Unit One  INTERNATIONAL BUSINESS/1
  1.1  What Is International Business?/1
  1.2  The Scope of International Business Activities/4
  1.3  Commercial Risk/7
  1.4  Commercial Credit/7
  1.5  International Business Management/9
  1.6  A Brief Introduction to WTO/10
    EXERCISES/15

Unit Two  INTERNATIONAL TRADE/17
  2.1  Introduction/17
  2.2  Business Preparatory Work/23
  2.3  Business Negotiation and Establishment of Contract/25
  2.4  Export and Import Documentation/26
  2.5  The Performance of an Export Contract/36
    EXERCISES/42

Unit Three  BUSINESS NEGOTIATION/44
  3.1  Overview of Business Negotiation/44
  3.2  The Principles of Business Negotiation/46
  3.3  Preparation for Negotiation/48
  3.4  General Procedures in Business Negotiation/59
  3.5  Negotiation Strategies and Tactics/66
  3.6  Language for Negotiation/69
  3.7  Cultural Influence on Negotiation/72
    EXERCISES/79

Unit Four  INTERNATIONAL TRADE TERMS/81
  4.1  Definition of International Trade Terms/81
  4.2  The Role of International Trade Terms/82
  4.3  International Rules and Practices on Trade Terms/83
  4.4  Ways to Select a Price Trade/95
    EXERCISES/96

Unit Five  PRICING PRINCIPLES/111
  5.1  How to Determine the Price for Imports and Exports?/111
  5.2  Selection of Money of Account/115
  5.3  Commission and Discount/117
  5.4  Pricing Strategies and the Clause of Price/117
    EXERCISES/119

Unit Six  INTERNATIONAL TRANSPORTATION/121
  6.1  Major Modes and the Choice of Mode/121
  6.2  Major Shipping Document—Bill of Lading/125
  6.3  Other Shipping Documents/134
  6.4  Perils and Losses/138
  6.5  Marine Insurance Clauses/140
  6.6  Ocean Marine Cargo Clause of CIC/141
  6.7  Import and Export Cargo Insurance Practices in China/144
  6.8  Shipping Clause and Insurance Clause in the Sales Contract/145
    EXERCISES/151

Unit Seven  MARKETING/153
  7.1  What Is Marketing?/153
  7.2  Marketing Orientations/154
  7.3  The Nature of Marketing/156
  7.4  Domestic Marketing and International Marketing/157
  7.5  The Marketing Mix/158
  7.6  Marketing Environment/161
  7.7  Market/163
  7.8  Marketing Strategy/167
  7.9  Marketing Research/170
  7.10  Understanding Consumer Behaviour/177
    EXERCISES/181


Unit Eight  PAYMENT TOOLS IN INTERNATIONAL SETTLEMENT/183
  8.1  Introduction/183
  8.2  Credit Instrument—Bill of Exchange/189
  8.3  Credit Instruments—Promissory Note and Cheque/200
  8.4  Documents—Documentary Bill,Commercial Invoice, Packing List and
Insurance Policy/208
    EXERCISES/213


Unit Nine  PAYMENT METHODS IN INTERNATIONAL SETTLEMENT/215
  9.1  Introduction/215
  9.2  Remittance/218
  9.3  Collection/222
  9.4  International Factoring and Forfeiting/233
  9.5  Letter of Credit/241
  9.6  Letter of Guarantee and Stand[KG*8]by Credit/253
    EXERCISES/259


Unit Ten  BUSINESS LETTERS/261
  10.1  Establishing Business Relations/261
  10.2  Inquiry Letter/263
  10.3  Offers, Counter[KG*8]offers and Declining Offers/264
  10.4  Order and Order Acceptance/267
  10.5  Complaints and Claims/269
    EXERCISES/272