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 附錄 練習(xí)參考答案 參考書目
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