《商务英语谈判》为浙大出版社组织编写的高职高专商务英语、应用英语专业规划教材之一。本教材按照以就业为导向、以工学结合为特征、以英语语言在涉外商务谈判中的实际应用为宗旨进行编写。在编写过程中充分考虑高职高专学生的特点，强调够用为度、突出实训的编写理念。

本教材共设16个单元，课内教学32课时，可用多媒体教学，能满足一个学期的学习需要。根据涉外谈判的特点，本教材每单元设四大基本板块。

UNIT 1 商务谈判

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 2 建立业务关系

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 3 询盘和发盘

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 4 还盘

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 5 价格

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 6 佣金

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 7 付款条件

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 8 包装

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 9 保险

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 10 装运

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 11 代理

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 12 签订合同

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 13 投诉和索赔

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 14 投资

 Pre-reading Activities

 Oral Practice

 Negotation Skills

 Situational Dialogue Design

UNIT 15 特殊案例1

 案例分析

 操作练习

UNIT 16 特殊案例2