Chapter 1
Bargaining讨价还价: competitive, win-lose situations;
Negotiation谈判: win-win situations;
Intangibles无形因素: intangible factors are the underlying psychological motivations that may directly or indirectly influence the parties during a negotiation;
Interdependent相互依赖: when the parties depend on each other to achieve their own preferred outcome they are interdependent;
Independent parties独立各方: Independent parties are able to meet their own needs without the help of others; they can be relatively detached, indifferent and uninvolved with others; Dependent parties完全依赖各方:Dependent parties must rely on others for what they need since they need the help, benevolence, or cooperation of the other, the dependent party must accept and accommodate to that provider’s whims and idiosyncrasies;
Competitive situation竞争性情形: when the goals of two or more people are interconnected so that only one can achieve the goal, this is competitive situation, also known as a zero-sum or distributive situation，in which “individuals are so linked together that there is a negative correlation between their goal attainments”;
Mutual-gains situation相互获益情形: When parties’ goals are linked so that one person’s goal achievement helps others to achieve their goals, it is a mutual-gains situation, also known as a non-sum or integrative situation;
BATNA(达成谈判协议的最佳选择) an acronym for best alternative to a negotiated agreement; The dilemma of honesty诚实困境: it concerns how much of the truth to tell the other party; The dilemma of trust信任困境: it concerns how much should negotiators believe what the other party tells them;
Distributive bargaining分配式谈判: accepts the fact that there can only be one winner given the situation and pursues a course of action to be that winner;
Integrative bargaining共赢争价: attempts to find solutions so both parties can do well and achieve their goals;
Claim value主张价值: to do whatever is necessary to claim the reward, gain the lion’s share, or gain the largest piece possible;
Create value创造价值: to find a way for all parties to meet their objectives, either by identifying more resources or finding unique ways to share and coordinate the use of existing resources; Conflict冲突: a potential consequence of interdependent relationships is conflict. Conflict may be defined as a “sharp disagreement or opposition, as of interests, ideas, etc.”and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot be achieved simultaneously”.
Contending争夺战略: actors pursuing the contending strategy pursue their own outcomes strongly and show little concern for whether the other party obtains his or her desired outcomes; Yielding屈服战略: actors pursuing the yielding strategy show little interest or concern in whether they attain their own outcomes, but they are quite interested in whether the other party attains his or her outcomes;
Inaction不作为战略: actors pursuing the inaction strategy show little interest in whether they attain their own out-comes, as well as little concern about the other party obtains his or her outcomes;
Problem solving解决问题战略: actors pursuing the problem solving strategy show high concern for attaining their own outcomes and high concern for whether the other
Chapter 2
target point(目标点): the point at which negotiator would like to conclude negotiations resistance point(拒绝点): a negotiator’s bottom line, the most the buyer will pay or the smallest amount the seller will settle for
asking price(要价，索价):the initial price set by the seller
initial offer(最初报价):the first number the buyer will quote to the seller
bargaining range/settlement range/zone of potential agreement(谈判空间):the spread between the resistance points
a negative bargaining range(消极的谈判空间):the seller’s resistance point is above the buyer’s, and the buyer won’t pay more than the seller will minimally accept
a positive bargaining range(积极的谈判空间):the buyer’s resistance is above the the seller’s, and the buyer minimally willing to pay more than the seller is minimally willing to sell for
bargaining mix(谈判组合):the package of issues for negotiation
indirect assessment(间接估计):determining what information an individual likely used to set target and resistance point and how he or she interpreted this information
selective presentation(选择性表述):negotiators reveal only the facts necessary to support their case
commitment(承诺):the taking of a bargaining position with some explicit of implicit pledge regarding the future course of action
Chapter 3
Pareto efficient frontier(帕累托有效边界):the claiming value line is pushed towards the upper right-hand side to the fullest extent possible by creating value, and the line is called the Pareto efficient frontier
common goal(共同目标):the goal that all parties share equally, each one benefiting in a way that would not be possible if they did not work together
shared goal(共享目标):the goal that both parties work toward but that benefits each party differently
joint goal(联合目标):the goal that involves individuals with different personal goals agreeing to combine them in a collective effort
Chapter 4
Strategy（策略）：the pattern of plan that integrates an organization’s major targets, policies, and action sequences into a cohesive whole.
Preparation（准备工作）: deciding what is important, defining goals, thinking ahead how to work
together with the other party.
Relationship building（建立关系）: getting to know the other party, understanding how you and the other are similar and different, and building commitment toward achieving a mutually beneficial set of outcomes.
Information suing(使用信息): learning what you need to know about the issues, about the other party and their needs, about the feasibility of possible settlements, and about what might happen if you fail to reach agreement with the other side.
Bidding(竞标): the process of making moves from one’s initial, ideal position to the actual outcome.
Closing the deal(结束谈判): the objective of this stage is to build commitment to the agreement achieved in the previous phase. Both the negotiator and the other party have to assure themselves that they reached a deal they can be happy with, or at least accept.
Implementing the agreement(履行协议): determining who needs to do what once the agreement is reached.
Negotiator’s dilemma(谈判者的困境): the choice of whether to pursue a claiming value strategy is described as the “negotiator’s dilemma”.
Positions(): an opening bid or a target point
Substantive interests(实质性的利益): directly related to the focal issues under negotiation Process-based interests(基于谈判过程的利益):related to how the negotiators behave as they negotiate
Relationship-based interests(基于双方关系的利益):tied to the current or desired future relationship between the parties.
Resistance point(拒绝点): a resistance point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.
Alternatives(可替代的选择): other agreements negotiators could achieve and still meet their needs.
Target point(目标点): one realistically expects to achieve a settlement and the asking price, representing the best deal one can hope to achieve.
Chapter 5
Perception(感知): The process by which individuals connect to their environment; the process of screening, selecting, and interpreting stimuli so that they have meaning to the individual. Stereotypes(心理定势): is a very common distortion of the perceptual process. It occurs when one individual assigns attributes to another solely on the basis of the other’s membership in a particular social or demographic category.
Halo effects(晕轮效应): rather than using a person’s group membership as a basis for classification, however, halo effects occur when people generalize about a variety of attributes based on the knowledge of one attribute of an individual.
Selective perception(选择性感知): When the perceiver singles out certain information that supports a prior belief and filters out information that does not confirm that belief.
Projection(投射效应):When people assign to others the characteristics or feelings that they possess themselves.
A frame(框架): The subjective mechanism through which people evaluate and make sense out of
situations, leading them to pursue or avoid subsequent actions.
Framing(制定框架):About focusing, shaping, and orgnizing the world around us -- making sense of a complex reality and defining it in terms that are meaningful to us.
Substantive frame(实质型框架): What the conflict is about.
