本书是普通高等教育“十一五”国家级规划教材。本教材共16章，每章由要点、导入、谈判知识、谈判实践和策略、相关词语和术语、单元自测几个部分组成。本书的宗旨是让广大学生熟悉各科商务谈判活动，了解商务谈判活动背景及常识，程序变换，扩大专业词汇，掌握谈判技巧。

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 Women's 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 Let's 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 Here's 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 Customer's Design or Samples

      Haggling-over

       Case I A We Are Very Interested in the Processing Business

       Case I B Let's 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

附录

 练习参考答案

 参考书目