《全国高职高专规划教材·国际贸易系列：商务英语函电》从高职高专院校“商务英语函电”课程的教学实际出发，遵循“实用、够用、能用”的原则，注重学习者实践操作技能的培养。全书共分12章，主要内容涵盖了国际商务活动中建立业务关系、询价及回复、报盘与还盘、促销、订货下单、付款、包装、保险、装运、投诉理赔、代理等业务环节，并以外贸业务员岗位典型工作任务为导向，通过业务背景知识介绍、核心句型学习、实例分析、模拟套写、考证实战、课后拓展等多种形式，使学习者科学有效地掌握处理各种外贸业务函电的技巧和方法。
《全国高职高专规划教材·国际贸易系列：商务英语函电》不仅可作为高职高专院校国际贸易、商务英语等涉外类专业学生课程教学使用，也可供准备参加全国外销员职业资格、全国商务英语翻译职业资格、剑桥国际商务英语等各类商务英语考试的考生复习备考以及外经贸从业人员阅读。
“商务英语函电”是高职高专院校对外贸易类专业的核心课程之一，其特点是要求学生能将英语语言技能与具体的外贸业务相结合，因而实际操作性很强。本教材是《国际商务函电》的修订版，所涉内容涵盖了国际商务活动中建立业务关系、询价及回复、报盘与还盘、促销、订货下单、付款、包装、保险、装运、投诉理赔、代理等业务环节，并以外贸业务员岗位典型工作任务为导向，通过业务背景知识介绍、核心句型学习、实例分析、模拟套写、考证实战、课后拓展等多种形式，使学习者科学有效地掌握处理各种外贸业务函电的技巧和方法。同时，该教材注重培养学习者对外贸英语函电的书面交际能力和实践操作能力，因而有助于满足其将来从事外贸岗位顺利完成各项实际业务的需要，同时也为在校生和外经贸从业人员参加外贸类职业证格考试提供帮助。
本教材为2012年浙江省教育厅科研项目“示范性高职院校ESP特色课程建设实证研究”成果之一（项目编号：Y201223177），“第三期全国高职高专英语类专业教学改革立项课题——基于典型工作任务的高职商务英语课程设计与教学实施”（项目编号：GZG27611-084）成果之一。
Unit 1 Introduction of Business Letters
Learning Aims
Background Knowledge
Writing Tips
Exercises
Supplementary Reading
Unit 2 Establishment of Business Relations
Leaming Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 3 Enquiries and Replies
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 4 Offers, Counter-offers and Acceptance
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 5 Sales Promotion
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 6 Orders and Acknowledgements
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 7 Terms of Payment
Learning Aims
Background Knowledge
Writing Tips
Sentence Patterns & Examples
Specimen Letters
Notes
Exercises
Supplementary Reading
After-Class Study
Chinese Version of Specimen Letters
Unit 8 Packing
Unit 9 Insurance
Unit 10 Shipment
Unit 11 Complaints and Claims
Unit 12 Agency
Key to Exercises
Bibliography（参考文献）
Beware of Setting a Minimum Counter Price
Setting a firm minimum counter price is a big mistake that some sellers make. Depending onthe deal and the buyer your counter offer should be flexible. For example， after investigating themarket， you set your asking price at USD 350，000. Your minimum price may be USD 320，000. Ifyou are offered your minimum， you sell. Ifyou are offered lower， you don't sell. It sounds simple.
Unfortunately， in this mindset， you box yourselfinto a limited deal. You want to be flexiblewhen negotiating. Let us review our last example. The buyer offers USD 300，000. The sellerrejects and counters with the minimum of USD 320，000.
The buyer counters with USD 305，000 again. Where do you go from here？ You have alreadyoffered your lowest minimum counteroffer. The only recourse would be to repeat your same offer.
One strategy would be to counter lower at USD 315，000. Or what if the buyer is willing topay more than your minimum？
The buyer might be willing to pay USD 330，000. You will actually have lost money againby countering too low.
There are housing situations where you are just lucky to be paying off the mortgage，commission， and closing costs. You might be offered a little less but you accept to some cash to save your credit. In this case， setting a minimum price would be reasonable.
If you do feel the need to set a minimum counter price， don't set it in stone.
Try to Get a Sense of the Buyer Your counteroffer is not the final transaction. It is one step in the negotiating process. Youcounter. The buyer will counter your offer. You will then counter back. This process will repeat until the deal is made.
Therefore， your counteroffer should not be your best and lowest. The buyer's first offer isusually a low-ball offer. A seller's first counter is a high-ball offer. Both parties are testing to see how the other will respond.
Let the buyer know you are willing to negotiate. You ask USD 340，000， the buyer offersUSD 300，000. You counter USD 335，000. You must also send the message that you are not willing to drop your price too much.
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