內容簡介
袁暉編著的《商務英語談判口語》書中每個任務分為談判意識、談判對話、談判語句、隨機應“辨”、實踐與拓展5部分，既突出了英語商務談判的的口語技能，又強化了口語交際能力，讓讀者在牢固掌握商務知識的基礎上，能夠流利地使用英語解決商務談判中的實際問題。
《商務英語談判口語》可作為國際貿易、商務英語、國際物流與報關、電子商務、市場行銷、文秘等專業學生的專業教材，也可供從事外貿工作的專業人士參考和學習。
編輯推薦
袁暉編著的《商務英語談判口語》內容包括兩部分：第一部分為商務接待，包括3個任務，即接待客戶、商務用餐和商務旅遊；第二部分為商務談判，包括12個任務，即詢盤和報盤、還盤、質量和數量、包裝、佣金、發貨和裝運、付款條件、保險、簽訂契約、索賠與解決、仲裁、代理。每個任務分為談判意識（Negotiation Awareness）→談判對話（Negotiation Dialogue）→談判語句（Negotiation Statements）→隨機應“辯”（Wisdom Phrases）→實踐與拓展（Practice and Development）5個方面。
目錄
前言
Part A Hosting a Business Delegation or Individual
Task 1 Receiving Guests（接待客戶） 2
1.1 Receiving Tips 2
1.2 Receiving Dialogues 2
1.2.1 Dialogue 1：At the Airport（在機場） 2
1.2.2 Dialogue 2：Checking In at the Hotel（在賓館辦理登記手續） 4
1.2.3 Dialogue 3：Seeing Off（送行） 5
1.3 Receiving Statements 8
1.4 Wisdom Phrases：Asking for an Opinion（徵求意見） 9
1.5 Practice and Development 10
1.5.1 Pair Work 10
1.5.2 Situations 11
1.5.3 Sentence Translation 11
1.5.4 Dialogue Interpretation 11
Task 2 Business Dinner（商務用餐） 12
2.1 Dinner Tips 12
2.2 Dinner Dialogues 12
2.2.1 Dialogue 1：At the Banquet（在宴會上） 12
2.2.2 Dialogue 2：At the Restaurant（在餐館裡） 14
2.2.3 Speech：Speech Given at the Dinner Table（宴會桌上歡迎演講辭） 14
2.3 Dinner Statements 17
2.4 Wisdom Phrases:Stating an Opinion（陳述意見） 18
2.5 Practice and Development 19
2.5.1 Pair Work 19
2.5.2 Situations 19
2.5.3 Sentence Translation 19
2.5.4 Speech Interpretation 20
Task 3 Business Tour（商務旅遊） 21
3.1 Tour Tips 21
3.2 Tour Dialogues 21
3.2.1 Dialogue 1：Arranging the Time Schedule of a Visit（安排訪問日程表） 21
3.2.2 Dialogue 2：The Schedule of Business and Pleasure（業務洽談和娛樂的日程安排） 22
3.2.3 Dialogue 3：Beijing's Some Places of Historical Interest and Scenic Beauty（北京的名勝古蹟和景點） 23
3.3 Tour Statements 25
3.4 Wisdom Phrases：Stating a Fact（陳述事實） 26
3.5 Practice and Development 27
3.5.1 Pair Work 27
3.5.2 Situations 27
3.5.3 Sentence Translation 27
3.5.4 Dialogue Interpretation 28
Part B Business Procedures
Task 4 Inquiry and Offer（詢盤和報盤） 30
4.1 Negotiation Awareness 30
4.2 Negotiation Dialogues 30
4.2.1 Dialogue 1：I'd Like to Have Your Lowest Quotations（我希望你們報最低價30
4.2.2 Dialogue 2：When Can I Have Your Firm CIF Prices？（我何時能得到你方到岸價報價？） 31
4.2.3 Dialogue 3：What Prices Do You Quote for These Two Items？（對這兩種商品你們報什麼價格？） 32
4.3 Negotiation Statements 36
4.4 Wisdom Phrases 37
4.5 Practice and Development 38
4.5.1 Pair Work 38
4.5.2 Situations 39
4.5.3 Sentence Translation 39
4.5.4 Dialogue Interpretation 39
Task 5 Price Bargaining（還盤） 41
5.1 Negotiation Awareness 41
5.2 Negotiation Dialogues 41
5.2.1 Dialogue 1：Your Price Has Soared！（你方的價格猛漲！） 41
5.2.2 Dialogue 2：Business Depends Very Much on Your Prices（業務很大程度上取決於你方的價格） 42
5.2.3 Dialogue 3：The Prices Are Given without Engagement（所報價格沒有約束力43
5.3 Negotiation Statements 46
5.4 Wisdom Phrases：Making a Proposal（提出建議） 47
5.5 Practice and Development 48
5.5.1 Pair Work 48