Outcome frame(结果型框架): A party’s predisposition to achieving a specific result or outcome from the negotiation.
Aspiration frame(抱负型框架): A predisposition toward satisfying a broader set of interests or needs in negotiation.
Process frame(过程型框架): How the parties will go about resolving their disputes.
Identity frame(识别型框架): How the parties define “who they are”.
Characterization frame(描述型框架): how the parties define the other parties.
Loss-gain frame(输-赢型框架): how the parties define the risk or reward associated with particular outcomes.
Escalation of commitment(承诺的扩大): The tendency for an individual to make decisions that stick with a failing course of action.
Mythical fixed-pie beliefs(固定蛋糕观念): those who believe in the mythical fixed-pie assume there is no possibility for integrative settlements and mutually beneficial trade-offs, and they suppress efforts to search for them.
Anchoring and adjustment(基准调节): cognitive biases in anchoring and adjustment are related to the effect of the standard (or anchor) against which subsequent adjustments are made during negotiation.
Issue framing and risk(谈判框架的制定方式与风险):the way a negotiation is framed can make negotiators more or less risk averse or risk seeking.
Availability of information(信用的可用性): in negotiation, the availability bias operates when information that is presented in vivid, colorful, or attention-getting ways becomes easy to recall, and thus also becomes central and critical in evaluating events and options.
The winner’s curse(赢家的诅咒): the tendency of negotiators, particularly in an auction setting, to settle quickly on an item and then subsequently feel discomfort about a negotiation win that comes too easily.
Overconfidence(自负):the tendency of negotiators to believe that their ability to be correct or accurate is greater than is actually true.
The law of small numbers(小数法则): in decision theory, the law of small numbers refers to the tendency of people to draw conclusions from sample sizes. In negotiation, the law of small numbers applies to the way negotiator learn and extrapolate from their own experience.
Self-serving biases(感知错误): The tendency to overestimate the causal role of personal or internal factors and underestimate the causal role of situational or external factors, when explaining another person’s behavior.
Endowment effect(捐赠效应): The tendency to overvalue something you own or believe you possess.
Reactive devaluation(缺乏考虑): The process of devaluing the other party’s concessions simply because the other party made them.
Encoding(编码)：is the process by which messages are put into symbolic form.
Channels(渠道)：are the conduits by which messages are carried from one party to another. Decoding(解码)：is the process of translating messages from their symbolic form into a form that makes sense.
Meanings(含义)：are the facts, ideas, feelings, reactions, or thoughts that exist within individuals and act as a set of filters for interpreting the decoded messages.
Feedback(反馈)：is the process by which the receiver reacts to the sender’s message. Temporal synchrony bias(时间同步偏差):is the tendency for negotiators to behave as if they are in synchronous situation when they are not.
Burned bridge bias(烧毁的桥梁偏差)：is the tendency for individuals to employ risky behavior during e-mail negotiations that they could not use during a face-to-face encounter. Squeaky wheel bias(吱吱响的车轮偏差)：is the tendency for e-mail negotiators to use a negative emotional style to achieve their goals.
Sinister attribution bias(险恶的归因偏差)occurs when one mistakenly assumes that another’s behavior is caused by personality flaws, while overlooking the role of situational factors.
Chapter 7
Power（权力）：in negotiation, power means the capabilities negotiators can assemble to give themselves an advantage or increase the probability of achieving their objectives.
Power in action(行动中的权力)：i s the actual messages and tactics an individual undertakes in order to change the attitudes and/or behaviors of others.
Expert power(专家权力)：derived from having unique, in-depth information about a subject. Reward power(奖赏权力)：derived by being able to reward others for doing what needs to be done.
Coercive power(强制权力)：derived by being able to punish others for not doing what needs to be done.
Legitimate power(法律权力)：derived from holding an office or formal title in some organization and using the powers that are associated with that office(e.g. a vice president or director)
Referent power(参照权力)：derived from the respect or admiration one command because of attributes like personality, integrity, interpersonal style, and the like.
Information power(信息权力)：is derived from the negotiator’s ability to assemble and organize facts and data to support his or her position, arguments, or desired outcomes.
Central route (中央路径)：occurs when motivation and ability to scrutinize issue-relevant arguments are relatively high.
Peripheral rou te (边缘路径): is characterized by subtle cues and context with less cognitive processing of the message
Message content(消息内容): when constructing arguments to persuade the other party ,negotiators need to decide what topics and facts they should include
Message components(消息组成): negotiators help the other party understand and accept their big ideas by breaking them into smaller, more understandable pieces
One-sided message(单面消息): ignore arguments and opinions that might support the other party’s position
Two-sided message(双面消息): ignore the competition , mention and describe the opposing point of view, and then show how and why it is less desirable than the presenter’s point of view Personal reputation for integrity(个人正直之荣誉): the quality that assures people you can be trusted, you will be honest, and you will do as you say
Status differences(地位差异): occupation\age\education level\the neighborhood where a people lives, dress, type of automobile, and the like
Ingratiation(逢迎): enhancing the other’s self-image or reputation through statements or actions, and thus enhancing one’s own image in the same way
Reciprocity(互惠主义): when you receive sth from another person, you should respond in the future with a favor in return
Social proof(社会认同) people look to determine the correct response in many situations Scarcity(缺乏): when things are less available, they will have more influence
Chapter 9
Ethics(道德标准): broadly applied social standards for what is right or wrong in a particular situation, or a process for setting those standards
Ethical(道德的): appropriate as determined by some standard of moral conduct
Prudent(审慎的); wise, based on trying to understand the efficacy of the tactic and the consequences it might have on the relationship with the other
Practical(实际的): what a negotiator can actually make happen in a given situation
Legal(法定的); what the law defines as acceptable practice
End-result ethics(归宿伦理): rightness of an action is determined by considering consequence Duty ethics(责任伦理): rightness of an action is determined by considering obligations to apply universal standards and principles
Social contraction(社会收缩); rightness of an action is determined by the customs and norms of a community
Personalistic ethics(人格伦理观): rightness of an action is determined by one’s conscience
A Misrepresentation(误传); an affirmative misstatement of sth
A knowing misrepresentation（知道误传）: you know that what you say is false when you say it A fact（事实）: an objective fact, to be legal, in theory
Reliance\caution(警示): for a deceptive statement to be legally fraudulent , the receiver must
prove that he or she relied on the info and that doing so caused harm
Machiavellianism(权术主义); a pragmatic and expedient view of human nature
Locus of control(控制源); the degree to which they believe the outcomes they obtain are a result of their own ability and effort versus fate or chance
A preconventional leve l(前习俗水平): the individual is concerned with concrete outcomes that meet his or her own immediate needs, particularly external rewards and punishments
A conventional level(习俗水平): the individual defines what is right on the basis of what his immediate social situation and peer group endorses or what society in general seems to want
A principled level(原则水平): the individual defines what is right on the basis of some broader set of universal values and principles
Call the tactic(调用策略): indicate to the other side that you know he is bluffing or lying
Ignore the tactic: if you are aware that the other party is bluffing or lying, simply ignore it
Chapter 10
Environmental context（环境因素）：The environmental context includes environmental forces that neither negotiator controls that influence the negotiation.
