ࡱ> 9 Rabjbj6/4l"""8<"T"@Nh#h#(###k$J$$>>>>>>>$B E\?M$k$k$$$?4##S@444$j ##>4$>448$; <#\# cq"K.; <i@0@;cE1cE <4)Y%m^ؚI{Yef[Ջ zՋ'Y~ z TymY%$RV{eu zNx1150 ,{NR z'`(Nvh N0 z'`(Nyrp 0mY%$RV{eu 0/fؚI{Yef[ՋVE~8eT NN,gykv_ ;NxvzmY%$RvSR0V{eu0elNSb/gb] /fNtT|[E ^(u'`:_v z0 ,g zǑShQb-NSYef[v!j_ /fN틀bN~8wƋv^͑v z0 N0 zvhNW,gBl n,g z Neb:NN]Vf[uvW@xwƋ g['`0Wib'Yf[uvNN͋Glϑ SNebOf[uccmY%$RvW@xwƋTW,gb W{Qf[uRgT㉳Q\o(W$RQzvR (WdkW@x NǏ[E:Wofv[݋!jb cؚf[u[YN_v[ER0 Ǐ,g zvf[`N Blf[uq`mY%$RvNN͋Gl ccVEFUR$RvW,gb]v^YЏ(u@bf[wƋ RgT㉳Q(W$R-NSQsv N0N,gNNvQN zvsQ| 0mY%$RV{eu 0/fVE~8eT NN,gykvNN zKNN [NvQNvsQ z g@w[RvsQ|0 0VE^:W% 00 0VE8f 0T 0ۏQS8f[R 0/f,g zvW@x 0荇eSFUNN_HhORg 0T 0VE~8 0/f,g zvv^L z N,g zNvTcMT0 ,{NR 8hQ[N8hvh Unit One Price Conflicts and Decisions N0f[`NvvNBl aƋ0RNkKNN SOObNNSN؏NvW,gb] cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe importance and determinants of Prices 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like quotation, prevailing market price, rock bottom price, trade discount, promotion tNegotiation Dialogues (different ways of price bargaining) ^(uthe relationship between price clause and other clauses in a business contract 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe five tips Unit Two Quality-and-Quantity Conflicts and Decisions N0f[`NvvNBl aƋ0RNT(ϑNpeϑ/fFUR$RT T-Nv;N~bag>k,SOO㉳Q(ϑNpeϑQzv$Rb] cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, Ƌdeterminants of  fitness for use 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like short weight, dispatch, inspection clause, grade of quality, sanitary standards, certificate of weight veterinary inspection certificate, certificate of quality, tNegotiation Dialogues (how to solve the problem of short weight during transit) 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe six tips Unit Three Commission Conflicts and Decisions N0f[`NvvNBl tcOёvi_ SOOcOё$Rvb] cc gsQv$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe concept of commission 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements tNegotiation Dialogues (how to calculate commission) 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe four tips Unit Four Packing Conflicts and Decisions N0f[`NvvNBl aƋ0RSň(WVE'ir8f-Nv͑\O(u :SRЏSňN.USňKNv_ T cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe concept of packing for transportation and packing for sales 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements ^(uNegotiation Dialogues (the importance of packing in international commodity trade) 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe six tips Unit Five Agency Conflicts and Decisions N0f[`NvvNBl tNtFU(WlQSbU\NRǏ z-Nv\O(u O(W bNtFUelQSmeQgv͑'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe importance of enquiries before signing an agency agreement 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like sole agency, turnover, sales representative, middlemen, retailer, tthe features of sole agency 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe six tips Unit Six Insurance Conflicts and Decisions N0f[`NvvNBl aƋ0R'ЏOi(WۏQS~%;mR-Nv͑\O(u t4l niN~Tiv:S+R SOOekV{euvb] cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, Ƌconcepts of the insurer and the insured tdifferent types of risks in cargo transport 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like WPA, CIF clause, all risks, premium rate, policy, insurance adjusters tthe difference between WPA and all risks 3. Negotiation Tips & Wisdom Phrases (!k͑p) ^(uthe tactics to make concessions during negotiation Unit Seven Shipment Conflicts and Decision N0f[`NvvNBl aƋ0RňЏ(WۏQS~%;mR-Nv͑\O(u t㉚[gsnNlnv:S+R cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe concept of ocean carriers and the difference of its three categories 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like port of shipment, tonnage, full container load tthe features of partial shipment and transshipment 3. Negotiation Tips & Wisdom Phrases (!k͑p) Ƌthe concept of straw man approach tthe four tips Unit Eight Payment Conflicts and Decisions N0f[`NvvNBl aƋ0R/eNag>kNNkv[RsQ| Y:SR N T/eNKbkvyrp q`O(u/eNvAm z cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, Ƌthree main methods of payment tthe difference between D/A and D/P 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements tdifferent types of L/C 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe six tips Unit Nine Conflicts and Decisions in Complaints and Claims N0f[`NvvNBl fnx"}Tvi_ t"}T$RQ[vyrk'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tbreak of contract and the making of claims 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements ^(uthe content of claims negotiation 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe three tips Unit Ten Technology Transfer Conflicts and Decisions N0f[`NvvNBl fnxb/gvi_ t㉀b/glT T$R N TN'ir$Rvyrk'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like royalty, know-how, patent, lump sum payment, ^(uthe difference between technology transfer negotiation and commodity negotiation 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe seven tips Unit Eleven Conflicts and Decisions in Contract Terms N0f[`NvvNBl aƋ0RVEFUR$RT Tv~{/fNfbRN&Tvh_ fnxT Tvĉ'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tforms of business contracts 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like supplementary item, trimming charges, charter a vessel, demurrage, dispatch rate ^(umain clauses in an international commodity contract 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe five tips Unit Twelve Compensation Trade Conflicts and Decisions N0f[`NvvNBl aƋ0ReP8f(WVE8f-Nv0WMOT\O(u :SRV-NN- teP8fe_vyrk'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, ttwo basic forms of compensation trade 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like counter purchase, products buyback, foreign exchange, package deal ^(uthe difference between compensation trade and ordinary trade 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe five tips Unit Thirteen Processing Trade Conflicts and Decisions N0f[`NvvNBl fnxR]8fNN,8fv N TKNY SOOR]8f$RQ[vyrk'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe features of processing trade 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements ^(uthe difference between processing trade and ordinary trade 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe four tips Unit Fourteen Conflicts and Decisions in Establishing Joint Ventures N0f[`NvvNBl fnx~^TDONvvv SOOTevCg)RN#N cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe concept of joint venture 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements ^(uadvantages to establish local joint venture with foreign investors 3. Negotiation Tips & Wisdom Phrases (!k͑p) tthe six tips Unit Fifteen Arbitration Conflicts and Decisions N0f[`NvvNBl fnxT T-NNag>kvĉ'` tN0Wpv͑'` cc gsQv~8/gN$RS0 N08hwƋpN8hvh 1. Negotiation AwarenessN, tthe importance of the place of arbitration 2. Negotiation Dialogues & Statements͑p ƋNegotiation Statements as well as some terminologies, like arbitration organization, conciliation, bind upon, arbitral award 3. Negotiation Tips & Wisdom Phrases (!k͑p) t the four tips Part II N0f[`NvvNBl S14*N҉rvnbo,YRe}v1N,s:W!jbVEbhzNv:Wof(S9e),Of[uSOOFUR$RvT\O'`NzN'`0 N08hwƋpN8hvh tT\O'`NzN'`(WFUR$R-NvThs ,{ NR gsQfN[eBl N08hvRB\!kh ,g'Y~(W8hvh-N cgq Ƌ 0 t 0 ^(u N*NRB\!kĉ[vQ^0RvRB\!kBl0TRB\!k:NۏI{~sQ| T_{^z(WMRvW@x N vQ+TIN/f ƋwS gsQv T͋0i_0wƋv+TIN v^cknxƋTh /fNOB\!kvBl0 t(WƋvW@x N hQbbcW,gi_0W,gSt0W,gel cc gsQi_0St0elv:S+RNT| /fؚB\!kvBl0 ^(u(Wt㉄vW@x N Џ(uW,gi_0W,gSt0W,gelT|f[ǏvY*NwƋpRgT㉳Q gsQvtT[E /fgؚB\!kvBl0 N0YePg c[YePg: 0SbsNFUR$R 0 iR0hgVO -NVVE^dQHr>y 20060 SYePg: $Rvz/g NwmыQHrlQS  pgR_.