5.5.2 Situations 48
5.5.3 Sentence Translation 48
5.5.4 Dialogue Interpretation 48
Task 6 Quality and Quantity（質量和數量） 50
6.1 Negotiation Awareness 50
6.2 Negotiation Dialogues 50
6.2.1 Dialogue 1：Quality and Design Not Suitable（質量和圖案不適合） 50
6.2.2 Dialogue 2：Goods Guaranteed to Be Up to Export Standards（貨物保證達到出口標準） 51
6.2.3 Dialogue 3：Poultry Not Up to Our Standards（家禽製品沒有達到我方質量標準52
6.3 Negotiation Statements（談判語句） 55
6.4 Wisdom Phrases：Expressing Disagreement（表示異議） 56
6.5 Practice and Development 57
6.5.1 Pair Work 57
6.5.2 Situations 57
6.5.3 Sentence Translation 57
6.5.4 Dialogue Interpretation 58
Task 7 Packing（包裝） 59
7.1 Negotiation Awareness 59
7.2 Negotiation Dialogues 59
7.2.1 Dialogue 1：The Packing Attractive in Appearance（包裝外觀要引人注目） 59
7.2.2 Dialogue 2：A Wrapping Will Help Push the Sales（包裝有助於推銷） 61
7.2.3 Dialogue 3：To Submit to the Regulations of Our Government（必須服從我國政府的規定） 62
7.3 Negotiation Statements 65
7.4 Wisdom Phrases：Interrupting and Blocking （插話和阻止插話） 66
7.5 Practice And Development 67
7.5.1 Pair Work 67
7.5.2 Situations 68
7.5.3 Sentence Translation 68
7.5.4 Dialogue Interpretation 68
Task 8 Commission（佣金） 70
8.1 Negotiation Knowledge 70
8.2 Negotiation Dialogues 70
8.2.1 Dialogue 1：Consider Giving You a 3% Commission（考慮給你方3%的佣金） 70
8.2.2 Dialogue 2：Let's Return to the Topic of Commission （讓我們回到佣金這個話題） 71
8.2.3 Dialogue 3：Impossible to Make Any Further Concession（不可能作出更大讓步73
8.3 Negotiation Statements 76
8.4 Wisdom Phrases：Expressing Confidence And Reassuring（表達信心和使人放心） 77
8.5 Practice and Development 78
8.5.1 Pair Work 78
8.5.2 Situations 78
8.5.3 Sentence Translation 78
8.5.4 Dialogue Interpretation 79
Task 9 Delivery and Shipment（發貨和裝運） 80
9.1 Negotiation Awareness 80
9.2 Negotiation Dialogues 80
9.2.1 Dialogue 1：To Get Round Producers for an Earlier Delivery （說服廠家早日交貨） 80
9.2.2 Dialogue 2：To Ensure a Prompt Delivery of the Goods（確保即期交貨） 82
9.2.3 Dialogue 3：To Advance Your Time of Shipment（提前交貨） 83
9.3 Negotiation Statements 86
9.4 Wisdom Phrases：Expressing Agreement（表示同意） 87
9.5 Practice and Development 88
9.5.1 Pair Work 88
9.5.2 Situations 88
9.5.3 Sentence Translation 88
9.5.4 Dialogue Interpretation 89
Task 10 Terms of Payment（付款條件） 90
10.1 Negotiation Awareness 90
10.2 Negotiation Dialogues 90
10.2.1 Dialogue 1：We Insist On a Letter of Credit（我們堅持信用證付款） 90
10.2.2 Dialogue 2：I'll Arrange for the L/C to Be Opened in Your Favour （我將安排開立以你方為受益人的信用證） 91
10.2.3 Diouogue 3：We Have Never Done Business on Such Terms （我們從來沒有按這種條件成交過） 93
10.3 Negotiation Statements 95
10.4 Wisdom Phrases：Responding to a Proposal（回應建議） 97
10.5 Practice and Development 97
10.5.1 Pair Work 97
10.5.2 Situations 98
10.5.3 Sentence Translation 98
10.5.4 Dialogue Interpretation 98
Task 11 Insurance（保險） 100
11.1 Negotiation Awareness 100
11.2 Negotiation Dialogues 100
