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Chapter 1 Brief Introduction to International Business Practice 1

Ⅰ．Introduction 1

Ⅱ．Business Preparatory Work 1

Ⅲ．Business Negotiation 2

Ⅳ．The Performance of an Export Contract 4

Ⅴ．The Performance of an Import Contract 7

Notes and Exercises 8

Chapter 2 Business Letter-writing 11

Ⅰ．Introduction 11

Ⅱ．Principles of Good Communication 11

Ⅲ．Format and Structure of the Business Letter 13

Ⅳ．Envelope Addressing 21

Notes and Exercises 23

Chapter 3 Establishing Business Relations 27

Ⅰ．Introduction 27

Ⅱ．Sample Letters 28

Ⅲ．Situational Conversations 30

Notes and Exercises 31

Chapter 4 Inquiries,Offers and Counteroffers 35

Ⅰ．Introduction 35

Ⅱ．Sample Letters 38

Ⅲ．Situational Conversaions 40

Notes and Exercises 42

Chapter 5 Acceptance and Order 45

Ⅰ．Introduction 45

Ⅱ．Sample Letters 46

Ⅲ．Situaional Conversations 48

Notes andExercises 51

Chapter 6 Conclusion of Business 55

Ⅰ．Introduction 55

Ⅱ．Sample Letters 58

Ⅲ．Situational Conversations 59

Notes and Exercises 61

Chapter 7 Terms of Payment 69

Ⅰ．Introduction 69

Ⅱ．Sample Letters 77

Ⅲ．Situational Conversations 78

Notes and Exercises 79

Chapter 8 Establishment of and Amendment to L/C 81

Ⅰ．Introduction 81

Ⅱ．Sample Letters 84

Ⅲ．Situational Conversations 85

Notes and Exercises 87

Chapter 9 Shipment 91

Ⅰ．Introduction 91

Ⅱ．Sample Letters 93

Ⅲ．Situational Conversations 94

Notes and Exercises 96

Chapter 10 Commodity Inspection and Insurance 101

Ⅰ．Introduction 101

Ⅱ．Sample Letters 105

Ⅲ．Situational Conversations 107

Notes and Exercises 109

Chapter 11 Complaints,Claims and Arbitration 115

Ⅰ．Introduction 115

Ⅱ．Sample Letters 117

Ⅲ．Situational Conversations 119

Notes and Exercises 122

Chapter 12 Some Other Modes of Trade and Economic Activities 125

Ⅰ．Introduction 125

Ⅱ．Sample Letters 132

Ⅲ．Situational Conversations 135

Notes and Exercises 140

Appendix 1 Commonly-used Business Terms（常用贸易术语） 143

Appendix 2 Documents Samples（各类单证样张） 149

Kev to the Exercises 161

References 176