由王秀萍等编著的《商务英语谈判》为浙大出版社组织编写的高职高专商务英语、应用英语专业规划教材之一。

本教材共设16个单元，课内教学32课时，可用多媒体教学，能满足一个学期的学习需要。根据涉外谈判的特点，本教材每单元设四大基本板块：主题知识阅读，谈判英语会话，谈判知识与技巧，模拟谈判。

UNIT 1 Business Negotiations 商务谈判

1.1 Pre-reading Activities

1.2 Oral Practice

1.3 Negotiation Skills

1.4 Situational Dialogue Design

UNIT 2 Establishing Business Relations 建立业务关系

2.1 Pre-reading Activities

2.2 Oral Practice

2.3 Negotiation Skills

2.4 Situational Dialogue Design

UNIT 3 Inquiry and Offer 询盘和发盘

3.1 Pre-reading Actiyities

3.2 Oral Practice

3.3 Negotiation Skills

3.4 Situational Dialogue Design

UNIT 4 Counter-offer 还盘

4.1 Pre-reading Activities

4.2 Oral Practice

4.3 Negotiation Skills

4.4 Situational Dialogue Design

UNIT 5 Pricing 价格

5.1 Pre-reading Activities

5.2 Oral Practice

5.3 Negotiation Skills

5.4 Situational Dialogue Design

UNIT 6 Commission 佣金

6.1 Pre-reading Activities

6.2 Oral Practice

6.3 Negotiation Skills

6.4 Situational Dialogue Design

UNIT 7 Terms of Payment 付款条件

7.1 Pre-reading Activities

7.2 Oral Practice

7.3 Negotiation Skills

7.4 Situational Dialogue Design

UNIT 8 Packing 包装

8.1 Pre-reading Activities

8.2 Oral Practice

8.3 Negotiation Skills

8.4 Situational Dialogue Design

UNIT 9 Insurance 保险

9.1 Pre-reading Activities

9.2 Oral Practice

9.3 Negotiation Skills

9.4 Situational Dialogue Design

UNIT 10 Shipment 装运

10.1 Pre-reading Activities

10.2 Oral Practice

10.3 Negotiation Skills

10.4 Situational Dialogue Design

UNIT 11 Agency 代理

11.1 Pre-reading Activities

11.2 Oral Practice

11.3 Negotiation Skills

11.4 Situational Dialogue Design

UNIT 12 Signing the Contract 签订合同

12.1 Pre-reading Activities

12.2 Oral Practice

12.3 Negotiation Skills

12.4 Situational Dialogue Design

UNIT 13 Complaints and Claims 投诉和索赔

13.1 Pre-reading Activities

13.2 Oral Practice

13.3 iNegotiation Skills

13.4 Situational Dialogue Design

UNIT 14 Investment 投资

14.1 Pre-reading Activities

14.2 Oral Practice

14.3 Negotiation Skills

14.4 Situational Dialogue Design

UNIT 15 Special Project 1 特殊案例1

15.1 案例分析

15.2 操作练习

UNIT 16 Special Project 2 特殊案例2