本教程系大学本科商贸英语谈判教学用书（配有参考译文和答案），集商贸谈判的基本概念、理论知识及实践技巧为一体，涉及商贸活动的各大环节。
　　本教程具有以下三个方面的特点：商贸理论与英语学习有机结合；成功谈判与提高英语会话能力相辅相成；将商贸理论和谈判技巧植入实例之中。另外，在本教程再版之际，根据学习者反馈的信息，作了必要的修订，给出了课文、对话、案例等的参考译文，也对课文后提出的相关问题作了引导性的回答。

PART ONE TEXTS
Unit One
Lesson One Introduction
SectionⅠ Readings
Article1 Introduction to Negotiation
Article2 Impressive Behavior
SectionⅡDialogs
Dialog1 Introducing
Dialog2 Receiving A Call
SectionⅢ Exercises
Mini Case1 Introducing the Firm to the Potential Customer
Mini Case2 Finding A Suitable Chinese Tourism Agency
Lesson Two Reception
SectionⅠ Readings
Article1 Negotiation ProcessⅠ
Article2 At the Airport
SectionⅡDialogs
Dialog1 Meeting the Potential Customer
Dialog2 Arriving at the Hotel
SectionⅢ Exercises
Mini Case1 Meeting at the Airport
Mini Case2 On theWay to the Hotel
Lesson Three Visiting A Factory
SectionⅠ Readings
Article1 Negotiation ProcessⅡ
Article2 The Physical Preparation
SectionⅡDialogs
Dialog1 Showing Around the Factory
Dialog2 Visiting theWorkshop
SectionⅢ Exercises
Mini Case1 Showing Around the Plant
Mini Case2 Showing Around the Offices
Lesson Four ExhibitionⅠ
SectionⅠ Readings
Article1 Negotiation ProcessⅢ
Article2 What Exhibitors Are Thinking
SectionⅡDialogs
Dialog1 Talking with the Organizer
Dialog2 Making A Telephone Call
SectionⅢ Exercises
Mini Case1 Receiving A Letter of Invitation
Mini Case2 Trying to Know More About the Show
Lesson Five ExhibitionⅡ
SectionⅠ Readings
Article1 Negotiation ProcessⅣ
Article2 Exhibition Booths
SectionⅡDialogs
Dialog1 Planning to Participate in An ExhibitionⅠ
Dialog2 Planning to Participate in An ExhibitionⅡ
SectionⅢ Exercises
Mini Case1 Participating in An Indian Trade Fair
Mini Case2 Discussing AboutA Decorating Project
Lesson Six MarketingⅠ
SectionⅠ Readings
Article1 Integrative Negotiation and Distributive Negotiation
Article2 Seven Decision-Making Biases
SectionⅡDialogs
Dialog1 Introducing A New ProductⅠ
Dialog2 Introducing A New ProductⅡ
SectionⅢ Exercises
Mini Case1 Wanting to SellNew Products
Mini Case2 Talking Abou tOpening An Outlet
Lesson Seven MarketingⅡ
SectionⅠ Readings
Article1 How to NegotiateⅠ
Article2 Negotiation Dilemma
SectionⅡDialogs
Dialog1 Discussing AboutA TV CommercialⅠ
Dialog2 Discussing AboutA TV CommercialⅡ
SectionⅢ Exercises
Mini Case1 Talking About theWays to Design and Make A New TV Commercial
Mini Case2 Discussing About theWays to Launch An AdvertisementCampaign
Lesson Eight Logistics
SectionⅠ Readings
Article1 How to NegotiateⅡ
Article2 Why Outsourcing Isnt Always the Best Answer
SectionⅡDialogs
Dialog1 Discussing About the OutsourcingⅠ
Dialog2 Discussing About the OutsourcingⅡ
SectionⅢ Exercises
Mini Case1 Talkingwith A Potential Customer
Mini Case2 Introducing the Firms
……
PART TWO REFERENTIAL TRANSLATIONS AND ANSWERS
附录 Background know ledge
参考文献