[英语学习]English for Business Negotiation.docVIP

Part 1 Unit One Price Conflicts and Decisions 价格谈判冲突与决断 Unit Two Quality-and-Quantity 质量和数量 Unit Three Commission 佣金 Unit Four Packing 包装 Unit Five Agency 代理 Unit Six Insurance 保险 Unit Seven Shipment 装运 Unit Eight Payment 支付 Unit Nine in Complaints and Claims 申诉和索赔 Unit Ten Technology Transfer 技术转让 Unit Eleven in Contract Terms 合同条款 Unit Twelve Compensation Trade 补偿贸易 Unit Thirteen Processing Trade 加工贸易 Unit Fourteen in Establishing Joint Ventures 合资企业 Unit Fifteen Arbitration 仲裁 Part 2 Scene 1.Inspecting Investment Environment 考察投资环境 Scene 2.Our Country Lacks Natural Resources 我们国家缺乏天然资源 Scene 3.Discovery of an Important New Source of Natural Wealth 发现了重要的新型天然资源 Scene 4.Perhaps We Can Get a Better Offer 也许我们会得到更优惠的报盘 Scene 5. We Need a Full-scale Feasibility Study 我们需要全方位的可行性研究 Scene 6. The Main Question You Must Answer Is Really Very Simple 你要回答的主要问题非常简单 Scene 7.Capital Cost of the Factory Would Be Enormous 工厂的资本投入是巨大的 Scene 8.Different Opinions about Bid Invitation 关于招标的不同意见 Scene 9.To Find a Bidder Who Will Guarantee a Market 寻求有市场保证的投标商 Scene 10.To Approach Suitable Companies to Form a Consortium 寻求合适的公司组成财团 Scene 11.To Persuade Another Company to Join the Consortium 说服另一家公司加入财团 Unit One Price Conflicts and Decisions 价格谈判冲突与决断 Negotiation Awareness All products and services have prices. Price comparisons can be difficult to make because of consideration of credit terms, delivery, trade-in allowance, guarantees, quality and other forms of service. What price will produce the greatest profit over a long period of time? There is no way to really determine this price accurately. Is the price too high to produce large volume? Too low to cover costs? No other area of marketing operations has been more misunderstood and subject to so much bad practice. Many businesses pursue unsound pricing policies for long periods without becoming aware of it. Prices are determined in various ways. For example, agricultural prices (cotton, wheat) are decided in large central-mar