Chapter2 Per-negotiation 1 Meeting Foreign Businessmen
Module1 At the Airport
Module2 On the way to the Hotel
Background Information Customs Regulations

Chapter3 Pre-negotiation 2 Receiving Foreign Businessmen
Module1 Invitation to a Dinner
Module2 Arranging a Visit
Module3 Going Sight-seeing
Background Information Chinese Food

Chapter4 Pre-negotiation 3 Establishing Business Relations
Module1 At the Guangzhou Fair
Module2 On Foreign Trade Policy
Module3 A Preliminary Talk with a New Customer
Backgroung Information Foreign Trade Reforn in China

Chapter5 At the Negotiation 1 Enquiry and Offer
Module1 A Visit to a Sample Room
Module2 An Enquiry about Some Textiles Products
Module3 Making a Firm Offer
Background Information Intercoms

Chapter6 At the Negotiation 2 On Price
Module1 Your Price Is Too High for Us to Accept
Module2 On Discount
Module3 Let’s Meet Each Other Half Way
Background Information About the Organization

Chapter7 At the Negotiation 3 On Payment Terms
Module1 Payment by L/C
Module2 Payment by Installments
Module3 Payment by D/P
Background Information The Methods of Payment

Chapter8 At the Negotiation4 Complaints and Claims
Module1 Lodging a Claim on Quality Deterioration
Module2 Settling a Claim on Quality Deterioration
Module3 A Claim on Short-weight and Inferior Quality
Background Information A:Most Favored Nation Trading Status
B:The United States-China Business Council

Chapter9 At the Negotiation 5 Shipment
Module1 Making a Direct Shipment
Module2 Making a Partial Shipment
Module3 Shipping the Goods by Air Freight
Background Information Transportation

Chapter10 Post-negotiation Contract
Module1 Signing a Contract
Module2 Signing a Long-Term Agreement
Module3 Arbitration
Background Information Business Contract

Chapter11 International Tender or Bid
Module1 Invitation for Bids
Module2 Submitting the Bids
Module3 Forms of Tender
Background Information Contract For Work

Chapter12 Investment
Module1 A Preliminary Discussion on Investment
Module2 Establishing a Joint Venture
Module3 Technological Cooperation
Background Information Asia’s Biggest Auto City to Be Built in Shanghai

课文参考译文
练习参考答案
商务谈判礼仪的基本原则
参考文献