Immediate context（直接因素）：The immediate context includes factors over which negotiators appear to have some control.
Uncertainty Avoidance（不确定性）：Uncertainty avoidance indicates to what extent a culture programs its members to feel either uncomfortable or comfortable in unstructured situations. Negotiation metaphors（谈判隐喻）：Negotiation metaphors are coherent，holistic meaning systems，which have been developed and cultivated in particular socio-cultural environments，function to interpret，structure，and organize social action in negotiation.
Chapter 11
Impasse（僵局）：Impasse is a condition or state of conflict in which there is no apparent quick or easy resolution.
Postdeal negotiations（事后交易谈判）：Postdeal negotiations are negotiation that occur as an existing agreement is expiring.
Intradeal negotiations（事间交易谈判）：Intradeal negotiations occur when an agreement states that negotiations should be reopened at specific intervals.
Extradeal negotiations（额外交易谈判) ：Extradeal negotiationsoccur when it appears that there is a violation of the contract，or in the absence of a contract reopening clause.
Cognitive resolution（认知解决）：Cognitive resolution is needed to change how the parties view the situation.
Emotional resolution（情感解决）：Emotional resolution involves changing how parties feel about the impasse and the other party，as well as reducing the amount of emotional energy they put into the negotiation.
Behavioral resolution(行为解决）：Behavioral resolution explicitly addresses what people will do in the future and how agreements they make about the future will be realized.
Active listening'（积极倾听）：One can let the other party know that both the content and emotional strength of his or her message have been heard and understood，but that does not mean that one agrees with it.
Chapter 12
The shadow negotiation影子谈判: The shadow negotiation occurs in parallel with the substantive negotiation and is connected with how the negotiation will proceed.
Social contract实质性谈判：a Social contract regarding how the negotiation will proceed, who has influence and power, and what the boundaries of the negotiation are;
Hard tactics恶劣战术：the distributive tactics that the other party uses in a negotiation to put pressure on negotiations to do something that is not in their best interest;
Ultimatum最后通牒：an ultimatum is an attempt to induce compliance or force concessions from a presumably recalcitrant opponent;
Clarity清晰：clarity means to use language that is as precise as possible when managing a difficult conversation;
Tone 语调：tone is the nonverbal aspect of the conversation and it includes intonation, facial expressions, conscious and unconscious body language;
Temperate phrasing适度的措辞：Temperate phrasing involves choosing language carefully to deliver a message that will not provoke the other side;
Chapter 13
ADR替代争议解决方案alternative dispute resolution;
Mediation调解：Mediation is the most common third-party intervention and negotiators surrender control over the process while maintaining control over outcomes;
Content mediation内容调解:helping the parties manage trade-offs;
Issue identification问题识别：enabling the parties to prioritize the issues;
Positive framing of the issues问题的积极建构：focusing on desired, positively stated outcomes; Moderate conflict中等水平的冲突：situations in which tension is apparent and tempers are beginning to fray, but negotiations have not deteriorated to the point of physical violence or irrevocably damaging threats and actions;
Process consultation过程咨询：a set of activities on the part of the consultant that helps the client to perceive ,understand, and act upon the process events which occur in the client’s environment;
Chapter 14
无。
枯藤老树昏鸦，小桥流水人家，古道西风瘦马。夕阳西下，断肠人在天涯。
1.Can We Know the Universe? - Reflections on a Grain of Salt Carl Sagan Science is a way of thinking much more than it is a body of knowledge. Its goal is to find out how the world works, to seek what regularities there may be, to penetrate to the connections of things - from sub-nuclear particles, which may be the constituents of all matter, to living organisms, the human social community, and thence to the cosmos as a whole. Our intuition is by no means an infallible guide. Our perceptions may be distorted by training and prejudice or merely because of the limitations of our sense organs, which, of course, perceive directly but a small fraction of the phenomena of the world. Even so straightforward a question as whether in the absence of friction a pound of lead falls faster than a grain of fluff was answered incorrectly by Aristotle and almost everyone else before the time of Galileo. Science is based on experiment, on a willingness to challenge old dogma, on an openness to see the universe as it really is. Accordingly, science sometimes requires courage-at the very least, the courage to question the conventional wisdom. But to what extent can we really know the universe around us? Sometimes this question is posed by people who hope the answer will be in the negative, who are fearful of a universe in which everything might one day be known. And sometimes we hear pronouncements from scientists who confidently state that everything worth knowing will soon be known - or even is already known. Let us approach a much more modest question: not whether we can know the universe or the Milky Way Galaxy or a star or a world. Can we know ultimately and in detail, a grain of salt? Consider one microgram of table salt, a speck just barely large enough for someone with keen eyesight to make out without a microscope. In that grain of salt there are about 1016 sodium and chlorine atoms. This is a 1 followed by 16 zeros, 10 million billion atoms. If we wish to know a grain of salt, we must know at least the three-dimensional positions of each of these atoms. (In fact, there is much more to be known - for example, the nature of the forces between the atoms - but we are making only a modest calculation.) Now, is this number more or less than the number of things which the brain can know? How much can the brain know? There are perhaps 1011 neurons in the brain, the circuit elements and switches that are responsible in their electrical and chemical activity for the functioning of our minds. A typical brain neuron has perhaps a thousand little wires, called dendrites, which connect it with its fellows. If, as seems likely, every bit of information in the brain corresponds to one of these connections, the total number of things knowable by the brain is no more than 1014, one hundred trillion. But this number is only one percent of the number of atoms in our speck of salt.
