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PART Ⅰ COMMUNICATIONS IN FOREIGN BUSINESSES 1

CHAPTER ONE INTRODUCTION 1

Importance of Communication in Business 1

Classification of Business Writing 2

CHAPTER TWO FORMATS FOR LETTERS AND MEMOS 7

Formats for Letters 7

Requisite Components in Business Letters 8

Optional Elements in Business Letters 17

Envelope Preparation 18

Format of Memorandums 19

CHAPTER THREE USE THE RIGHT WORD 23

Denotation and Connotation 23

Level of Diction 24

Conciseness 27

Verbal Style 31

Jargon 32

Precision 34

Nonsexist Language 36

Figurative Language 38

Types of Sentences 45

CHAPTER FOUR MAKE YOUR SENTENCE CLEAR AND VIVID 45

Basic Qualities of Effective Sentences 46

Emphasis Techniques 50

CHAPTER FIVE SHAPE YOUR PARAGRAPH 57

Basic Qualities of Effective Paragraphs 57

Strategic Patterns for Paragraph Development 62

CHAPTER SIX PRINCIPLES OF EFFECTIVE BUSINESS WRITING 69

Principle of You-Attitude 69

Principle of Positive Emphasis 71

Principle of Court？ous and Sincere Tone 75

CHAPTER SEVEN PRINCIPLES OF EFFECTIVE WRITING APPLIED TO LETTERS AND MEMOS 85

Routine Initiator 85

Routine Reply 87

CHAPTER EIGHT GOODWILL AND GOOD-NEWS MESSAGE 92

Goodwill Message 92

Good-News Message 97

CHAPTER NINE BAD-NEWS WRITING 100

Strategies for Bad-News Message 100

Bad-News in Application 103

The Persuasive Process 109

CHAPTER TEN PERSUASIVE WRITING 109

Persuasion in Application 110

CHAPTER ELEVEN WRITING ABOUT EMPLOYMENT 117

Resume 117

Application Letter 124

CHAPTER TWELVE BUSINESS REPORT WRITING 136

Procedures in Writing Business Report 137

Constructing an Outline 140

Organizational Patterns 145

Using Visual Aids 147

Report Package 152

CHAPTER THIRTEEN FORMAT FOR FORMAL REPORTS 152

Illustrations of Supplementary Parts 154

CHAPTER FOURTEEN REPORTS IN APPLICATION 163

Formal Proposal 163

Progress Report 167

Periodic Report 169

Analytical Report 171

Justification Report 176

Recommendation Report 178

Establishment of Business Relations 182

PART Ⅱ WRITINGS ON FOREIGN TRADE AND FOREIGN ECONOMIC COOPERATION 182

CHAPTER FIFTEEN CORRESPONDENCE RELATING TO FOREIGN TRADE 182

Status Inquiries 185

Inquiry and Quotation 189

Offer and Counter-Offer 193

Acceptance 196

Payment 199

Packaging and Marking 206

Shipment,Delivery and Transportation 209

Insurance 214

Claims and Adjustment 218

Agency 221

CHAPTER SIXTEEN CONTRACTS RELATING TO FOREIGN TRADE AND ECONOMIC COOPERATION 227

Types of Contracts 227

Essential Elements of a Valid Contract 229

Laws Applied to Foreign Trade and Economic Cooperation 231

Components of Contracts Relating to Foreign Trade and Economic Cooperation 232

Stylistic Features of the Language Used in Contracts 235

PART Ⅲ APPENDIXES 259

Appendix Letters That Do not Fit Neatly into the Categories Discussed 259