Part Ⅰ An Introduction to International Trade（商贸概论篇） 1
1．The Characteristics of International Trade 1
2．The Major International Trade Organization in the World 2
3．China's Trade with the United States and the World 4
Part Ⅱ Business Intercourse（商务交往篇） 8
Chapter 1 Business Etiquette（商务礼仪） 8
1．Business Etiquette Principles 8
2．Reception 10
3．Entertaining Your Clients 11
4．Showing Your Clients Around 14
5．A Case Study on Business Etiquette 21
Chapter 2 Business Negotiation（商务谈判） 22
1．Phases of Business Negotiation 22
2．Strategies of Business Negotiation 29
3．Tacticsl of Business Negotiation 32
Part Ⅲ Business Management and Strategies（商务管理和策略篇） 36
Chapter 1 Business Strategies（商务策略） 36
1．Ansoff Matrix 36
2．The Boston Consulting Group Matrix(BCG Matrix) 37
3．Generic Strategies-Michael Porter(1980) 38
Chapter 2 Product Research and Development（产品研发） 45
1．Products Development and Planning 45
2．Importing New Product 46
Chapter 3 Marketing（市场营销） 50
1．Distribution 50
2．Selling 53
3．Advertising 55
Chapter 4 Foreign Exchange Rate（外汇汇率） 61
1．Foreign Exchange Rate 61
2．Direct and Indirect Quotations 62
3．Floating Exchange Rate and International Trade 62
Part Ⅳ Practices of International Trade（贸易实务篇） 66
Chapter 1 Incoterms（国际贸易术语） 66
1．Group E 66
2．Group F 67
3．Group C 67
4．Group D 68
Chapter 2 Enquiry,Offer,Counter-offer,and Acceptance（询盘、报盘、还盘、受盘） 73
1．Enquiry/Inquiry 73
2．Offer 74
3．Counter-offer 75
4．Acceptance 76
Chapter 3 International Settlement（国际结算） 80
1．Advance Payment 81
2．Open Account 81
3．Documentary Collection 82
4．Letter of Credit or Documentary Credit 83
Chapter 4 International Transport and Marine Insurance（国际运输及海事保险） 91
1．Modes of International Transport 91
2．Marine Insurance 93
Part Ⅴ Business Regulations（商贸法律篇） 99
Chapter 1 Commodity Inspection,Claim,Force Majeure and Arbitration（商检、索赔、不可抗力及仲裁） 99
1．Commodity Inspection 99
2．Claims and Settlement of Claims 102
3．Force Majeure 104
4．Arbitration 106
Chapter 2 Agency（代理） 110
1．Categories 111
2．Sales Agency Agreement 112
参考答案 116
参考文献 126