国际商务谈判-平时测验1 1.单选题 1.1商务谈判客观存在的基础和动力是（d） ?a目标 ?b利益 ?c合作协议 ?d需要 所谓商务谈判是指参与各方基于某种需要，彼此进行信息交流，磋商协议，旨在协调其相互关系，赢得或维护各自利益的行为过程。 1.2商务谈判成为必要是由于交易中存在（a） ?a冲突 ?b不平等 ?c合作 ?d利益 由于谈判双方的立场不同，所追求的具体目标也各异，因此，谈判过程充满了复杂的利害冲突和矛盾。正是这种冲突，才使谈判成为必要。 1.3商务谈判的核心内容一般是（c） ?a质量 ?b运输 ?c价格 ?d包装 虽然商务谈判所涉及的项目和要素不仅仅是价格，价格只是谈判内容的一部分，谈判者的需要和利益也并不仅仅表现在价格上，但在几乎所有的商务谈判中其价格都是谈判的核心内容。 1.4下面对立场型谈判叙述不正确的是（d） ?a认为是一场意志力竞争 ?b忽视双方在谈判中真正需要的是什么 ?c增加了谈判的时间和成本 ?d把对方不是当敌人，而是当朋友。 在立场型谈判中，双方把注意力都投入到如何维护自己的立场，否定对方的立场上，而忽视
双方在谈判中真正需要的是什么，能否找到一个兼顾双方需要的解决方法。 1.5下列不属于国际商务谈判中的环境因素的是（c） ?a宗教信仰因素 ?b法律制度因素 ?c谈判人员素质 ?d商业习惯 环境因素主要包括双方国家的所有客观因素，如政治法律、社会文化习惯、经济建设和宗教信仰等。 1.6按谈判中双方所采取的态度与方针来划分，下列不属于其分类的是（d） ?a让步型谈判 ?b立场型谈判 ?c原则型谈判 ?d违约赔偿谈判 根据谈判中双方所采取的态度，我们可以将谈判划分为三种类型：让步型谈判、立场型谈判和原则型谈判。 1.7商务谈判追求的主要目的是（d） ?a让对方接受自己的观点 ?b让对方接受自己的行为 ?c平等的谈判结果 ?d互惠的经济利益 人们之所以要进行各种谈判，是因为具有一定的目标和利益需要得到实现。 1.8仲裁与诉讼的区别不正确的是（c） ?a受理案件的依据不同 ?b审理案件的组织人员不同 ?c处理结果不同，法院处理结果具有终结性 ?d受理机构的性质不同 仲裁机构作出的裁决，当事人不得上诉，具有终局性，而对法院判决不服的可以上诉。 1.9相对而言，最可能增加时间与成本的谈判方式是（c） ?a让步型谈判 ?b软式谈判 ?c立场型谈判
案例一： 美国Y公司向中国石家庄工厂销售了一条彩色电视机玻壳生产线，经过安装后，调试的结果一直不理想，一晃时间到了圣诞节，美国专家都要回家过节。于是全线设备均要停下来，尤其是玻璃熔炉还要保温维护。美方人虽过节是法定的，中方生产线停顿是有代价的，两者无法融合。 美方走后，中方专家自己研究技术，着手解决问题，经过一周的日夜奋战将问题最大的成型机调试好了，这也是全线配合的关键。该机可以生产合格的玻壳后，其它设备即可按其节奏运转。 等美方人员过完节，回到中方工厂已是三周后的事，一见工厂仓库的玻壳，十分惊讶，问“怎么回事?”当中方工厂告诉美方，自己调通生产线后，美方人员转而大怒，认为：“中方人员不应动设备，应该对此负责任。”并对中方工厂的外贸代理公司作出严正交涉：“以后对工厂的生产设备将不承担责任，若影响其回收贷款还要索赔。” 问题： 1．如何看美方的论述？ 2．如何看中方人虽调设备的行为? 3．中方外贸代理面对美方论述会怎么回答? 4．最终结果应如何? 分析： 1．美方沦述属诡辩范畴，主要运用了：平行论证(中方行事理由与美方行事理由分别沦证)和以现象代替本质(中方表面行为代替其执行合同的效果)。 2．中方自己调设备具有一定的风险性，按合同规定会产生问题。没把握，绝对不能轻率行事。此时．可行使向美方索赔的权利，此处．重在判断。当有把握时，通过“等与行”的对比推演决定行动，是一个推理的正常结果，从本质意义对中美双方均有积极效果。 3．中方代理，先从概念人手——依据合同谁有过?再依过推算谁损失最大(应负过之责)，再推导出美方应取何种态度。 4．最终结果：美方应感谢中方为其减少负担．井应继续履行未完的合同义务。 案例二 澳大利亚A公司、德国D公司与中国c公司，谈判在中国合作投资滑石矿事宜，中方c 公司欲控制出口货源．但又不能为该合作投入现金，只想用人力与无形资产投入。 A公司和B公司代表来华欲参观考察矿山，c公司积极派人配合并陪同前往，整个日程安排周到．准备有效，在有限的时间里满足了A公司和B公司的该次访问的要求‘双方在预备会和小结会上对合作投资方式进行了讨论。 A公司：我公司是较大的滑石产品的专业公司，产品在国际市场占有相当份额，尤其在精细滑石产品方面o B公司：他们在中国投资过，但失败了，正在纠纷中，但他们认为中国资源丰富，潜在市场大，很想找一个合作伙伴再重新干。
常用外贸术语大全 ANER 亚洲北美东行运费协定Asia North America Eastbound Rate B组 BAF 燃油附加费Bunker Adjustment Factor BAF 燃油附加费，大多数航线都有，但标准不一。 B/L 海运提单Bill of Lading B/R 买价Buying Rate C组（主要运费已付） CFR 成本加运费（……指定目的港） CFR(cost and freight)成本加运费价 C&F（成本加运费）：COST AND FREIGHT C&F 成本加海运费COST AND FREIGHT CIF 成本保险费加运费付至（……指定目的港） CIF 成本，保险加海运费COST，INSURANCE，FRIGHT
CIF（成本运费加保险，俗称“到岸价”）：COST INSURANCE AND FREIGHT FOB （离岸价）：FREE ON BOARD CPT 运费付至（……指定目的港） CPT 运费付至目的地Carriage Paid To CIP 运费保险费付至（……指定目的地） CIP 运费保险费付至目的地Carriage and Insurance Paid To CY/CY 整柜交货（起点/终点） C.Y. 货柜场Container Yard CY（码头）：CONTAINER YARD CFS（场）：CARGO FREIGHT STATION C/D (customs declaration)报关单 C．C．（运费到付）：COLLECT C.C 运费到付Collect CNTR NO. （柜号）：CONTAINER NUMBER C.O (certificate of origin)一般原产地证
七夕，古今诗人惯咏星月与悲情。吾生虽晚，世态炎凉却已看透矣。情也成空，且作“挥手袖底风”罢。是夜，窗外风雨如晦，吾独坐陋室，听一曲《尘缘》，合成诗韵一首，觉放诸古今，亦独有风韵也。乃书于纸上。毕而卧。凄然入梦。乙酉年七月初七。 -----啸之记。 第一单元 想知道怎样提高你的成绩而又不必花太多的时间去学习吗？听上去是不是好得令人难以置信呢？那就读读看吧…… 怎样改进你的学习习惯 你也许是个智力一般的普通学生。你在学校的学习成绩还不错，可你也许会觉得自己永远也成不了优等生。然而实际情况未必如此。你要是想取得更好的分数，也还是能做到的。是的，即使中等智力水平的学生，在不增加学习负担的情况下，也能成为优等生。其诀窍如下： 1.仔细安排你的时间。把你每周要完成的任务一一列出来，然后制订一张时间表或时间分配图。先把用于吃饭、睡觉、开会、听课等这样一些非花不可的时间填上，然后再选定合适的固定时间用于学习。一定要留出足够的时间来完成正常的阅读和课外的作业。当然，学习不应把作息表上的空余时间全都占去。还得给休息、业余爱好和娱乐活动留出一定的时间，这一点很重要。这张作息表也许解决不了你所有的问题，但是它会使你比较清地了解你是怎样使用你的时间的。 此外，这张表还能让你安排好各种活动，既有足够的时间工作，也有足够的时间娱乐。 2.寻找一个合适的地方学习。选定某个地方作为你的“学习区”。这可以是家里或者学校图书馆里的一张书桌或者一把椅子，但它应该是合适的，而且不该有干扰。在你开始学习时，你应能够全神贯注于你的功课。
