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 Counteru2014offer
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 Eu2014mail， 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