Unit One Business Etiquette 1
Part One Theory 2
Text A Public Relations—Business Etiquette 2
Text B Corporate Gift Giving 6
Part Two Practice 9
Part Three Supplement 13
Etiquette in Different Countries 13
Unit Two Business Meetings 17
Part One Theory 17
Text A Business Meetings That Matter—It's Possible! 17
Text B A Typical Business Meeting 22
Part Two Practice 27
Part Three Supplement 32
Ice Breakers 32
Unit Three Business Relationships 35
Part One Theory 35
Text A How to Establish Business Relationships Online 35
Text B Building a Successful Business Relationship in Japan 39
Part Two Practice 43
Part Three Supplement 47
How to Build Relationships for Business Success 47
Unit Four Enquiries and Quotations 50
Part One Theory 50
Text A Theories on Enquiries and Quotations 50
Text B Case Study:Enquiry 55
Part Two Practice 59
Part Three Supplement 60
Group Quality Manager Cambridge Base 60
Unit Five Purchase Order and Confirmation 62
Part One Theory 62
Text A Purchase Order 62
Text B Case Study:Covering Business Letter Regarding Purchase Order 66
Part Two Practice 71
Part Three Supplement 74
Marketing Plan 74
Unit Six Terms of Payment 77
Part One Theory 77
Text A Terms of Payment 77
Text B Introduction to Letter of Credit 82
Part Two Practice 86
Part Three Supplement 91
THE ROYAL BANK OF CANADA 91
Unit Seven Insurance 94
Part One Theory 94
Text A Standard Cargo Insurance—Three Basic Policies 94
Text B Marine Cargo Insurance for Commercial Exports 99
Part Two Practice 103
Part Three Supplement 110
Why Do Traders Need Cargo Insurance? 110
Unit Eight Packaging 112
Part One Theory 112
Text A Packaging and Labeling 112
Text B Export Packaging and the Environment 117
Part Two Practice 121
Part Three Supplement 126
Australia Proposes Tough Cigarette Packaging Rules 126
Unit Nine Shipment 129
Part One Theory 129
Text A Importing Goods—Understanding Shipping Terminology 129
Text B Sugar Shipping Documentation 134
Part Two Practice 138
Part Three Supplement 143
Cargo Transportation 143
Unit Ten Business Contracts 146
Part One Theory 146
Text A Trade Contracts 146
Text B Eight Sources of Power in a Sales Negotiation 151
Part Two Practice 154
Part Three Supplement 159
Sales Contracts 159
Unit Eleven Letter of Credit 162
Part One Theory 162
Text A L/C Introduction 162
Text B Letter of Credit Discrepancies 167
Part Two Practice 171
Part Three Supplement 176
Payment Methods Other Than Letter of Credit 176
Unit Twelve Claims and Arbitration 179
Part One Theory 179
Text A Claims in International Trade 179
Text B Tribunal Hands Danone Partial Victory as It Settles with Wahaha 183
Part Two Practice 187
Part Three Supplement 191
General Introduction to Claims 191