3.阅读之前先略读。这就是说，在你仔细阅读一篇文章之前，先把它从头至尾迅速浏览一遍。在预习材料时，你就对它的内容及其结构有了大致的了解。随后在你正式开始阅读时，你就能辩认出不太重要的材料，并且可以略去某些章节不读。略读不仅使你的阅读速度提高一倍，还有助于提高你的理解能力。 4.充分利用课堂上的时间。上课时注意听讲意味着以后少花力气。要坐在能看得见、听得清的地方。要作笔记来帮助自己记住老师讲课的内容。 5.学习要有规律。课后要及早复习笔记。重温课堂上提到的要点，复习你仍然混淆不清的地方，阅读教科书上讲到这些内容的有关章节。如果你知道第二天老师要讲述的内容，那你就要把这部分材料先浏览一下。这样做有助于你听懂下一堂课。如果你定期复习笔记和课本，你就能更深刻地领会这些材料的内容，你的记忆也会保持得更长久。定期复习是提高考试成绩的有效途径。 6.树立正确的考试态度。考试的目的在于显示你掌握某一科目的程度。一次考试不及格，天是不会塌下来的。因此，不必为个别的一次考试而过分担心。不错，考试是要评定分数的，但考试也让你知道自己在哪方面还需要进一步下功夫钻研，另外，考试还有助于你进一步巩固所学到的新知识。还有另外一些能帮助你提高学习效果的方法，这里只提到寥寥几种。你尝试过这几种方法之后，或许还会发现许多别的方法。跟同学们一起聊聊他们的学习方法，让他们分享你所发现的某些行之有效的学习方法。改进学习习惯一定会提高你的学习成绩。 第二单元 65岁的弗朗西斯·奇切斯特打算单独进行一次环球航行，这就是那次冒险的故事。 环球航行 弗朗西斯·奇切斯特在独自驾船环球航行之前，已有好几次让他的朋友们感到吃惊了。他曾试图作环球飞行，但没有成功。那是在1931年。 好多年过去了，他放弃了飞行，开始航海。他领略到航海的巨大乐趣。奇切斯特在首届横渡大西洋单人航海比赛中夺魁时，已经58岁。他周游世界的宿
国际商务谈判模拟题C卷 一.选择题（每题2分，共30分）：运用所学的谈判基础知识，从给出的2至5个不等的选 择项中选出序号填写到括号中，确保15个句子内容准确完整。必须注意：答案不限于一个选择项。 1. 你认为商务谈判中各方是一种什么样的关系？（12 ） 1)平等合作 2)竞争为主的合作 3)竞争的对手 4)敌对的较量 2. 货物买卖谈判的条款比较全面，因为（234 ）。 1)分为采购谈判和推销谈判 2)围绕与实物商品有关的权利和义务 3)包括货物部分、商务部分、法律部分谈判的各项内容 4)涉及货物买卖交易的各个方面、各个环节 3. 技术贸易谈判的价格，从转让方的角度主要受以下因素影响：（3）。 1)技术使用的范围和许可程度 2)技术的使用价值和水平 3)技术开发费、技术转让费、利润损失补偿费 4)技术的供需状况 5)技术转让费的支付方式 4. 商务谈判对己方来讲最为有利的谈判地点是（ 3 ）。 1)对方所在地 2)双方所在地之外的第三地 3)己方所在地 5. 你认为商务谈判的谈判阶段，最关键的环节是（ 2 ）。 1)开局 2)磋商 3)磋商中的交锋 4)协议 6. 买方谈判或卖方谈判依据什么决定？（ 1 ） 1)谈判方的身份决定 2)谈判方的实力决定 3)谈判的内容决定 4)谈判的所在地决定 7. “购销合同”是谈判中的（ 2 ）要素。 1)谈判当事人 2)谈判议题 3)谈判背景 4)谈判起因 5)谈判结果 8. 如果己方想与对方保持长期的业务关系，并且具有这种可能，那么，谈判态度与方法就 应采取（4）。 1)硬式谈判 2)软式谈判
3)原则式谈判 4)软式谈判和原则式谈判 5)硬式谈判和原则式谈判 9. 你认为进行商务谈判，准备阶段很重要吗？（1 ） 1)很重要 2)较重要 3)要视谈判内容 4)不重要 10. 商务谈判开局策略,一般包括（1234 ）。 1)一致式开局策略 2)坦诚式开局策略 3)保留式开局策略 4)进攻式开局策略 5)强硬式开局策略 11. 在开局阶段，引起谈判对手的注意与兴趣非常重要，常见的策略包括：（12345 ）。 1)夸张法 2)示范法 3)创新法 4)竞争法 5)利益诱惑法 12. 报价起点策略是指（14 ）。 1)卖方开价要高 2)卖方开价要低 3)卖方漫天要价 4)买方出价要低 5)买方胡乱杀价 13. 声东击西策略最适宜处于（3）的谈判者。 1)平等地位 2)被动地位 3)主动地位 14. “深表遗憾”、“有待研究”属于（ 3 ）。 1)专业语言 2)法律语言 3)外交语言 4)文学语言 5)军事语言 15. “文化只有差异性，没有优劣之分”这句话（1）。 1)正确 2)不正确 3)既正确又不正确 二、判断题（每题2分，共20分）：根据所学的谈判基础知识，判断下面15个句子表述正 确与否。请在正确句子表述内容后的括号中打对号（√），在错误句子表述内容后的
案例一真诚赞美 1. 哈尔滨橡胶厂通过真诚赞美湖北橡胶厂厂长，卖掉了搁置三年的陈旧设备。 2. 一位广告公司的业务员，由于赞美制鞋厂第八代旧产品款式新颖而拉业务失败。（1）通过分析第一个案例，我们能得出什么谈判技巧？ （2）通过分析上述两个案例的不同结果，请回答在具体运用该谈判技巧时，应注意哪些问题？ 答：（1）通过分析第一个案例，我们可以得出“真诚赞美”是商务谈判中的一个重要 技巧。诚挚而又不虚伪地赞扬对方，显示对方的“重要性”和“伟大”，是获得商务谈判成功的一种行之有效的方法。 （2）通过对比这两个案例我们可以得出在运用真诚赞美法进行商务谈判时，要特别注意感情的真实和言语的恰当，虚情假意不但不能引起对方感情上的共鸣，相反还可能被对方认为是对他的讥讽和嘲弄。言过其实，无限拔高，极容易使对方觉得你是在阿谀奉承。在第二个案例中，广告业务员由于感情不真实，不但没拉到广告，相反还弄得非常尴尬就是例证。总之，如果不顾实情，盲目赞美，就激发不起对方愉悦情感，达不到预期的谈判目标。 案例二橘子难题，互利性 林达和君安两个人由于课程研究需要，都要买仅剩的唯一一箱橘子，如何处理？ 答：以上例子表明，林达和君安的根本利益不仅是不冲突的，而且还可以协商得到更 加有利的购买方案而使双方更加有利，即合买一箱橘子，节约购买费用。如果从传统的冲突角度去进行这一谈判，显然得不到这一有利结果。因此，谈判的互利互惠原则就是要协调双方的利益，提出互利性的选择。在一定的情况下，谈判能否达成协议取决于能否提出互利性的选择方案。为了更好地协调双方的利益，不仓促地确定选择方案，在双方充分协商、讨论的基础上，进一步明确双方各自的利益，找出共同利益、不同利益，从而确定哪些利益是可以调和的。 互利性选择方案可以考虑以下两种方式：(1)打破传统的分配模式，提出新的创新分配方案选择。人们的习惯性思维往往是,对于争论的东西，或是我得到，或是你得到。好像没有更好的选择形式。这种观念是影响人们寻找互利解决方案的主要障碍。要打破传统的分配方法，提出新的选择形式，就要考虑头脑中没有的东西，就需要创造性，需要灵感。一方面要收集大量的信息资料作为考虑问题的依据； 另一方面，要突破原有的习惯思维模式，鼓励谈判小组成员大胆发表个人简介，集思广益，并付诸实施。（2）寻找共同利益，增加合作的可能性。当双方为各自的利益讨价还价、激烈争辩时，很可能会忽略了双方的共同利益。如果你的谈判战术就是坚持某一点不动摇、不退让，许多情况下，就会使谈判在枝节问题上就陷入僵局，甚至破裂。事后冷静下来，权衡考虑如果达成协议对各方的利益，常常追悔莫及。一个根本原因是什么？就是当时考虑的都是各自的利益。如果能从大局出发，多考虑双方共同利益，把双方的利益由互为矛盾转化为互为补充，那么就会形成“我怎样才能使整个馅饼变大，这样我就能多分了”的观念认识。寻找共同利益要注意：尽管每一合作都存在着共同利益，但是它们大部分都是潜在的，需要谈判者去挖掘、发现。共同利益不是天赐，要把它明确地表示出来，最
