《国际商务谈判英语》(作者兰天、时敏)着重介绍了国际商务谈判的相关理论、实践和应注意的重要问题，例如谈判中的正确行为举止、对谈判人员的要求、谈判班子的组成、谈判的准备阶段、谈判的磋商阶段、谈判的终局阶段、谈判策略和技巧，还阐述了国际商务谈判的具体内容。《国际商务谈判英语》由三部分组成，共分11章。

Part One Business Negotiation Theories商务谈判理论

Chapter One Fundaments of International Business Negotiation国际商务谈判概述

1.1 Some Basic Concepts of Negotiation谈判的基本概念

1.2 Concept of Business Negotiation商务谈判的概念

1.3 Features of International Business Negotiation国际商务谈判的特点

Exercises

Chapter Two The Basic Principles and Strategies on Business Negotiation商务谈判的基本原则和策略

The Basic Principles of Business Negotiation商务谈判的基本原则

The Basic Strategies of Business Negotiation商务谈判的基本策略

Exercises

Chapter Three The Impact of Psychology and Culture on Business

Negotiation心理学及文化对商务谈判的影响

3.1 Negotiation and the Need Theory谈判与需求理论

3.2 Across-cultural Negotiation跨文化谈判

3.3 Different Negotiating Styles of Different Cultures世界各地商人的谈判风格

Exercises

Chapter Four Preparation for Negotiation谈判准备

4.1 Choosing the Negotiation Team Members and Establislung Business

Relations选择谈判小组的成员及建立业务关系

4.2 Establishing a Target for Negotiation确定谈判目标

4.3 Collecting and Analyzing Information Concerned收集并分析相关信息

4.4 Making a Feasible Negotiation Plan制订可行的谈判计划

Exercises

Chapter Five Face-to-face Negotiation面对面谈判阶段

5.1 0peIung Speech开场白

5.2 The Bargaining Ptocess and Strategies谈判的磋商阶段及策略

5.3 Tactics of Breaking an Impasse打破僵局策略

5.4 Making Settlement达成共识

Exercises

Part Two Business Negotiation Practice商务谈判实践

Chapter Six Enquiry询盘

6.1 Introduction

6.2 Letters on Negotiation

6.3 Dialogue Practice

6.4 Cases and Situational Dialogues

Exercises

Chapter Seven Offer and Counter-offer报盘与还盘

7.1 Introduction

7.2 Letters on Negotiation

7.3 Dialogue Practice

7.4 Cases and Situational Dialogues

Exercises

Chapter Eight Order and Acceptance钉单与接受

8.1 Introduction

8.2 Letters on Negotiation

8.3 Dialogue Practice

8.4 Cases and Situational Dialogues

Exercises

Chapter Nine Terms of Payment付款方式

9.1 Introduction

9.2 Letters on Negotiation

9.3 Dialogue Practice

9.4 Cases and Situational Dialogues

Exercises

Chapter Ten Packing and Shipment包装和运输

10.1 Introduction

10.2 Letters on Negotiation

10.3 Dialogue Practice

10.4 Cases and Situational DialoguesJExercises

Chapter Eleven Claims and Complaints索赔和投诵

11.1 Introduction

11.2 Letters on Negotiation

11.3 Dialogue Ptactice

11.4 Cases and Situational Dialogues

Exercises

Part Three Key to the Exercises and Translation答案及译文

Chapter One Fundaments of International Business Negotiation国际商务谈判概述

Chapter Two The Basic Principles and Strategies on Business Negotiation商务谈判的基本原则和策略

Chapter Three The Impact of Psychology and Culture on Business Negotiation心理学及文化对商务谈判的影响

Chapter Four Preparation for Negotiation谈判准备

Chapter Five Face-to-恼ce Negotiation面对面谈判阶段

Chapter Six Enquiry询盘

Chapter Seven Offer and Counter-offer报盘与还盘

Chapter Eight Order and Acceptance订单与接受

Chapter Nine Terms of Payment付款方式

Chapter Ten Packing and Shipment包装和运输

Chapter Eleven Claims and Complaints索赔和投诉

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