大学商贸英语谈判教程 第2版2025|PDF|Epub|mobi|kindle电子书版本百度云盘下载

大学商贸英语谈判教程 第2版PDF格式电子书版下载

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PART ONE TEXTS5

Unit One5

Lesson One　Introduction5

Section Ⅰ Readings6

Article 1　Introduction to Negotiation6

Article 2　Impressive Behavior8

Section Ⅱ　Dialogs14

Dialog 1 Introducing14

Dialog 2　Receiving A Call16

Section Ⅲ Exercises17

Mini Case 1 Introducing the Firm to the Potential Customer17

Mini Case 2　Finding A Suitable Chinese Tourism Agency17

Lesson Two　Reception19

Section Ⅰ Readings20

Article 1 Negotiation Process Ⅰ20

Article 2　At the Airport23

Section Ⅱ　Dialogs26

Dialog 1　Meeting the Potential Customer26

Dialog 2　 Arriving at the Hotel28

Section Ⅲ　Exercises29

Mini Case 1 Meeting at the Airport29

Mini Case 2　On the Way to the Hotel30

Lesson Three　Visiting A Factory31

Section Ⅰ Readings32

Article 1　Negotiation Process Ⅱ32

Article 2　The Physical Preparation36

Section Ⅱ　Dialogs38

Dialog 1　Showing Around the Factory38

Dialog 2　Visiting the Workshop40

Section Ⅲ Exercises41

Mini Case 1　Showing Around the Plant41

Mini Case 2　Showing Around the Offices41

Lesson Four　Exhibition Ⅰ43

Section Ⅰ Readings44

Article 1　Negotiation Process Ⅲ44

Article 2　What Exhibitors Are Thinking47

Section Ⅱ　Dialogs50

Dialog 1　Talking with the Organizer50

Dialog 2　Making A Telephone Call53

Section Ⅲ Exercises55

Mini Case 1 Receiving A Letter of Invitation55

Mini Case 2　Trying to Know More About the Show55

Lesson Five　Exhibition Ⅱ57

Section Ⅰ Readings58

Article 1　Negotiation Process Ⅳ58

Article 2　Exhibition Booths61

Section Ⅱ　Dialogs63

Dialog 1　Planning to Participate in An Exhibition Ⅰ63

Dialog 2　Planning to Participate in An Exhibition Ⅱ65

Section Ⅲ Exercises67

Mini Case 1　Participating in An Indian Trade Fair67

Mini Case 2　Discussing About A Decorating Project68

Lesson Six　Marketing Ⅰ69

Section Ⅰ Readings70

Article 1　Integrative Negotiation and Distributive Negotiation70

Article 2 Seven Decision-Making Biases73

Section Ⅱ Dialogs77

Dialog 1　Introducing A New Product Ⅰ77

Dialog 2　Introducing A New Product Ⅱ79

Section Ⅲ Exercises80

Mini Case 1　Wanting to Sell New Products80

Mini Case 2　Talking About Opening An Outlet80

Lesson Seven　Marketing Ⅱ83

Section Ⅰ Readings84

Article 1　How to Negotiate Ⅰ84

Article 2　Negotiation Dilemma87

Section Ⅱ　Dialogs90

Dialog 1　Discussing About A TV Commercial Ⅰ90

Dialog 2　Discussing About A TV Commercial Ⅱ91

Section Ⅲ Exercises93

Mini Case 1　Talking About the Ways to Design and Make A New TV Commercial93

Mini Case 2　Discussing About the Ways to Launch An Advertisement Campaign93

Lesson Eight　Logistics95

Section Ⅰ Readings96

Article 1　How to Negotiate Ⅱ96

Article 2　Why Outsourcing Isn't Always the Best Answer99

Section Ⅱ　Dialogs102

Dialog 1　Discussing About the Outsourcing Ⅰ102

Dialog 2　Discussing About the Outsourcing Ⅱ104

Section Ⅲ Exercises106

Mini Case 1　Talking with A Potential Customer106

Mini Case 2　Introducing the Firms106

Unit Two111

Lesson One　Establishing Business Relations111

Section Ⅰ Readings112

Article 1　How to Negotiate Ⅲ112

Article 2　The Way China Conducted Its Business117

Section Ⅱ　Dialogs118

Dialog 1　Greeting118

Dialog 2　Establishing Business Relations120

Section Ⅲ　Exercises122

Mini Case 1　Introducing Themselves122

Mini Case 2　Checking in the Hotel122

Lesson Two　Enquiries and Replies123