外贸服装英语词汇大全1 外贸服装英语词汇大全 目录索引 一．服装粤语国语ENGLISH --------2 二．服装专业英语（辅料）----------2 三．服装专业英语（缩写）----------3 四．服装专业英语（车缝）----------5 五．服装专业英语（裁床）----------6 六．服装专业英语（度尺/衫裤部件）-7 七．服装专业英语（QC）------------8 八．布料成分名称 ---------------8 九．常用服装英语词汇[资料]--------9 十．服装工业名称术语-------------10 十一．各种水洗英语说法-------------11 十二．服装专业英语（布料颜色）-----12 十三．面辅料英语-------------------13 十四．服装专业英语(部件-图文)------14 使用说明： 1．准确保证：本服装小词典2000常用词，英语词汇选自服装教材、跟单文件、专业服装网站，不正之处请指出。 2、使用方法： 第一步.用WORD等文档处理软件打开，单击“编辑” 菜单栏，选择“查找”; 第二步．输入想查的服装中英文，即可查到。 3、备注：因词汇量有限，查询不到的服装英语可调用《中华服装网》在线服装词典： https://www.doczj.com/doc/268952115.html,/51Dictionary/金山词霸在线https://www.doczj.com/doc/268952115.html,/韦式大词典在线https://www.doczj.com/doc/268952115.html,/ (英文版) 急救; 发短信到9500861 金山词霸 粤语国语ENGLISH 办样板 Sample 布封幅宽Fabric Width 侧骨侧缝，摆缝Side Seam 插竹领插角片,插骨片collar stay 车花绣花embroidery 打枣打结bartack 担干过肩yoke 耳仔裤带袢 beltloop 返针回针back stitch 狗牙车牙，送布牙 Feed dog 挂卡吊牌hangtag 后浪后档back rise 蝴蝶车缝附件Sewing machine attachments 及骨锁边overlock 及骨车包缝机，锁边机Overlock Machine急钮四合扣 Snap Fastener 夹圈袖窿 armhole
大学英语精读第二册课文翻译 (全) UNTH 2-1 It is humorous essay. 这是一篇幽默的文章。 But after reading it you will surely find that the author is most serious in writing it. 但是读过之后你将会发现作者写这篇文章的时候是很严肃的。 Ts There Life on Earth? 地球上有生命吗？ Art Buchwald 阿特.布奇沃德 There was great excitement on the planet of Venus this week. 金星上本周异常热闹。 For the first time Venusian scientists managed to land a satellite on the plant Earth, 那里的科学家首次成功地将一颗卫星送上了地球， and is has been sending back signals as well as photographs ever since. 从此卫星便一直不断地发回信号和照片。 The satellite was directed into an area know as Manhattan 卫星被发射到一个叫曼哈顿的地区(named after the great Venusian astronomer Prof. （它是用金星上伟大的天文学家曼哈顿教授的名字命名的, Manhattan, who first discovered it with his telescope 20,000 light years ago). 两万光年前是他首次用望远镜发现了该地区）。 Because of excellent weather conditions and extremely strong signals, 由于良好的天气条件以及高质量的信号， Venusian scientists were able to get valuable information 使得金星上的科学家们能够获得宝贵资料as to the feasibility of a manned flying saucer landing on Earth. 有关载人飞碟能否在地球上着陆。 A press conference was held at the Venus Institute of Technology. 一次有关记者招待会在金星理工学院举行。 "We have come to the conclusion, “我们得出以下结论，based on last week's satellite landing," Prof. Zog said, 根据一周进行的卫星地球着陆，”佐格教授说，"that there is no life on Earth." 地球上不存在生命现象。”
出口信贷export credit 出口津贴export subsidy 商品倾销dumping 外汇倾销exchange dumping 优惠关税special preferences 保税仓库bonded warehouse 贸易顺差favorable balance of trade 贸易逆差unfavorable balance of trade 进口配额制import quotas 自由贸易区free trade zone 对外贸易值value of foreign trade 国际贸易值value of international trade 普遍优惠制generalized system of preferences-GSP 最惠国待遇most-favored nation treatment-MFNT
价格条件 价格术语trade term (price term) 运费freight 单价price 码头费wharfage 总值total value 卸货费landing charges 金额amount 关税customs duty 净价net price 印花税stamp duty 含佣价price including commission 港口税port dues 回佣return commission . 装运港port of shipment
