisions

Unit Five Agency Conflicts and Decisions

Unit Six Insurance Conflicts and Decisions

Unit Seven Shipment Conflicts and Decisions

Unit Eight Payment Conflicts and Decisions

Unit Nine Conflicts and Decisions in Complaints and Claims

Unit Ten Technology Transfer Conflicts and Decisions

Unit Eleven Conflicts and Decisions in Contract Terms

Unit Twelve Compensation Trade Conflicts and Decisions

Unit Thirteen Processing Trade Conflicts and Decisions

Unit Fourteen Conflicts and Decisions in Establishing Joint Ventures

Unit Fifteen Arbitration Conflicts and Decisions

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