Section Ⅰ Readings124

Article 1　Ethics in Negotiation124

Article 2　What Is Enquiry127

Section Ⅱ　Dialogs129

Dialog 1 Enquiring the Prices of A Bed-Cover Stand129

Dialog 2　Introducing Machine Tools131

Section Ⅲ Exercises133

Mini Case 1　Making Enquiries133

Mini Case 2　From Enquiry to Counter-Offer133

Lesson Three　Offers and Counter-Offers135

Section Ⅰ Readings136

Article 1　Observing When Negotiating Ⅰ136

Article 2　Counter-Offer Forms140

Section Ⅱ　Dialogs144

Dialog 1　The Offer of Black Tea144

Dialog 2　Having A Face-to-Face Talk on Offers145

Section Ⅲ Exercises147

Mini Case 1 Enquire and Proceed to Offer and Counter-Offer147

Mini Case 2　Dealing with the Offer in Details148

Lesson Four　Terms of Payment149

Section Ⅰ Readings150

Article 1　Observing When Negotiating Ⅱ150

Article 2　Ways of Payment154

Section Ⅱ　Dialogs156

Dialog 1　Discussing the Price of Wheat156

Dialog 2　Negotiating on the Price of Printed Cotton Cloth158

Section Ⅲ Exercises160

Mini Case 1　Having A Talk on Payment Terms160

Mini Case 2　Arguing About Payment Terms160

Lesson Five　Packing161

Section Ⅰ Readings162

Article 1　Different Negotiating Styles of Different Cultures Ⅰ162

Article 2　The Features of Packing166

Section Ⅱ　Dialogs169

Dialog 1 Getting the Packaging Produced169

Dialog 2　Bringing up the Subject of Packing171

Section Ⅲ Exercises173

Mini Case 1 Conferring Over the Packing173

Mini Case 2　Talking About the Packing of Blouses173

Lesson Six　Shipping175

Section Ⅰ Readings176

Article 1　Different Negotiating Styles of Different Cultures Ⅱ176

Article 2　Tramp or Liner180

Section Ⅱ　Dialogs182

Dialog 1　Advancing the Shipment182

Dialog 2　Discussing About the Shipment of Walnut Meat184

Section Ⅲ Exercises185

Mini Case 1　Having A Business Talk About the Mode of Transportation185

Mini Case 2　Wanting to Advance Shipment of the Goods186

Lesson Seven　Insurance187

Section Ⅰ Readings188

Article 1　Different Negotiating Styles of Different Cultures Ⅲ188

Article 2　Insurance Coverage192

Section Ⅱ　Dialogs194

Dialog 1　Negotiating About Insurance Issues194

Dialog 2　Discussing the Insurance Terms196

Section Ⅲ Exercises197

Mini Case 1　Discussing the Insurance Terms197

Mini Case 2　Debating on the Rate of Insurance197

Lesson Eight　Complaints,Disputes and Claims199

Section Ⅰ Readings200

Article 1　Different Negotiating Styles of Different Cultures Ⅳ200

Article 2　Replies to Complaints204

Section Ⅱ　Dialog207

Dialog　Claiming Compensation207

Section Ⅲ Exercises208

Mini Case 1　Making A Claim on the Low Quality of Goods208

Mini Case 2　Handling the Claim Case209

PART TWO REFERENTIAL TRANSLATIONS AND ANSWERSUnit OneLesson One　相互介绍215

Section Ⅰ Readings215

1.1　Referential Translation of Article 1　谈判简介215

1.2　Answers to the Questions216

2.1　Referential Translation of Article 2　印象深刻的举止216

2.2　Answers to the Questions218

Section Ⅱ　Dialogs219

1．Referential Translation of Dialog 1　相互介绍219

2．Referential Translation of Dialog 2　接听电话220

Section Ⅲ　Exercises221

1．Referential Translation of Mini Case 1　向潜在客户介绍公司情况221

2．Referential Translation of Mini Case 2　寻找合适的中国旅行社221

Lesson Two　商务接待223

Section Ⅰ Readings223

1.1 Referential Translation of Article 1　谈判过程（一）223

1.2　Answers to the Questions224

2.1　Referential Translation of Article 2　在机场224

2.2　Answers to the Questions225

Section Ⅱ　Dialogs226

1．Referential Translation of Dialog 1　会见潜在客户226

