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名词解释
写作目的
(writing purpose)
受众
/
读者
(audience)
构思过程
(thought process)
演绎式组织
模式
(deductive
organizational patterns)
归纳式组织
模式
(inductive
organizational patterns)
直接组织模
式
(direct
organizational patterns)
间接组织模
式
(indirect
organizational patterns)
写作
修改的
3
个步骤
(three
distinct stages of revision: adding on;
moving around; cutting out)
管理沟通
(managerial
communication)
组织沟通
(organizational
communication)
人际关系与
团队建设
(human
relationships and team building)
销售沟通
(sales communication)
商务文件
(business
documentation)
国际交流（跨文化交际）
(international
communication/ intercultural
communication)
表达式写作
(expressive writing)
沟通式写作
(communicative writing)
简洁风格
(clarity)
简易风格
(the plain
style)
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简明风格
(concision)
附件说明信
函
(cover
letters of r
é
sum
é
)
3
类求职信函
(three
general
types
of
cover
letters
for
job
applications:
the application letter; the prospecting
letter; networking letter )
后续询问信
函
(follow-up
letter)
致谢信函
(thank-you letter)
谢绝工作回
复
(job
rejection letter)
接受工作回
复
(job
acceptance letter)
辞职信函
(resignation
letter)
告别信函
(farewell
letter)
常见履历表
格式
(common
r
é
sum
é
formats)
：
按年月顺序
(chronological
r
é
sum
é
format)
按任职顺序
(functional
r
é
sum
é
format)
复合式
(combination
r
é
sum
é
format)
简短文件
(short document)
信息咨询函
(message to
obtain information)
谈判便函
(messages that
negotiate)
说服沟通便
函
(persuasive
messages)
商务便函的特征（
8C
）
：清晰性（
clarity<
/p>
）正确性（
correctness
）具
体性
（
concreteness
）<
/p>
完整性（
completeness
）周
到性（
consideration
）礼貌性
< br>（
courtesy
）
简洁
性（
conciseness
）一致性（<
/p>
coherence
）
商务备忘录
版式
(format of
a business memo)
商务备忘录
功能
(function
of a business memo)
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信函结构
(structure of a letter)
信件和信封
格式
(styles of
letter and envelop)
会议纪要
(minutes)
逐字记录
(verbatim minutes)
决议记录
(minutes of
resolution)
陈述记录
(minutes of narration)
记录内容版
式
(minutes
’
content
format)
会议议程
(meeting agenda)
会议筹划
(meeting
preparations)
会议程序
（
3
个环节）
(meeting
process:
planning
&
preparing,
conducting,
and following-
up)
会议后续工作
(follow-up activities)
后续文案职
责
(accountability of follow-ups)
书面发言写
作策略
(writing
strategies for business presentation)
书面发言的
材料组织
(wring
organization for business presentation)
书面发言用
语
(language
used in a presentation)
书面发言避
讳用语
(language
avoided in a presentation)
人际沟通的
功能
(functions
of interpersonal communication)
人际沟通的
目的
(purpose
of interpersonal communication)
人
际
沟
通
< br>的
4
个
阶
段
(four
general
stages
in
interpersonal
communication)
团队的特征
(group characteristics)
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团队的角色
(group roles)
团队影响力
(group
influence)
沟通结构
(communication
structures)
企业前景
(vision)
企业使命
(mission)
企业价值观
(corporate values)
企业目标
(goal)
战略计划
(strategies)
政策与流程
(policies and
procedures)
业务流程的
构成要素（
15
个）
(conten
t of procedures)
业务流程的
版式及内容
(format
of a procedure)
商务文件的
层次结构（
3
个）
(tier
s of documentation)
ISO
9000
质量体系
(ISO 9000 Quality
System )
议程报告
(agenda)
行程安排
(itinerary)
费用支出报
告
(expense
reports)
项目进程报
告
(progress
report)
人事评估报
告
(personnel
evaluation)
第一手资料
来源
(primary
sources)
第二手资料
来源
(secondary
sources)
商务蓝皮书
(blueprint)
商务计划书
(business plan)
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战略性计划
书
(strategic
plan)
战术性计划书
(tactical plan)
操作性计划
书
(operational plan)
操作性管理
(operational control)
战术性管理
(tactical
control)
战略性管理
(strategic
control)
商务背景
(business
background)
市场计划
(marketing plan)
财务预测
(financial
projections)
行动计划
(action
plans)
商务提案
(business proposal)
内部提案
(internal
proposal)
外部提案
(external proposal)
招标提案
(solicited
proposal)
非招标提案
(unsolicited
proposal)
提案写作的
简单模式
(simple
form for proposal writing)
提案写作的
复杂模式
(detailed form for
proposal writing)
< br>外部提案的结构要素（
6
个）
(
elements of the external proposal:
introduction; problem identified and
defined; objective & goal set;
solutions proposed; implementation &
measuring; costs and timeframe
estimated)
内部提案模
式的内容版式
(content format of
internal proposal)
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征集提案
