Chapter 1 On Pricingn
Tuning-inn
Sourcing-up Haggling Is a Strategyn
Haggling-overn
Case I A Malting an Enquiryn
Case I B Price Hagglingn
Case II CIF or nFOBn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
nFlash An Introduction to Negotiationn
BBSn
Refreshingn
Chapter 2 On Quality and Quantityn
Tuning-inn
Sourcing-up Quality and Quantityn
Haggling-overn
Case I A nTalk on Qualityn
Case II A Talk on Quantityn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Listening Techniquen
BBSn
Refreshingn
Chapter 3 On nPackingn
Tuning-inn
Sourcing-up Packingn
Haggling-overn
Case I The Pacldng of Air-conditionersn
Case II The Packing of Women's Pajamasn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Non-verbal Devices Valued for Negotiationn
BBSn
Refreshingn
Chapter 4 On Logisticsn
Tuning-inn
Sourcing-up Logisticsn
Haggling-overn
Case I A Talk on Freightn
Case 1] A Talk on nPartial Shipmentn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash nRight Attitudes Towards Counterpartsn
BBSn
Refreshingn
Chapter 5 On Insurancen
Tuning-inn
Sourcing-up nMarine Insurancen
Haggling-overn
Case I A Talk on Insurance Raten
Case II A Talk on Insurance for an Ordern
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Face-saving Technique in Negotiationn
BBSn
Refreshingn
Chapter 6 On Paymentn
Tuning-inn
Sourcing-up The Payment Terms in International Traden
Haggling-overn
Case I Payment by nD/Pn
Case 11 Payment by L/Cn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Avoiding Stereotyping Individualsn
BBSn
Refreshingn
Chapter 7 On Complaint and Claimn
Tuning-inn
Sourcing-up Complaints and Claimsn
Haggling-overn
Case I A Malting a Complaint for Inconformityn
Case I B Malting a Complaint for Delay of Paymentn
Case II A Lodging a Claimn
Case II B Settling a Claimn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Strategy Depends on Preparationn
BBSn
Refreshingn
Chapter 8 Revision and Consolidation In
Part nOne Self-assessingn
Part nTwo Group-workn
Chapter 9 On Arbitrationn
Tuning-inn
Sourcing-up Arbitrationn
Haggling-overn
Case I A Talk to Settle the Disputen
Case II A Talk with a Dispute Settlement Expertn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Anchoring Technique in Negotiationn
BBSn
Refreshingn
Chapter 10 On Agencyn
Tuning-inn
Sourcing-up Agencyn
Haggling-overn
Case I Appointing an Agentn
Case II Settling an Agency Agreementn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Framing Technique in Negotiationn
BBSn
Refreshingn
Chapter 11 On Signing a nContractn
Tuning-inn
Sourcing-up Signing a Contract Is Not the Endn
Haggling-overn
Case I A Discussion on Stipulations of the Draftn
Case I B nLet's nCheck All the Clauses Before Signing the Contractn
Case II Signing a Contractn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash nRelief Technique and nDeadlockn
BBSn
Refreshingn
Chapter 12 On Inviting Tender and nBiddingn
Tuning-inn
Sourcing-up ABC About nInvitation of Tender and Bidn
Haggling-overn
Case I A nHow Much Can We Guarantee Our Participation in the Tender?n
Case I B Can You nTell Me More About Your Products?n
Case II nHere's How I nSelect and Bid for Tendersn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Techniques of Avoiding, Deferring and Abeyancen
BBSn
Refreshingn
Chapter 13 On nProcessing and Assembling Traden
Tuning-inn
Sourcing-up Processing with Customer's nDesign or Samplesn
Haggling-overn
Case I A nWe Are Very Interested in the Processing Businessn
Case I B Let's Talk About Assembling in nDetailn
Case II A We Are nMore than Pleased to Improve Our nPresent Products and Develop nNew Productsn
Case II B We Are Willing to Cooperate with You in This nLinen
Tuning-outn
Section A Sunmming-upn
Section B Sorting-outn
Section C Practicingn
Flash Language Skills at Negotiating nTablen
BBSn
Refreshingn
Chapter 14 On Technology nTransfern
Tuning-inn
Sourcing-up A Brief nPicture About ITTn
Haggling-overn
Case I A Technology Has a Price nTagn
Case I B The Royalty Should Not Be Higher than the Standard International Raten
Case II nUsing Technology as a Means for Adapting and Survingn
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Dovetailing--Asking for Their Preferencen
BBSn
Refreshingn
Chapter 15 On Joint Venturen
Tuning-inn
Souroing-up A Joint Venture Is a Legal Organizationn
Haggling-overn
Case I A Talk on the Forms of Business Organizationsn
Case II A Talk on Setting up a Joint Venture in nChinan
Tuning-outn
Section A Summing-upn
Section B Sorting-outn
Section C Practicingn
Flash Getting-in Stepn
BBSn
Refreshingn
Chapter 16 Revision and Consolidation IIn
Part One Self-assessingn
Part Two Group-workn
附录n
练习参考答案n
参考书目