Preface Contents Unit 1 Introduction to Business Correspondence and Negotiations Introduction Objectives Part One Principles of Business Correspondence Part Two Principles of Business Negotiations Part Three Process of Business Negotiations Part Four Intercultural Strategies of Business Negotiations Part Five Exercises Unit 2 Establishing Trade Relations Introduction Objectives Part One Layout of a Business Letter Part Two Writing Customer Relations Letter Part Three Conference on Introducing Products Part Four Leaflets and Advertisements Part Five Exercises Unit 3 Inquity and Reply Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 4 Offer and Counter—offer Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 5 Order and Confirmation Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 6 Quantity and Quality Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 7 Packing and Shipment Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 8 Commission and Payment Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 9 Complaints， Claims and Adjustments Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 10 Insurance and Arbitration Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 11 Requesting and Confirming a Service Introduction Objectives Part One Business Correspondence and Format Part Two Business Negotiation and Skills Part Three Cultural Tips Part Four Additional Expressions Part Five Exercises Unit 12 Office Business Correspondence Introduction Objectives Part One Writing a Job Application Letter Part Two Replying to a Job Applicant Part Three E—mail， Fax and Memorandum Part Four Additional Expressions Part Five Exercises Appendixes Appendix 1 Keys to Exercises Appendix 2 Trade Terms Appendix 3 Major Ports in the World Appendix 4 Common Abbreviations Appendix 5 Sales Contract Sample Appendix 6 Bills of Document Sample References