(Request for Proposal,
RFP)
征集启示的
基本要素
(basic
components of a RFP)
提案评估
(proposal
evaluation)
引证信息
(documenting
information)
解析数据
(interpreting
data)
常规商务报
告
(routine
reports)
任务报告
(task reports)
条目清单功
能
(itemized
lists)
图表辅助功
能
(graphic
aids)
标题的功能
(headings)
协议的本质
(essence of a deal)
合同的修订
(contractual
modifications)
违约与补偿
(breach of contract and
remedy)
律师费用条
款
(attorneys
fees clause)
合同免责
(escape from contract)
第三方签字
(third
party signature)
合同追加条
款
(contract
rider)
合同授权
(auth
orization)
商务谈判
(contract negotiation)
合同起草
(contract
drafting)
合同实施
(execution)
合同终止
(closeout)
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合同
(contract)
合同有效性
(validity of contracts)
要约
(offer)
接受
(acceptance)
法定权力
(capacity)
Sales contracts
买卖合同
Contracts
for supply of power ,water,gas or heat
供应电、水、气、热
力合同
Contracts for loan of money
借款合同
Leasing
contracts
租赁合
同
Financial leasing contracts
承揽合同
Contracts
for construction
projects
建设工程合同
Carriage
contracts
运输
合同
Technology contracts
技术合同
Safekeeping
contracts
保管合同
Warehousing contracts
仓库合同
Agency
appointment contracts
委托合同
Trading-trust
contracts
行纪合同
Brokerage
contracts
居间
合同
大题
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1
，
8C
1
．
Clarity
< br>：
keep
it
short
；
keep
it
simple
；
avoid
ambiguity
；
write
in
the
active
voice
；
avoid
or
explain
technical
words
；
avoid
using
jargon
；
get
to
the
point
；
Write
in
plain
English
：
link
your
ideas
；
be
careful
about placement of
subordinate clauses
；
be sure
that a pronoun,a
participial phrase, or
an appositive refers clearly to the proper
subject
；
Make the
subject and verb agree with Each Other, Not with a
Word That Comes between
Them
；
To join two independent
clauses, Use a
comma followed by a
conjunction, a semicolon alone, or a semicolon
followed by a sentence
modifier.
；
Make a right
choice of word
；
Watch
out
repetitive
wording
；
Put
parallel
ideas
in
parallel
constructions
；
：
use
concrete
words
instead
of
abstract
ones
；
omit
qualifiers
and
vague
expressions
；
use
action
verbs
and
concrete
nouns
；
void
overusing
noun
forms
of
verbs
；
don't
change
verbs
into
nouns
；
avoid
unnecessary
double
negative
；
avoid
noun
strings
；
take
a
stand
；
keep
acronyms
under
co
ntrol
；
：
make
it
complete
by
constructing
a
longer
paragraph
；
use
the
who-does-
what
order
and
avoid
padding
；
provide
a
clear
message
；
avoid
incomplete
question
；
avoid
fragment
in
writing
；
take
an
overall
view
；
：
write
from the
；
emphasize the
positive
；
handle
the
customer's complaint
specifically
；
interact with
the addressee in a
conversational
tone
；
avoid
using
inflated
language
；
avoid
using
quasi-
legalisms
；
use personal
reference
；
use conrractions
；
：
show
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respect
；
show
appreciation
；
avoid
the
problem
of
gender
；
write
professionally
；
：
eliminate
；
omit
repetitive wording
；
replace
circumlocutions with direct
expressions
；
use short
words
；
avoid using old
fashioned expessions
；
2
，
Message
that
Negotiate
::counterproposals
have
two
objectives:
first,
you want to show the reader that his or
her original proposal is not
fully
acceptable, and ,second , you want to persuade the
reader to
accept your
messages
of
meetings:
information and monitoring
making and problem and
ceremonial
’
content format:
heading
and venue
keeper/minutes taker
of
interpersonal
communication:
1)
Gaining
and
giving
information
2)
Building
a
context
of
understanding
3)
Establishing
identity
4)
Interpersonal
needs
dyadic
life
cycle
：
the
initial
stage
；
the
formative
stage
；
the
mature
stage
；
the
severance stage
types
：
purpose, audience and
methods
strategies for
business presentation:
a right topic
with a clear
purpose
your
messages
to
the
listeners
explicit
transitions
concrete words and visuals novel ideas
analogies 7. Quotations
conflict
10.
Cutting
in
humor
11.
Keep
the
material
in
good
taste
12.
Allowing for redundancy
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