目　录
Preface前言
Chapter 1 Preparation before the Negotiations谈判前的准备
　Unit 1 Agreement negotiating约定谈判对象
　Unit 2 Asking for a Visit请求拜访
　Unit 3 Making Telephone Appointments电话预约
　Unit 4 Confirming an Appointment确认约会
　Unit 5 Changing an Appointment变更约会
　Unit 6 Cancelling the Appointment 取消约会
　Unit 7 Market Research 市场调查
　Unit 8 Understanding the Business culture and Customs了解商业文化和习俗
　Unit 9 Credit Investigation资信调查
　Unit 10 Foreign Arrival外商到达
　Unit 11 Greetings with Customers 与客户寒暄
　Unit 12 Hotel Banquet 酒店宴请
　Unit 13 Receive Visitors接待来访
　Unit 14 Initial Contacts 初步接触
　Unit 15 Establishing Trade Relationship建立贸易关系
　Unit 16 Visit Showroom参观展室
　Unit 17 Introducing Company介绍公司
　Unit 18 Department Introduction部门介绍
　Unit 19 Business Lunch商务午餐
　Unit 20 Schedule for Exhibition日程安排
　Unit 21 Meeting Agenda 会议议程
Chapter 2 Formal Negotiations正式谈判
　Unit 1 Self-introduction自我介绍
　Unit 2 Introducing the Products介绍产品
　Unit 3 Inquiry and Quotation询价与报价
　Unit 4 Bargain讨价还价
　Unit 5 Real Disk and Virtual Disk实盘和虚盘
　Unit 6 Counter-offer还盘
　Unit 7 Spliting the Difference折中
　Unit 8 Requesting Samples索取样品
　Unit 9 Supplier Negotiations商谈供货
　Unit 10 Quantity数量
　Unit 11 Quality质量
　Unit 12 Packaging包装
　Unit 13 Transportation运输
　Unit 14 Freight运费
　Unit 15 Commissions and Discounts佣金与折扣
　Unit 16 Payment付款
　Unit 17 Modify the Letter of Credit修改信用证
　Unit 18 Extension of Credit延期信用证
　Unit 19 Installment Payment分期付款
　Unit 20 Insurance投保
　Unit 21 Insurance Options险种选择
　Unit 22 Cover Time承保时间
　Unit 23 Coverage承保范围
　Unit 24 Commodity Inspection商品检验
　Unit 25 Retest复检
　Unit 26 Customs and Tariffs海关申报和关税
　Unit 27 After-sales Service售后服务
　Unit 28 Complaints投诉
　Unit 29 Claim Issues索赔事宜
　Unit 30 Negotiation and Mediation协商与调解
　Unit 31 Submitted to Arbitration提交仲裁
　Unit 32 Litigation诉讼
　Unit 33 Returns退货
Chapter 3 After the Negotiations谈判后
　Unit 1 Determining the Outcome of Negotiations确定谈判结果
　Unit 2 Signing a Contract签订合同
　Unit 3 Modifying the Contract修改合同
　Unit 4 Terminating or Cancelling the Contract终止或取消合同
　Unit 5 Agreeding Future Discussion约定日后再谈
　Unit 6 Refusing to Talk about Again拒绝再谈
Chapter 4 Other Negotiations其他谈判
　Unit 1 Agent Advantages 代理优势
　Unit 2 Negotiations on Agency代理谈判
　Unit 3 Negotiations on Cooperation合作谈判
　Unit 4 Negotiations on Technology Transfer技术转让谈判
　Unit 5 Negotiationgs on Compensation Trade补偿贸易谈判
　Unit 6 Negotiations on Processing Trade加工贸易谈判
　Unit 7 Prophase of Bidding and Quotation招投标前期
　Unit 8 Negotiations on Bidding竞标谈判
　Unit 9 Investment Environment投资环境
　Unit 10 Negotiations on Joint Venture合资谈判