Chapter 1 International Business Negotiation 1
1.1 Introduction 1
1.2 Five Ways to Find Customers 1
1.3 General Procedures of Business Negotiation 2
Chapter 2 Conclusion of Contract ＆ Notice 14
2.1 Introduction 14
2.2 Overview 15
2.3 Essential Clauses in Sales Contracts 15
Chapter 3 Explanation of Trade Terms 47
3.1 Introduction 47
3.2 Definition of Price Terms 48
3.3 The Function of Trade Terms 49
3.4 International Trade Usages 49
3.5 Trade Terms in INCOTERMS 2010 50
3.6 Price Composition under Different Trade Terms 69
Chapter 4 Terms of Payment 82
4.1 Introduction 82
4.2 Means of Payment 82
4.3 Commonly—Used Modes of International Payment 92
Chapter 5 Shipping Documents 153
5.1 Commercial Invoice 154
5.2 Packing List 154
5.3 B/L 155
5.4 Certificate of Inspection 156
5.5 Certificate of Origin 157
Chapter 6 Preparing for Goods， Asking for L/C， Issuing L/C，Checking L/C ＆ Amending L/C 200
6.1 Preparing for Goods ＆ Asking for L/C 200
6.2 Issuing， Checking and Amending an L/C 201
6.3 Documentary Credit Application Form 203
Chapter 7 Inspecting Commodity， Chartering Vessel， Reserving Space，Clearing for Export ＆ Procuring Insurance 218
7.1 Inspecting Commodity 218
7.2 Chartering Vessel ＆ Reserving Space 218
7.3 Procedures of Booking Space 221
7.4 Customs Clearance 223
7.5 Insurance Arrangement 223
Chapter 8 Assembling Documents ＆ Presenting for Payment 232
8.1 Preparing Documents 232
8.2 Checking Documents 233
8.3 Reviewing the Document Package for Presentation 235
Chapter 9 Countering Foreign Exchange ＆ Refunding on Tax 237
9.1 The Collection Verification and Writing-Off of Export Proceeds 237
9.2 Process of Countering Foreign Exchange 238
Chapter 10 Calculating Costs 243
10.1 Calculating Export Costs 243
10.2 Calculating Import Costs 247
Chapter 11 Futures 251
11.1 History： A Hedging Instrument 251
11.2 A Brief Introduction of Futures Trading 252
11.3 Functions of Futures Trading 252
11.4 How to Hedge 254
11.5 Hedging Strategies 256
Chapter 12 Cyber Trade ＆ E-Commerce 263
12.1 Introduction 263
12.2 What，s E-Commerce 264
12.3 The Origin of E-Commerce 264
12.4 E-Commerce： History of Development 265
12.5 E-Commerce in International Trade 267
12.6 Problems Restricting the Development of International E-Commerce 268
12.7 Ways for Enterprises to Engage in E-Commerce 270
12.8 Ways to Carry out Trading Online 270
12.9 Cyber Payments in Place of L/C 273
Answers（部分章节答案） 274
附录1各国客户上班时间 284
附录2不同国家的公司名称缩略语 288
附录3外贸海运费用英文大全 292
附录4外贸公司与外贸工厂的利弊贴士 296
References 299