1、International BusinessCorrespondence in EnglishUnit 1 Business Letter WritingLayout of Business Letter商业信函格式设计商业信函格式设计n1.Structuren2.Formn3.Addressing EnvelopesStructure（结构）1 Letter head2 Reference and date3 Inside name and address4 Attention line5 Salutation6 Subject line7 Body8 Complimentary close
2、9 Signature10Enclosure11Carbon copy notation12postscriptn信头n编号和日期n封内名称和地址n经办人n称呼n事由n正文n结尾敬辞n签名n附件n抄送n附言The General Structure of a Business Letter Letter Head Reference DateInside Name and AddressSalutation Subject LineBody of the Letter Complementary Close SignatureEnclosurePostscriptLetter HeadLett
3、er head includes the senders name,postal address,telephone number,fax number and E-mail address,etc.e.g.Mr.xxx(or the name of an organization)136 Huaian Road East,Shijiazhuang,050031,Hebei,China Tel:(0311)8678904 Fax:(0311)8678008 E-mail:Address in EnglishnMr.Francis Jones (收发信人姓名)n105 Hilltop Rd (门
4、牌号及街道名)nCharlottesville (城镇名)nVirginia 22086 (州或国家分区名及邮政编码)nUSA (国名)nDr Philip Shaw (收发信人姓名)nLanguage Centre (系或部门名)nUniversity of Newcastle (大学或公司名)nNewcastle upon Tyne (城镇名)nNel7Ru (邮政编码)nEngland，UK (国家分区及国名)Reference and DatenReference may include a file number,departmental code or the initials o
5、f the signer followed by the typist of the letter.These are marked“our ref:”and“your ref:”to avoid confusion.They are typed immediately below the letter head.nThe date should always be typed in full and not abbreviated.The forms of dates are as follows:U.K.:15 August,2002(not 02);U.S.:August 15,2002
6、 !Avoid typing dates in figures lest confusion.Inside Name and AddressThe name and address of the receiver is typed at the left-hand margin about two to four spaces below the date.It appears exactly the same way as on the envelope.e.g.Mr.C.E.Eckersley/Messrs.William&Werner The London Export Corporat
7、ion 6 and 7 Clifford Street London,W.1,EnglandAttention LineAttention line is used when the writer of a letter addressed to an organization wishes to direct the letter to a specific individual or section of the firm.It generally follows the inside address.e.g.Attention:Mr.Smith Attention:The Sales M
8、anagerSalutationSalutation is the complimentary greeting with which the writer opens his letter.It is usually typed three spaces below the inside address of the attention line.e.g.Dear sir(s),Dear Mesdames,Gentlemen:(冒号而非逗号)Subject LineSubject line is actually the general idea of a letter.Body of th
9、e LetternMain part of the letter.It expresses the writers idea,opinion,purpose and wishes,etc.nFor very short letters you may adopt double line-spacing except for your correspondents name and address for which single line-space should always be used.nIf there has been previous correspondence,the rep
10、ly letter will refer to it in the first paragraph.The writers plans,hopes and expectations will be expressed in the last paragraph.Complimentary CloseComplimentary close is merely a polite way of ending a letter.It is in keeping with the salutation.Formal:Dear sir(s),Yours faithfully,Gentlemen:Truly
11、 yours,Less formal:Dear Mr.Henry,(:)Yours sincerely,(or sincerely yours,)SignatureIt is common to type the name of the writers firm or company immediately below complimentary close.Then the person who dictates the letter should sign his name,by hand and in ink,below it.The name of the signer is usua
12、lly typed below the signature,and followed by his job title or position.e.g.Yours faithfully,The Overseas Co.,Ltd.(Signature)W.BlackPresidentEnclosureIf something is enclosed,note it below the signature.e.g.Enclosures 4 samples Encl.Price ListThe Carbon Copy NotationWhen copies of the letter are sen
13、t to others,type“c.c.”below the signature at the left margin.e.g.c.c.Mr.G Well c.c.The Sales DepartmentPostscriptIf the writer wishes to add something he forgot to mention of for emphasis,he may add his postscript two spaces below the carbon copy notation.e.g.P.S.The samples will be mailed to you to
14、morrow.Try to avoid P.S.since it may suggest that the writer failed to plan his letter well before he typed it.Form（格式）The main aim of designing a letter is to make the letter not only pleasing to the eye,but also convenient to be typed.n1.Full Block Formn2.Modified Block Form with Indented Stylen3.
15、Modified Block Formn4.Simplified Form Full Block FormFull Block Form译作译作“平头式平头式”.”.In the full block form,every part of a letter is typed from the left margin,i.e.the Head Line ReferenceDateInside Name and AddressSalutationBody of the LetterComplementary CloseSignatureEnclosureModified Block Form wi
16、th Indented Style In the full block form,it is convenient to be typed with a typewriter but the layout is not so beautiful,so some businessmen use a modified block form with indented（缩进的）style,译作译作“改良缩进式改良缩进式”.the Head Line ReferenceDateInside Name and AddressSalutationBody of the Letter Complementa
17、ry Close SignatureEnclosure Modified Block Form In the modified block form,all the parts start from the left margin,except the date,complimentary close（结尾敬辞）结尾敬辞）and signature which are positioned the same as that in the modified block form with indented style，译作译作“改良改良式式”.the Head Line ReferenceDat
18、eInside Name and AddressSalutationBody of the Letter Complementary Close SignatureEnclosure Simplified FormSimplified form is somehow like full block form.But some parts are omitted,such as salutation and complimentary close，译作译作“简体式简体式”.Addressing EnvelopesAlthough the English and the Chinese use v
19、ery different system in setting out an address on the envelope,however,the essential standards are the same.The address must be set out correctly and neatly.The envelope writing usually has two forms:1.The Block Form;2.The Indented Form.1.The Block FormThe Senders Address The Receivers Address Stamp
20、2.The Indented FormThe Senders Address The Receivers Address StampExample of an EnvelopeChina National Chemicals (stamp)Import&Export Co.Beijing,Chinathe return address(寄信人地址)Overseas Trading Co.153 Market Street London,E.C.3 the receivers address.(收信人地址)Introduction to NegotiationNegotiationnEveryo
21、ne negotiates.nIn a negotiation,the two parties confer together to reach a mutually satisfying agreement on a matter of common interest.nNegotiation is a dynamic process of adjustment.The two parties need to adjust by exchanging their ideas on the interest,and then negotiation begins.nWhen a final a
22、greement is reached,maybe neither of the parties is wholly satisfied but both recognize that it is more beneficial for them to agree than to disagree.Negotiation has its end on a basis profitable to both parties.First Impressions in NegotiationsnImpressive Behaviors in negotiationnPunctuality(准时)nAppearance(外表)nEnthusiasm(热情)nTeamwork(团队合作)nCongeniality(意气相投)nRespect(尊重)HomeworkPreview Unit 2Goodbye
