随着中国与世界曰益频繁的经济互动,用国际上的通用语言来思考、交流、工作的能力也越来越受到重视,既具有扎实专业知识又掌握娴熟外语的复合型人才成为现今市场的主要需求。双语教学就是在这种背景下顺应时代的产物。
根据教育部高等教育司的定义,双语教学是指将母语外的另一种外国语言直接应用于非语言类课程教学,并使外语与学科知识同步获取的一种教学模式。双语教学体现了现代教育思想,融外语与学科知识教学于一体,注重提高学生专业外语水平和直接使用外语从事科研的能力;注重促进学生专业知识、外语水平及能力素质的全面发展,增强学生直接使用外语从事国际经贸的涉外能力、适应能力以及国际商务实战技能。
为了适应市场需求和高校教学需要,对外经济贸易大学出版社组织编写了这套全国高等院校经管专业双语教材,主要适用于全国高等院校经管、金融、法律等专业、商务英语专业和英语专业的商务/应用/外贸英语方向的学生。
整套教材内容包括《国际商务谈判(英文版)》、《国际贸易理论与实务(英文版)(第三版)》、《国际贸易理论与实务(英文版)(第三版)辅导用书》、《国际贸易实务(英文版)(第二版)》、《国际贸易实务(英文版)(第二版)辅导

Part I An Overview of International Business Negotiation
Chapter 1 Introduction to International Business Negotiation
Chapter 2 Preparation for Negotiation
Chapter 3 The Negotiation Process
Chapter 4 Closing Negotiation and Relevant Contract
Part II Negotiation Mechanism
Chapter 5 Strategies and Tactics
Chapter 6 Game Theory Perspective
Chapter 7 Obstacles and Risks
Part IlI Practical Negotiation and Self-development
Chapter 8 Being a Good Negotiator
Chapter 9 Negotiation in Different Business Fields
Chapter 10 Different Cultures and Business Negotiation

Types of Business Negotiation
so far as the types of business negotiation are concemed,we focus
on four areas to prepareyou for the fundamentals:sale of
goods/services,investment,technology transfers as well asbusiness
contract.
1.Sales of goods/services
Sales negotiation is an increasingly important part of the sales
process.Negotiation startsWhen a buyer and a seller are
conditionally committed to the sale.Negotiation generally resultsin
a Compromise between seller and buyer on price,i.e.'the seller
reduces and the buyerincreases the price from their starting
positions.
Due tO the status differences of the two parties,generally the
negotiator shall discuss theeXDOrt business on
the basis of analyzing the relation
between supply and demand ininternational
market,making proper strategic objective to achieve the desired
results.No matterin what Situation,the goal of the negotiators is
to provide/get the fight product in the right placeat the right
time at the right price.For the exporter,he must make sure that he
gets paid for theDroduct,and for the importer,he must be assured
that what he'11 get is exactly what he orders.
Tb aChieVe desirable results in a sales negotiation,one must
consider a variety of
factors:product,quality,quantity,packing,price,shipping,quotation,offer
and counter offer,insurance,payment,claim and arbitration,etc
2.Investment negotiation
The creation of ioint venture is probably the most widespread and
complex investmentnegotiations that exist nowadays.Here,we just
quote the negotiation of joint ventures as anexample of investment
negotiation.
Literally,setting up a ioint venture is a long and complicated
process that involves fourStageS:preliminary
investigation,pre—negotiation,negotiation and
implementation.TheDreliminary investigation covers the initial
approach to the market.This exploratory stage ISmainly a phase for
collecting information before acting.The pre.negotiation phase
includesmaking the first contacts with the company that could be a
partner,assessing the compatibilityof the two
parties'objectives,ascertaining if they have common views on market
strategy,C0nducting the feasibility study,and signing a letter of
intent.When the feasibility study hasbeen approved by the
authorities,the full negotiation call take place.At this stage the
partiesCOnCerned discuss everything necessary to set up and operate
the future joint venture,such asthe hghts and obligations of each
party,as well as the respective contribution of capital.
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