| ISBN | 出版时间 | 包装 | 开本 | 页数 | 字数 |
|---|---|---|---|---|---|
| 未知 | 暂无 | 暂无 | 未知 | 0 | 暂无 |
Chapter 1 On Pricing
Tuning-in
Sourcing-up Haggling Is a Strategy
Haggling-over
Case I A Malting an Enquiry
Case I B Price Haggling
Case II CIF or FOB
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash An Introduction to Negotiation
BBS
Refreshing
Chapter 2 On Quality and Quantity
Tuning-in
Sourcing-up Quality and Quantity
Haggling-over
Case I A Talk on Quality
Case II A Talk on Quantity
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Listening Technique
BBS
Refreshing
Chapter 3 On Packing
Tuning-in
Sourcing-up Packing
Haggling-over
Case I The Pacldng of Air-conditioners
Case II The Packing of Women's Pajamas
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Non-verbal Devices Valued for Negotiation
BBS
Refreshing
Chapter 4 On Logistics
Tuning-in
Sourcing-up Logistics
Haggling-over
Case I A Talk on Freight
Case 1] A Talk on Partial Shipment
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Right Attitudes Towards Counterparts
BBS
Refreshing
Chapter 5 On Insurance
Tuning-in
Sourcing-up Marine Insurance
Haggling-over
Case I A Talk on Insurance Rate
Case II A Talk on Insurance for an Order
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Face-saving Technique in Negotiation
BBS
Refreshing
Chapter 6 On Payment
Tuning-in
Sourcing-up The Payment Terms in International Trade
Haggling-over
Case I Payment by D/P
Case 11 Payment by L/C
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Avoiding Stereotyping Individuals
BBS
Refreshing
Chapter 7 On Complaint and Claim
Tuning-in
Sourcing-up Complaints and Claims
Haggling-over
Case I A Malting a Complaint for Inconformity
Case I B Malting a Complaint for Delay of Payment
Case II A Lodging a Claim
Case II B Settling a Claim
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Strategy Depends on Preparation
BBS
Refreshing
Chapter 8 Revision and Consolidation I
Part One Self-assessing
Part Two Group-work
Chapter 9 On Arbitration
Tuning-in
Sourcing-up Arbitration
Haggling-over
Case I A Talk to Settle the Dispute
Case II A Talk with a Dispute Settlement Expert
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Anchoring Technique in Negotiation
BBS
Refreshing
Chapter 10 On Agency
Tuning-in
Sourcing-up Agency
Haggling-over
Case I Appointing an Agent
Case II Settling an Agency Agreement
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Framing Technique in Negotiation
BBS
Refreshing
Chapter 11 On Signing a Contract
Tuning-in
Sourcing-up Signing a Contract Is Not the End
Haggling-over
Case I A Discussion on Stipulations of the Draft
Case I B Let's Check All the Clauses Before Signing the Contract
Case II Signing a Contract
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Relief Technique and Deadlock
BBS
Refreshing
Chapter 12 On Inviting Tender and Bidding
Tuning-in
Sourcing-up ABC About Invitation of Tender and Bid
Haggling-over
Case I A How Much Can We Guarantee Our Participation in the Tender？
Case I B Can You Tell Me More About Your Products？
Case II Here's How I Select and Bid for Tenders
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Techniques of Avoiding, Deferring and Abeyance
BBS
Refreshing
Chapter 13 On Processing and Assembling Trade
Tuning-in
Sourcing-up Processing with Customer's Design or Samples
Haggling-over
Case I A We Are Very Interested in the Processing Business
Case I B Let's Talk About Assembling in Detail
Case II A We Are More than Pleased to Improve Our Present Products and Develop New Products
Case II B We Are Willing to Cooperate with You in This Line
Tuning-out
Section A Sunmming-up
Section B Sorting-out
Section C Practicing
Flash Language Skills at Negotiating Table
BBS
Refreshing
Chapter 14 On Technology Transfer
Tuning-in
Sourcing-up A Brief Picture About ITT
Haggling-over
Case I A Technology Has a Price Tag
Case I B The Royalty Should Not Be Higher than the Standard International Rate
Case II Using Technology as a Means for Adapting and Surving
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Dovetailing--Asking for Their Preference
BBS
Refreshing
Chapter 15 On Joint Venture
Tuning-in
Souroing-up A Joint Venture Is a Legal Organization
Haggling-over
Case I A Talk on the Forms of Business Organizations
Case II A Talk on Setting up a Joint Venture in China
Tuning-out
Section A Summing-up
Section B Sorting-out
Section C Practicing
Flash Getting-in Step
BBS
Refreshing
Chapter 16 Revision and Consolidation II
Part One Self-assessing
Part Two Group-work
附录
练习参考答案
参考书目