11.2.1 Dialogue 1：What Do Your Insurance Clauses Cover？ （你方的保險條款有哪些險別？） 100
11.2.2 Dialogue 2：Only Coverage for "All Marine Risks" Requested in the L/C（信用證只要求投保"海運一切險"） 102
11.2.3 Dialogue 3：What If We Change to "All Risks" （我們改投"一切險"如何？） 104
11.3 Negotiation Statements 108
11.4 Wisdom Phrases:Explanation and Correcting Misunderstanding（解釋和消除誤解） 109
11.5 Practice and Development 110
11.5.1 Pair Work 110
11.5.2 Situations 110
11.5.3 Sentence Translation 110
11.5.4 Dialogue Interpretation 111
Task 12 Signing the Contract（簽訂契約） 112
12.1 Negotiation Awareness 112
12.2 Negotiation Dialogues 112
12.2.1 Dialogue 1：Last Night I Worked Out This Draft Contract （昨天晚上我草擬了這份契約） 112
12.2.2 Dialogue 2：We've Made This Deal Together（我們一起達成了這筆交易） 114
12.2.3 Dialogue 3：On the Whole the Contract Seems Perfectly in Order（契約總體上無懈可擊） 115
12.3 Negotiation Statements 119
12.4 Wisdom Phrases：Asking for Clarification or Further Information（要求給予更多解釋或更多信息） 120
12.5 Practice and Development 121
12.5.1 Pair Work 121
12.5.2 Situations 121
12.5.3 Sentence Translation 121
12.5.4 Dialogue Interpretation 122
Task 13 Claims and Settlement（索賠與解決） 123
13.1 Negotiation Awareness 123
13.2 Negotiation Dialogues 123
13.2.1 Dialogue 1：We Have No Choice But to Lodge a Claim against You（我們沒有辦法只好向你方提出索賠） 123
13.2.2 Dialogue 2：I'm Afraid We Cannot Entertain Your Claim（恐怕我們不能接受你方索賠） 125
13.2.3 Dialogue 3：The Case Is Too Serious to Be Overlooked（情況嚴重不容忽視126
13.3 Negotiation Statements 129
13.4 Wisdom Phrases：Asking for Confirmation（要求確認） 130
13.5 Practice and Development 131
13.5.1 Pair Work 131
13.5.2 Situations 131
13.5.3 Sentence Translation 131
13.5.4 Dialogue Interpretation 132
Task 14 Arbitration（仲裁） 133
14.1 Negotiation Awareness 133
14.2 Negotiation Dialogues 133
14.2.1 Dialogue 1：No Objection to Arbitration Conducted in China（不反對在中國執行仲裁） 133
14.2.2 Dialogue 2：To Include an Arbitration Clause in the Contract（必須在契約中寫入仲裁條款） 134
14.2.3 Dialogue 3：We Should Try to Iron Out Differences（我們應該努力消除分歧136
14.3 Negotiation Statements 138
14.4 Wisdom Phrases：Closing a Negotiation（結束談判） 139
14.5 Practice and Development 140
14.5.1 Pair Work 140
14.5.2 Situations 140
14.5.3 Sentence Translation 141
14.5.4 Dialogue Interpretation 141
Task 15 Agency（代理） 142
15.1 Negotiation Awareness 142
15.2 Negotiation Dialogues 142
15.2.1 Dialogue 1：To Work Out the Sole Agency Agreement（擬定獨家代理協定） 142
15.2.2 Dialogue 2：To Sign a Sole Agency Agreement with You（與你方簽署一份獨家代理協定） 143
15.2.3 Dialogue 3：We Are Still at the Get-Acquainted Stage（我們仍然處在相互了解階段） 144
15.3 Negotiation Statements 147
15.4 Wisdom Phrases：Identifying and Analyzing Obstacles（確定和分析障礙） 149
15.5 Practice and Development 149
15.5.1 Pair Work 149
15.5.2 Situations 149
15.5.3 Sentence Translation 150
15.5.4 Dialogue Interpretation 150
Appendix Useful Abbreviations for Foreign Trade 152
References 161
