全國高職高專規(guī)劃教材·國際貿易系列：商務英語函電
定 價：30 元
叢書名：全國高職高專規(guī)劃教材·國際貿易系列
- 作者：周峰 ，魏莉霞 編
- 出版時間：2013/1/1
- ISBN：9787301219003
- 出 版 社：北京大學出版社
- 中圖法分類：H315
- 頁碼：245
- 紙張：膠版紙
- 版次：1
- 開本：16開
《全國高職高專規(guī)劃教材·國際貿易系列：商務英語函電》從高職高專院�！吧虅沼⒄Z函電”課程的教學實際出發(fā)，遵循“實用、夠用、能用”的原則，注重學習者實踐操作技能的培養(yǎng)。全書共分12章，主要內容涵蓋了國際商務活動中建立業(yè)務關系、詢價及回復、報盤與還盤、促銷、訂貨下單、付款、包裝、保險、裝運、投訴理賠、代理等業(yè)務環(huán)節(jié)，并以外貿業(yè)務員崗位典型工作任務為導向，通過業(yè)務背景知識介紹、核心句型學習、實例分析、模擬套寫、考證實戰(zhàn)、課后拓展等多種形式，使學習者科學有效地掌握處理各種外貿業(yè)務函電的技巧和方法。
《全國高職高專規(guī)劃教材·國際貿易系列：商務英語函電》不僅可作為高職高專院校國際貿易、商務英語等涉外類專業(yè)學生課程教學使用，也可供準備參加全國外銷員職業(yè)資格、全國商務英語翻譯職業(yè)資格、劍橋國際商務英語等各類商務英語考試的考生復習備考以及外經貿從業(yè)人員閱讀。
“商務英語函電”是高職高專院校對外貿易類專業(yè)的核心課程之一，其特點是要求學生能將英語語言技能與具體的外貿業(yè)務相結合，因而實際操作性很強。本教材是《國際商務函電》的修訂版，所涉內容涵蓋了國際商務活動中建立業(yè)務關系、詢價及回復、報盤與還盤、促銷、訂貨下單、付款、包裝、保險、裝運、投訴理賠、代理等業(yè)務環(huán)節(jié)，并以外貿業(yè)務員崗位典型工作任務為導向，通過業(yè)務背景知識介紹、核心句型學習、實例分析、模擬套寫、考證實戰(zhàn)、課后拓展等多種形式，使學習者科學有效地掌握處理各種外貿業(yè)務函電的技巧和方法。同時，該教材注重培養(yǎng)學習者對外貿英語函電的書面交際能力和實踐操作能力，因而有助于滿足其將來從事外貿崗位順利完成各項實際業(yè)務的需要，同時也為在校生和外經貿從業(yè)人員參加外貿類職業(yè)證格考試提供幫助。
本教材為2012年浙江省教育廳科研項目“示范性高職院校ESP特色課程建設實證研究”成果之一（項目編號：Y201223177），“第三期全國高職高專英語類專業(yè)教學改革立項課題——基于典型工作任務的高職商務英語課程設計與教學實施”（項目編號：GZG27611-084）成果之一。
Unit 1 Introduction of Business Letters
Learning Aims
Background Knowledge
Writing Tips
Exercises
Supplementary Reading
Unit 2 Establishment of Business Relations
Leaming Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 3 Enquiries and Replies
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 4 Offers, Counter-offers and Acceptance
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 5 Sales Promotion
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 6 Orders and Acknowledgements
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 7 Terms of Payment
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 8 Packing
Unit 9 Insurance
Unit 10 Shipment
Unit 11 Complaints and Claims
Unit 12 Agency
Key to Exercises
Bibliography（參考文獻）
Beware of Setting a Minimum Counter Price
Setting a firm minimum counter price is a big mistake that some sellers make. Depending onthe deal and the buyer your counter offer should be flexible. For example， after investigating themarket， you set your asking price at USD 350，000. Your minimum price may be USD 320，000. Ifyou are offered your minimum， you sell. Ifyou are offered lower， you don't sell. It sounds simple.
Unfortunately， in this mindset， you box yourselfinto a limited deal. You want to be flexiblewhen negotiating. Let us review our last example. The buyer offers USD 300，000. The sellerrejects and counters with the minimum of USD 320，000.
The buyer counters with USD 305，000 again. Where do you go from here？ You have alreadyoffered your lowest minimum counteroffer. The only recourse would be to repeat your same offer.
One strategy would be to counter lower at USD 315，000. Or what if the buyer is willing topay more than your minimum？
The buyer might be willing to pay USD 330，000. You will actually have lost money againby countering too low.
There are housing situations where you are just lucky to be paying off the mortgage，commission， and closing costs. You might be offered a little less but you accept to some cash to save your credit. In this case， setting a minimum price would be reasonable.
If you do feel the need to set a minimum counter price， don't set it in stone.
Try to Get a Sense of the Buyer Your counteroffer is not the final transaction. It is one step in the negotiating process. Youcounter. The buyer will counter your offer. You will then counter back. This process will repeat until the deal is made.
Therefore， your counteroffer should not be your best and lowest. The buyer's first offer isusually a low-ball offer. A seller's first counter is a high-ball offer. Both parties are testing to see how the other will respond.
Let the buyer know you are willing to negotiate. You ask USD 340，000， the buyer offersUSD 300，000. You counter USD 335，000. You must also send the message that you are not willing to drop your price too much.
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