2．Referential Translation of Dialog 2　到达宾馆227

Section Ⅲ　Exercises228

1．Referential Translation of Mini Case 1　机场会面228

2．Referential Translation of Mini Case 2　在前往酒店的路上228

Lesson Three　实地考察229

Section Ⅰ　Readings229

1.1　Referential Translation of Article 1　谈判过程（二）229

1.2　Answers to the Questions230

2.1 Referential Translation of Article 2　硬件设施的筹备231

2.2 Answers to the Questions232

Section Ⅱ　Dialogs232

1．Referential Translation of Dialog 1　陪同参观工厂232

2．Referential Translation of Dialog 2　参观车间233

Section Ⅲ Exercises233

1．Referential Translation of Mini Case 1　陪同参观工厂233

2．Referential Translation of Mini Case 2　参观办公楼234

Lesson Four　商品展销（一）235

Section Ⅰ Readings235

1.1　Referential Translation of Article 1　谈判过程（三）235

1.2　Answers to the Questions236

2.1 Referential Translation of Article 2　参展人在想什么236

2.2　Answers to the Questions237

Section Ⅱ　Dialogs238

1．Referential Translation of Dialog 1　与主办方交谈238

2．Referential Translation of Dialog 2　打电话239

Section Ⅲ　Exercises240

1．Referential Translation of Mini Case 1　收到一封邀请函240

2．Referential Translation of Mini Case 2　了解更多展会详情241

Lesson Five　商品展销（二）242

Section Ⅰ Readings242

1.1 Referential Translation of Article 1　谈判过程（四）242

1.2　Answers to the Questions243

2.1 Referential Translation of Article 2　展台243

2.2　Answers to the Questions244

Section Ⅱ　Dialogs244

1．Referential Translation of Dialog 1　计划参加展览会（一）244

2．Referential Translation of Dialog 2　计划参加展览会（二）245

Section Ⅲ Exercises246

1．Referential Translation of Mini Case 1　参加印度贸易展246

2．Referential Translation of Mini Case 2　讨论装饰方案246

Lesson Six　市场营销（一）248

Section Ⅰ Readings248

1.1 Referential Translation of Article 1　一体性谈判和分歧性谈判248

1.2　Answers to the Questions249

2.1　Referential Translation of Article 2　七种决策偏见249

2.2　Answers to the Questions251

Section Ⅱ　Dialogs251

1．Referential Translation of Dialog 1　介绍新产品（一）251

2．Referential Translation of Dialog 2　介绍新产品（二）252

Section Ⅲ　Exercises253

1．Referential Translation of Mini Case 1　想出售新产品253

2．Referential Translation of Mini Case 2　谈论开新店253

Lesson Seven　市场营销（二）255

Section Ⅰ Readings255

1.1 Referential Translation of Article 1　如何谈判（一）255

1.2　Answers to the Questions256

2.1 Referential Translation of Article 2　谈判进退维谷257

2.2　Answers to the Questions258

Section Ⅱ　Dialogs258

1．Referential Translation of Dialog 1　讨论电视广告（一）258

2．Referential Translation of Dialog 2　讨论电视广告（二）259

Section Ⅲ Exercises260

1．Referential Translation of Mini Case 1　讨论设计和制作全新电视广告的方法260

2．Referential Translation of Mini Case 2　讨论投放广告战略的方法260

Lesson Eight　物流运营261

Section Ⅰ Readings261

1.1　Referential Translation of Article 1　如何谈判（二）261

1.2　Answers to the Questions262

2.1 Referential Translation of Article 2　为何外包并不总是最好的办法262

2.2　Answers to the Questions263

Section Ⅱ　Dialogs264

1．Referential Translation of Dialog 1　讨论外部采购（一）264

2．Referential Translation of Dialog 2　讨论外部采购（二）265

Section Ⅲ Exercises266

1．Referential Translation of Mini Case 1　与潜在客户交谈266

2．Referential Translation of Mini Case 2　介绍公司266

Unit Two267

Lesson One　建立关系269

Section Ⅰ Readings269

1.1　Referential Translation of Article 1　如何谈判（三）269

1.2　Answers to the Questions270

2.1 Referential Translation of Article 2　中国处理业务的方式271

2.2　Answers to the Questions271

Section Ⅱ　Dialogs272

1．Referential Translation of Dialog 1　问候272

2．Referential Translation of Dialog 2　建立业务关系273

Section Ⅲ　Exercises274