<\\&O/Oew0 20YePge k~ Scre Ɩ-N|R TkN*NwƋp [W,gi__{m;Rt [W,gt_{{_^_n [W,gel_{brVcc0 30(Wf[Ǐ z-N e` _NZP}Y{ bYePg-NvW,gi_0St0elI{RNtet ُSN-NRm[vw0t㉌T_ N)RNzQ͑p v^mvte*NQ[ SN Necؚf[R0 40S_vS~`N`of!jb /ft0mST]V@bf[wƋ W{QRg0㉳QScؚRv͑s (W~`NǏ z-N^[@bf[wƋۏLTtvV~NS%c l͑tT|[ETwQSOwQSORg0 V0[>yORf[vBl 10^qwՋ'Y~[ zcQv;`BlTTzvwƋp0 20^ccTwƋpBl0RvRB\!k v^m;Rt[TwƋpv8hvh0 30[e ^NՋ'Y~:NOnc c[vYePg:NW@x NaX RQ[ NMQN'Y~10 40[e ^[f[`NelۏLc[ [c!P"wYePg ;R悻xYePg ;NRNS.^R O`]f["vel0 50[e lazQ͑p [ucQv N gsST{ yg/TS_[0 60la[^RvW{Q yr+R/ff[RvW{Q _[uekf[Orzf[`N (Wf[Ǐ z-NUNcQ Rg ZPQ$Re ㉳Q0 70OuNՋvfNRB\!kؚNO$N N[hQ/fNVN (WT*NRB\!k-NOX[(W@w N T^vՋ0 80Rf[f[e,g zqQ4f[R ^;`Rf[e72f[e eRMY N Rz !k Q [ f[ e Part IUnit OnePrice Conflicts and Decisions6Unit TwoQuality and Quantity Conflicts and Decisions5Unit Three Commission Conflicts and Decisions4Unit FourPacking Conflicts and Decisions4Unit FiveAgency Conflicts and Decisions4Unit Six Insurance Conflicts and Decisions6Unit SevenShipment Conflicts and Decisions6Unit EightPayment Conflicts and Decisions5Unit NineConflicts and Decisions in Complaints and Claims 4Unit TenTechnology Transfer Conflicts and Decisions4Unit ElevenConflicts and Decisions in Contract Terms4Unit Twelve Compensation Trade Conflicts and Decisions4Unit ThirteenProcessing Trade Conflicts and Decisions4Unit FourteenConflicts and Decisions in Establishing Joint Ventures4Unit FifteenArbitration Conflicts and Decisions4Part IIStimulated Panorama of International Bidding Competition (Scene 1 ^Scene 17:14 players + 1 narrator)4T 72 N0sQN}TՋvr^ĉ[ (SbRB\!kkO0f^kO0Q[ z^kO0W0ՋelTՋeI{) 10,g'Y~Tz@bc0RvQ[T8hvh/fՋQ[0Ջv0Rz S_zQ͑p0 20ՋwS-N[ N TRB\!kvՋkO'Y/f"Ƌ":N 30 %0"t":N 40 0"^(u":N 30 0 30Ջf z^^Ttf0f00kO:N23320 40kNՋwS-N T{|8hp@b`SkO~:N͑p`S65% !k͑p`S25% N,`S10%0 50Ջ{|WN,R:N SыIlыNыIl 0i_g0HhORg0~T^(u0 60ՋǑ(uwS{Ջ Ջe150R Ǒ(u~vR6RċR 60RT B V f | ~ |  4 B D J L 26bdh󾨾#5B*CJOJQJ^JaJo(ph333o(\ 5B*CJOJQJ^JaJph3335PJ\aJo(CJOJPJo(\o( 5CJ\o(5\5o( 5\o(5CJ$PJo(B$zRnp^ x ` ~ U!VD,WD^U`!tWD+`t ^`WD``$a$$da$^`~a   2l pH\$x $vWD,`va$$oVDWD^`oa$$a$tWD+`tWD`hl&(<vF\*VZn~"BhnlLx|Xj F\\#5B*CJOJQJ^JaJo(ph333 5B*CJOJQJ^JaJph333 5\o(o(\o(RrlFzH\ $vWD,`va$$a$WD`tWD+`t*<\& .Zz 4 r ! !6!8!X>~>>>>P?j??? 5CJ\o(\ 5B*CJOJQJ^JaJph333 5\o(\o(B*CJOJQJ^JaJpho(P66P666&7Z77,8N8P888@9Z999(:\::@;`;b;;;.<H<$a$ $vWD,`va$tWD+`tWD`H<<<2=2>>>>>>P?j????n@@8AAAA BrB^`$da$$a$$VD,WD^`a$tWD+`tWD`??n@AAAAB B(B*BrBB|DEE0EEEHHHHHHHH"H$H&H2H4HDHFHHHHHHH˿˿˿˭|peˍ|B*OJQJ\phB*OJQJ\o(ph B*CJOJQJ^JaJo(ph333B*CJOJQJ^JaJph333 5B*CJOJQJ^JaJph333#5B*CJOJQJ^JaJo(ph3335B*OJQJ\ph5OJQJ\5OJQJ\o(B*OJQJo(phOJQJ OJQJo(QJo(OJo( 5\o('rBtBBCC^DEE0EhEEFvFFPGGHHHH$H $$Ifa$ L^`Lh`h ^`WD` ^`$H&H4HFHHHh_YYL $$Ifa$$If $$Ifa$$$Ifl\h 8t804 laHHHHHHicccV $$Ifa$$If$$Ifl4\h 8t804 laHHHHHI*IZI\I^I`IbIvIxIIIIIII J J J JJJ9J:J;J*CJOJQJaJo(>*OJQJo( OJQJo(QJo( 5\o(6B*OJQJ\o(ph5B*OJQJ\ph5B*OJQJ\o(phB*OJQJ\phB*OJQJ\o(ph B*CJOJQJ^JaJo(ph333B*CJOJQJ^JaJph3335OJQJ\#8LLLLLM`MdMV$$Ifl4\h 8 t804 la $$Ifa$$IfdMfMvM|M}0pp $$Ifa$$$IflFh880    4 la|M~MMMM8NNNBOOOOO}}uuu}mvWD,`vWD``WD`r$$Ifl40h8804 la OPP"P$P0P]]]]^*^^__\`^`b`d`h`j`n`p`t`v`WD`$1$UD WD]`a$ $1$WD`a$v`x`z``(a*a,a.aratavaxaza|a~aaWD`$a$2a4a@aBaDaFaPaRafahajalapa~aao( KHaJo(KHaJmHnHuKHaJjKHUaJ4&P 182P. 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