外贸英语和商务谈判

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1、外贸英语和商务谈判Unit1EstablishingTradeRelationsContents：一、Backgroundinformation二、Sampleletteranalysis三、Essentialsofbusinessletter-writing四、Usefulexpression五、Notestothetext六、In-classexercises一、BackgroundinformationThereareseveralchannelsthroughwhichonecanobtainthedesirednamesandadd

2、ressesofthecompaniestobedealtwith.1)Bank银行2)Chamberofcommerce商会3)CommercialCounselor’sOffice商务参赞处4)Friendsinbusinesscircles同业商行5)e.Tradeshows会展6)f.Internet网络7)g.Advertisementsinthemedia媒体广告8)h.Marketsurvey市场调查9)i.Investigationtotheforeigncountry……出国考察Afterhavingobtainedthed

3、esirednamesandaddressofthecompaniesfromanyoftheabovesources,youmaystartsendinglettersorcircularstothefirmsconcerned.Thistypeoflettercanbecalleda“FirstLetter”or“FirstEnquiry”.lGeneralcontentsof“FirstLetter”1)Howyouobtaintheaddressee’snameandaddress.2)Yourdesiretoestablishbus

4、inessrelationshipwithhim.3)Thebusinessscopeofyourfirmandyourfinancialpositionandintegrity.4)Expressyourexpectationofcooperationandearlyreply.……lSampleletteranalysis：Correspondence1intextbook,P23二、Essentialsofbusinessletter-writinglThefunctionsofabusinessletter:1)toaskforort

5、oconveyinformation1)tomakeortoacceptanoffer2)todealwithmattersconcerningnegotiationofbusiness三、Essentialqualitiesofbusinessletters:Three’sC’s：Clearness、Conciseness、Courtesy1.ClearnessMakesurethatyourletterissoclearthatitcannotbemisunderstood.Good,straightforward,simpleEngli

6、shiswhatisneededforbusinessletters.例子：WehavethepleasuretoacknowledgeyourfavorofNov.14th.改正：ThankyouforyourletterofNov.14th.2.ConcisenessTheeliminationofwordybusinessjargoncanhelptomakealetterclearerandatthesametimemoreconcise.Alettercanbemadeclearer,easiertoreadandmoreattra

7、ctivetolookatbycarefulparagraphing.Aparagraphforeachpointisagoodrule.例子：Theofferisanunusualoneandwillnotberepeated.改正：Thisunusualofferwillnotberepeated.3.CourtesyOneofthemostimportantthingsispromptness.Punctualitywillpleaseyourcustomerwhodislikeswaitingfordaysbeforehegetsar

8、eplytohisletter.注意：‘YOU’Attitude：Please,Thankyou,MayI,Youareinvited,Ilookforwardto