1．Referential Translation of Mini Case 1　介绍自己274

2．Referential Translation of Mini Case 2　入住饭店274

Lesson Two　询盘回应275

Section Ⅰ Readings275

1.1 Referential Translation of Article 1　谈判道德275

1.2　Answers to the Questions276

2.1　Referential Translation of Article 2　什么是询盘277

2.2　Answers to the Questions277

Section Ⅱ　Dialogs278

1．Referential Translation of Dialog 1　在床罩摊位上的询价278

2．Referential Translation of Dialog 2　介绍机床279

Section Ⅲ Exercises280

1．Referential Translation of Mini Case 1　询盘280

2．Referential Translation of Mini Case 2　从询盘至还盘280

Lesson Three　发盘还盘282

Section Ⅰ Readings282

1.1 Referential Translation of Article 1　谈判时的观察（一）282

1.2　Answers to the Questions283

2.1　Referential Translation of Article 2　还盘形式284

2.2　Answers to the Questions285

Section Ⅱ　Dialogs286

1．Referential Translation of Dialog 1　有关红茶的报价286

2．Referential Translation of Dialog 2　就价格进行的面对面谈话287

Section Ⅲ Exercises288

1．Referential Translation of Mini Case 1　询价、发盘及还盘288

2．Referential Translation of Mini Case 2　处理发盘的细节问题288

Lesson Four　支付条款289

Section Ⅰ Readings289

1.1 Referential Translation of Article 1　谈判时的观察（二）289

1.2　Answers to the Questions290

2.1　Referential Translation of Article 2　付款方式291

2.2　Answers to the Questions292

Section Ⅱ　Dialogs292

1．Referential Translation of Dialog 1　讨论小麦价格292

2．Referential Translation of Dialog 2　印花棉布的价格谈判293

Section Ⅲ Exercises294

1．Referential Translation of Mini Case 1　讨论支付条款294

2．Referential Translation of Mini Case 2　争论支付条款295

Lesson Five　商品包装296

Section Ⅰ Readings296

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（一）296

1.2　Answers to the Questions297

2.1　Referential Translation of Article 2　包装的特点298

2.2　Answers to the Questions299

Section Ⅱ　Dialogs299

1．Referential Translation of Dialog 1　安排产品包装的生产299

2．Referential Translation of Dialog 2　提起包装事宜300

Section Ⅲ Exercises302

1．Referential Translation of Mini Case 1　有关包装的商讨302

2．Referential Translation of Mini Case 2　讨论女式衬衣的包装302

Lesson Six　海上运输303

Section Ⅰ Readings303

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（二）303

1.2　Answers to the Questions305

2.1 Referential Translation of Article 2　不定期货船还是定期班轮305

2.2　Answers to the Questions306

Section Ⅱ　Dialogs307

1．Referential Translation of Dialog 1　提前船运307

2．Referential Transltion of Dialog 2　有关核桃仁装运的商讨308

Section Ⅲ Exercises309

1．Referential Translation of Mini Case 1　关于运输方式的商务对话309

2．Referential Translation of Mini Case 2　试图提前货运时间309

Lesson Seven　货物保险310

Section Ⅰ Readings310

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（三）310

1.2 Answers to the Questions311

2.1 Referential Translation of Article 2　保险责任范围312

2.2　Answers to the Questions313

Section Ⅱ　Dialogs313

1．Referential Translation of Dialog 1　商议保险事宜313

2．Referential Translation of Dialog 2　讨论保险术语314

Section Ⅲ Exercises315

1．Referential Translation of Mini Case 1　讨论保险条款315

2．Referential Translation of Mini Case 2　争论保险费率316

Lesson Eight　贸易索赔317

Section Ⅰ Readings317

1.1 Referential Translation of Article 1　不同文化中的不同谈判方式（四）317

1.2　Answers to the Questions318

2.1 Referential Translation of Article 2　答复投诉319

2.2　Answers to the Questions320

Section Ⅱ　Dialog321

Referential Translation of Dialog　索赔321

Section Ⅲ Exercises322

1．Referential Translation of Mini Case 1　就劣质货物进行索赔322

2．Referential Translation of Mini Case 2　处理投诉322

附录　Background knowledge323

参考文献326