折扣discount, allowance 卸货港port of discharge 批发价wholesale price 目的港port of destination 零售价retail price 进口许口证import licence 现货价格spot price 出口许口证export licence 期货价格forward price 现行价格（时价）current price prevailing price 国际市场价格world (International)Market price 离岸价（船上交货价）FOB-free on board 成本加运费价（离岸加运费价）C&F-cost and freight 到岸价（成本加运费、保险费价）CIF-cost,insurance and freight 交货条件
大学英语精读试题（考试时间：120分钟闭卷）A卷本次考试试卷的所有答案全部写在专用答题纸上。考试结束后，试卷和答题纸一起上交。 一、Words：（按单词的中文意思及词性填空，单词的首字母或前几个字母已给出。每空1分，共20分） 1、决定vt. de_____________ 2、平衡n. eq_____________ 3、内在的a. in_____________ 4、清楚n. c_____________ 5、体育场n. s_____________ 6、评价v. e_____________ 7、信息n. in_____________8、社区n. com_____________ 9、奇迹n. ma_____________10、培养vt. cul_____________ 11、气候n. c_____________12、交通v. tr_____________ 13、极其adv. ex_____________14、财政n. f_____________ 15、假日n. h_____________16、居民n. d_____________ 17、童年n. c_____________18、熟悉的a. f_____________ 19、财富n. tr_____________20、大小；广大n. mag_____________ 二、Vocabulary & Structure：（在下列四个选项中，选出最适合题目的选项。每题2分， 共30分） 21、Who will（）the cost of repair if the car is damaged? A、take B、bear C、hold D、swallow 22、The new regulation will soon come into（）. A、force B、value C、strength D、effective 23、The students are（）the mid-term test, which will soon be held. A、preparing B、preparing on C、preparing for D、preparing in 24、As soon as the manager entered his office, he began to（）the telephone book on his desk. A、look up B、look upon C、look through D、look for 25、Her answer is not acceptable, and（）. A、neither am I B、either is mine C、neither is mine D、mine is neither 26、Although the family trusted her, she let them（）badly. A、off B、down C、out D、alone 27、The whole city began a fitness campaign（）goal is to make more healthy. A、which B、whose C、that D、what 28、He was pleased to have the（）to hear such a fine musician play his favorite piece of music. A、fate B、possibility C、occasion D、opportunity 29、（）evidence that language-acquiring ability must be stimulated. A、If being B、It is C、There is D、There being 30、What defense did his counsel（）in the trial? A、set out B、set about C、set in D、set up 31、— Mum，I’m very thirsty. — Oh, help（）to the（）water. A、yourselves, boiled B、yourselves, boiling C、yourself, boiling D、yourself, boiled 32、The hard truth is that（）Lucy（）her twin sister has yet done enough to get a passing
宁波城市学院成教学院函授期末试卷(A ) 2013~2014学年第一学期 试卷名称：《国际商务谈判》专业：国际贸易 姓名：学号：班级：得分： 一．填空题（15% ） 1.根据谈判的规模,可将谈判分为: 个人谈判和集体谈判。 2.一个谈判小组由首席代表、专业人员、经济人员、法律人员、翻译人员和记录人员组成。 3.合格谈判小组的标准为知识互补、性格协调和分工合作。 4.一个优秀的谈判人员需要具备的基本素质政治思想素质知识素质心理素质、身体素质、综合能力素质和礼仪素质。 5.综合能力素质包括敏锐的观察能力、灵活的应变能力、有效能力沟通、 和 运筹、计划能力 二、单项选择题（25%） 1.按谈判中双方所采取的的态度，可以将谈判分为立场型谈判、原则型谈判和( A ) A.软式谈判 B.集体谈判 C.横向谈判 D.投资谈判 2.在商务谈判中，双方地位平等是指双方在___上的平等。( C ) A.实力 B.经济利益 C.法律 D.级别 3.价格条款的谈判应由____承提。( B ) A.法律人员 B.商务人员 C.财务人员 D.技术人员 4.市场信息的语言组织结构包括文字式结构和____结构。( B ) A.图形式 B.数据式 C.表格式 D.组合式 5.根据谈判者让步的程度，谈判风格可分为软弱型模式、强有力模式和( D ) A.合作型模式 B.对立型式 C.温和型模式 D.中立型模式 6.在国际商务谈判中，有两种典型的报价战术，即西欧式报价和( B ) A.中国式报价 B.日本式报价 C.东欧式报价 D.中东式报价
