外贸英语和商务谈判.doc

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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、BackgroundinformationThereareseveralchannelsthroughwhichonecanobtainthedesirednamesandaddressesofthec

2、ompaniestobedealtwith.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Afterhavingobtainedthedesirednamesandaddressofth

3、ecompaniesfromanyoftheabovesources,youmaystartsendinglettersorcircularstothefirmsconcerned.Thistypeoflettercanbecalleda“FirstLetter”or“FirstEnquiry”.lGeneralcontentsof“FirstLetter”1)Howyouobtaintheaddressee’snameandaddress.2)Yourdesiretoestablishbusinessrelationshipwithhim.3)Thebusiness

4、scopeofyourfirmandyourfinancialpositionandintegrity.4)Expressyourexpectationofcooperationandearlyreply.……lSampleletteranalysis：Correspondence1intextbook,P23二、Essentialsofbusinessletter-writinglThefunctionsofabusinessletter:1)toaskforortoconveyinformation..1)tomakeortoacceptanoffer2)tode

5、alwithmattersconcerningnegotiationofbusiness三、Essentialqualitiesofbusinessletters:Three’sC’s：Clearness、Conciseness、Courtesy1.ClearnessMakesurethatyourletterissoclearthatitcannotbemisunderstood.Good,straightforward,simpleEnglishiswhatisneededforbusinessletters.例子：Wehavethepleasuretoackno

6、wledgeyourfavorofNov.14th.改正：ThankyouforyourletterofNov.14th.2.ConcisenessTheeliminationofwordybusinessjargoncanhelptomakealetterclearerandatthesametimemoreconcise.Alettercanbemadeclearer,easiertoreadandmoreattractivetolookatbycarefulparagraphing.Aparagraphforeachpointisagoodrule.例子：The

7、offerisanunusualoneandwillnotberepeated.改正：Thisunusualofferwillnotberepeated.3.CourtesyOneofthemostimportantthingsispromptness.Punctualitywillpleaseyourcustomerwhodislikeswaitingfordaysbeforehegetsareplytohisletter.注意：‘YOU’Attitude：Please,Thankyou,MayI,Youareinvited,Ilookforwar