王晓冬、孙丹、左辉主编的《商务英文函电与谈判》共分为12个单元，主要围绕国际贸易环节以及相关商务活动展开，辅以各类型的巩固练习，并介绍了国际商务文化和礼仪基本知识。每个单元分外贸函电、商务谈判对话及技巧、文化提示、补充句型、课后练习五部分。本书主题由浅入深，12个单元12个主题，其中外贸业务函电谈判实例按照外贸交易程序排列。本书各部分选材难度适中，兼顾材料的多样性和语言的真实性。对商务谈判中的文化冲击提供较为详细的说明，在提高学生读写能力的同时，注重综合文化素养和跨文化交际能力的培养。

王晓冬、孙丹、左辉主编的《商务英文函电与谈判》涉及国际贸易实务各个环节及相关商务活动中商务英文函电的写作指导、商务谈判的实践技巧，兼顾商务谈判中背景知识与文化提示。教材充分体现“任务引领、实践导向”的课程设计思想，突出外贸业务流程中遇到的现实问题、操作要点及解决方法与技巧，通过实际案例、情景模拟和课后拓展等多种手段，将语言训练与贸易实务融为一体，使学生在模拟外贸业务活动中提高其商务英文书面表达能力，掌握商务谈判实践技巧，强化外贸业务能力，提高从事国际贸易工作的综合素质。

《商务英文函电与谈判》适合商务英语、国际贸易、英语等专业的学生学习使用，亦可供国际贸易从业人员学习和参考。

Preface

Contents

Unit I Introduction to Business Correspondence

 and Negotiations

 Introduction

 Objectives

 Part One Principles of Business Correspondence.

 Part Two Principles of Business Negotiations

 Part Three Process of Business Negotiations

 Part Four Intercultural Strategies of Business Negotiations

 Part Five Exercises

Unit 2 Establishing Trade Relations

 Introduction

 Objectives

 Part One Layout of a Business Letter

 Part Two Writing Customer Relations Letter

 Part Three Conference on Introducing Products

 Part Four Leaflets and Advertisements

 Part Five Exercises

Unit 3 Inquiry and Reply

 Introduction

 Objectives

 Part One Business Correspondence and Format...

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 4 Offer and Counter-offer

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 5 Order and Confirmation

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 6 Quantity and Quality

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 7 Packing and Shipment

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 8 Commission and Payment

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 9 Complaints, Claims and Adjustments

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 10 Insurance and Arbitration

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 11 Requesting and Confirming a Service

 Introduction

 Objectives

 Part One Business Correspondence and Format

 Part Two Business Negotiation and Skills

 Part Three Cultural Tips

 Part Four Additional Expressions

 Part Five Exercises

Unit 12 Office Business Correspondence

 Introduction

 Objectives

 Part One Writing a Job Application Letter

 Part Two Replying to a Job Applicant

 Part Three E-mail, Fax and Memorandum

 Part Four Additional Expressions

 Part Five Exercises

Appendixes

 Appendix 1 Keys to Exercises

 Appendix 2 Trade Terms

 Appendix 3 Major Ports in the World

 Appendix 4 Common Abbreviations

 Appendix 5 Sales Contract Sample

 Appendix 6 Bills of Document Sample

References