本教材涉及国际贸易实务各个环节及相关商务活动中商务英文函电的写作指导、商务谈判的实践技巧，兼顾商务谈判中的背景知识与文化提示。教材充分体现“任务引领、实践导向”的课程设计思想，突出外贸业务流程中遇到的现实问题、操作要点及解决方法与技巧，通过实际案例、情景模拟和课后拓展等多种手段，把语言训练与贸易实务融为一体，使学生在模拟外贸业务活动中提高其商务英文书面表达能力，掌握商务谈判实践技巧，强化外贸业务能力，提高从事国际贸易工作的综合素质。

构成： 本书共分为12个单元，主要围绕国际贸易环节以及相关商务活动展开，辅以各类型的巩固练习，并介绍了国际商务文化和礼仪基本知识。每个单元分外贸函电、商务谈判对话及技巧、文化提示、补充句型、课后练习五部分。　　选材：各部分选材难度适中，兼顾材料的多样性和语言的真实性。对商务谈判中的文化冲击提供较为详细的说明，在提高学生读写能力的同时，注重综合文化素养和跨文化交际能力的培养。　　内容： 提供形式多样的练习和详细的词汇注解。练习既有常见的选择题、填空题、英汉互译，也有让学生自主发挥的主观题。各部分的词汇注解既包括外贸专业词汇，又包括四六级的核心词汇。　　形式： 教材版面生动，注重内容多样性、实用性，并提供练习答案和听力录音光盘。

Preface
Contents
Unit 1 Introduction to Business Correspondence andHegotiations
Introduction
Objectives
Part One Principles of Business Correspondence.
Part Two Principles of Business Negotiations
Part Three Process of Business Negotiations
Part Four Intercultural Strategies of Business Negotiations
Part Five Exercises
Unit 2 Establishing Trade Relations
Introduction
Objectives
Part One Layout of a Business Letter
Part Two Writing Customer Relations Letter

Preface
Contents

Unit 1 Introduction to Business Correspondence andHegotiations
Introduction
Objectives
Part One Principles of Business Correspondence.
Part Two Principles of Business Negotiations
Part Three Process of Business Negotiations
Part Four Intercultural Strategies of Business Negotiations
Part Five Exercises

Unit 2 Establishing Trade Relations
Introduction
Objectives
Part One Layout of a Business Letter
Part Two Writing Customer Relations Letter
Part Three Conference on Introducing Products
Part Four Lea fiets and Advertisements
Part Five Exercises

Unit 3 Inquiry and Reply
Introduction
Objectives
Part One Business Correspondence and Format
Part Two Business Negotiation and Skills
Part Three Cultural Tips
Part Four Additional Expressions
Part Five Exercises

Unit 4 Offer and Counter-otter
Introduction
Objectives
Part One Business Correspondence and Format
Part Two Business Negotiation and Skills
Part Three Cultural Tips
Part Four Additional Expressions
Part Five Exercises

Unit 5 Order and Confirmation
Introduction
Objectives
Part One Business Correspondence and Format
Part Two Business Negotiation and Skills
Part Three Cultural Tips
Part Four Additional Expressions
Part Five Exercises

Unit 6 Quantity and Quality
Introduction
Objectives
Part One Business Correspondence and Format
Part Two Business Negotiation and Skills
Part Three Cultural Tips
Part Four Additional Expressions
Part Five Exercises

Unit 7 Packing and Shipment
Introduction
Objectives
……

Unit 8 Commission and Payment
Unit 9 Complaints, Claims and Adjustments
Unit 10 Insurance and Arbitration
Unit 11 Requesting and Confirming a Service
Unit 12 Office Business Correspondence

Appendixes
References