7.在缺乏谈判经验的情况下，进行一些较为陌生的谈判，谈判人员应采取_____的让步方式。( B ) A.坚定 B.等额 C.风险性 D.不平衡 8.商务谈判中，作为摸清对方需要，掌握对方心理的手段是( A ) A.问 B.听 C.看 D.说 ) D ( 上。___谈判中的讨价还价主要体现在9. A.叙 B.答 C.问 D.辩 10.谈判中最为纷繁多变，也是经常发生破裂的阶段是谈判( B ) A.初期 B.中期 C.协议期 D.后期 11.国际商务谈判中，非人员风险主要有政治风险、自然风险和( B ) A.技术风险 B.市场风险 C.经济风险 D.素质风险 12.谈判中，双方互赠礼品时，西方人较为重视礼物的意义和( D ) A.礼物价值 B.礼物包装 C.礼物类型 D.感情价值 13.谈判中以与别人保持良好关系为满足的谈判心理属于是( B ) A.进取型 B.关系型 C.权力型 D. 自我型 14.英国人的谈判风格一般表现为( C ) A.讲效率 B.守信用 C.按部就班 D.有优越感 15.日本人的谈判风格一般表现为( D ) A.直截了当 B.不讲面子 C.等级观念弱 D.集团意识强 16、（ D ）的核心是谈判的双方既要考虑自己的利益，也兼顾对方的利益，是平等式的谈判。 A、让步型谈判 B、立场型谈判 C、互惠型谈判 D、原则型谈判 17、（ C）是双方下决心按磋商达成的最终交易条件成交的阶段。 A、报价阶段 B、开局阶段 C、成交阶段、磋商阶段 18、报价阶段的策略主要体现在（B）。 A、把价格压得越低越好 B、如何报价 C、把价格抬得越高越好 D、场外交易 19、商务谈判必须实现的目标是谈判的（A ）。 A、最低目标 B、可接受的目标 C、最高目标 D、实际需求目标 20、价格解释是（ C）。 A、买方还价 B、卖方报价 C、卖方对报价所进行的解释 D、买方对报价所进行的解释 21、从总体上讲，商务谈判的信息在谈判中（C）。 A、直接决定谈判的成败 B、间接作用 C、成为控制谈判过程的手段 D、无作用 22、商务谈判胜负的决定性因素在于（ C ）。 A、与对方的友谊 B、主谈人员的经验 C、商务谈判人员的素质 D、谈判人员报酬的多少 23、美国一公司与德国一公司在德国进行谈判，对于美国公司来说，这场谈判属于（D）。 A、中立地谈判 B、主场谈判 C、让步型谈判 D、客场谈判 24、在商务谈判中，要想做到说服对方，应当（ D ）。 A、以在必要时采取强硬手段 B、使对方明白已方从谈判中获利很小 C、使对方明白其从谈判中获利很大 D、寻找双方利益的一致性 25、在谈判中，人为的制造的分歧是指（D）。 A、核心内容的分歧 B、主要分歧 C、实质性分歧 D、假性分歧
关于中方代理欧方新风系统产品事宜 的谈判方案策划书 课程名称国际商务谈判 姓名陈利江 学号09103887 班级市场营销2班 任课老师孟丽 2012 年12 月28 日 。
一、谈判背景介绍（也就是整个谈判的由来、进程、目标以及最终的结局）： 由来：欧洲奥得奥（Airdow）AB公司，在遭受欧洲债务危机影响之前生产的产品除了出口到别国以外，从未打算在海外开拓市场，此次危机使该公司的销售渠道受阻，直接导致资金周转困难，而出口国除了亚洲，欧洲，美国，日本市场在最近的经济都表现出疲软的状态，所以欧洲奥得奥（Airdow）AB公司想到的解决方案，就是把更多的产品销售到中国市场，可是该公司对中国的市场行情不清楚，于是他们想到的办法就是寻求中国内地市场的代理商，他们马上想到和他们在以往合作最多的宁波凯伦环保科技有限公司，宁波该公司以前进口他们的产品，有过业务往来，于是欧洲奥得奥（Airdow）AB公司找到了宁波凯伦环保科技有限公司，来进行这场代理产品的谈判。而对于宁波凯伦环保科技有限公司，在得知这个消息之后，立马分析了具体情况，一方面该公司虽然企业规模不大，但目前公司还有很多闲余资金可以进行投资；另一方面，在以往和欧洲奥得奥（Airdow）AB公司合作的业务中，进口的他们生产的产品，在我国销售得也比较畅销，对新产品的市场前景很看好。除此之外，该公司也想通过这次机会提升自己企业在国内的地位，还有知道欧洲该公司正在遭受欧债危机带来的影响，对谈判时很有优势的，于是宁波凯伦环保科技有限公司接受这次谈判。 进程：在准备阶段，双方各自就谈判等内容进行准备，包括谈判人员的准备，信息的收集，谈判方案的准备；在开局阶段，双方就准备的内容进行实质性的谈判，采取一定的策略开始报价；在磋商阶段，双方展开利益的竞争，对自己拟定的最优目标和次优目标以及最低目标进行正面交锋，采取一定的策略，为自己的利益做最大的争取；在签约阶段，在这个阶段还可以为自己的利益做最后一步的争取，然后进行合同的签订，拟订合同，审核合同都要认真仔细；最后在善后阶段，在此次谈判中，对于代理的后续问题要双方保持密切的联系，履行合同里的条款，为双方的共同利益达到最大化。 目标：欧洲奥得奥（Airdow）AB公司在利润分配方面，我方要求只能给予20%的佣金。以100万给予对方代理权。 在利润分配方面，中方要求对方支付25%的佣金，以85万取得对方代理权，取得中国内地市场唯一代理权。 最终结局：最终以28%的佣金，代理年限为3年，以及宁波凯伦环保 科技有限公司以88万元的代理费取得中国内地唯一代理 权，达成双赢局面，双方公司建立长期友好合作关系，如 果发展良好可以延长代理年限。
外贸常用英语词汇大全 1.商品品质数量包装价格 品质条件 品质quality 规格specifications 等级grade 标准standard 样品sample 色彩样品colour sample 款式样品pattern sample 原样original sample 复样duplicate sample 对等样品countersample 参考样品reference sample 封样sealed sample 代表性样品representative sample 商品目录catalogue 宣传小册pamphlet 说明书description 公差tolerance 货号article No. 花色（搭配）assortment 增减5% plus or minus 大路货（良好平均品质）fair average quality 数量条件 个数number 长度length 面积area 体积volume 容积capacity 净重net weight 毛重gross weight 皮重tare 毛作净gross for net 溢短装条款more or less clause 重量weight 装运重量shipping weight 卸货重量landed weight 理论重量theoretical weight 公吨metric ton 长吨long ton 短吨short ton 公斤kilogram, kilo, kg 磅pound, lb 盎司ounce, oz 件piece 双pair 打dozen 令ream 套set l 立方米cubic meter 升litre 加仑gallon 蒲式耳bushel 公制metric system 英制british system 美制U.S.System 包装方法 起泡包装blister packing 中性包装neutral packing 吸塑包装skin packing 挂式包装hanging packing 引某人注目catch sb's eye 唛头mark 无牌的包装unlabelled packing 散装in bulk 散装in loose packing 裸装nude packing 整批包装bulk pack 零售包装consumer pack 大包装large packing 小包装inner packing, external packing, end packing ,压缩包装shrunk packaging 喷泡沫包装foam-spary packaging 礼品包装gift-wrap 袋bag, sack 麻袋jute bag 塑料袋polythelene bag, plastic bag 尼龙绳网袋polythelene net 拉链袋zippered bag 箱case, chest 盒box 木箱wooden case 纸箱carton 集装箱container 板条箱rate 纤维板箱fibre board case 小包packet 包bale 捆bundle 罐头tin , can 篮，篓，筐basket 竹篓bamboo basket 瓶bottle 小木桶wooden keg 大桶hogshead 铁桶iron drum 铁桶cylinder