Unit One INTERNATIONAL BUSINESS 1.1 What Is International Business？ 1.2 The Scope of International Business Activities 1.3 Commercial Risk 1.4 Commercial Credit 1.5 International Business Management 1.6 A Brief Introduction to WTO EXERCISES Unit Two INTERNATIONAL TRADE 2.1 Introduction 2.2 Business Preparatory Work 2.3 Business Negotiation and Establishment of Contract 2.4 Export and Import Documentation 2.5 The Performance of an Export Contract EXERCISES Unit Three BUSINESS NEGOTIATION 3.1 Overview of Business Negotiation 3.2 The Principles of Business Negotiation 3.3 Preparation for Negotiation 3.4 General Procedures in Business Negotiation 3.5 Negotiation Strategies and Tactics 3.6 Language for Negotiation 3.7 Cultural Influence on Negotiation EXERCISES Unit Four INTERNATIONAL TRADE TERMS 4 .1 Definition of International Trade Terms 4 .2 The Role of International Trade Terms 4 .3 International Rules and Practices on Trade Terms 4 .4 Ways to Select a Price Trade EXERCISES Unit Five PRICING PRINCIPLES 5.1 How to Determine the Price for Imports and Exports？ 5.2 Selection of Money of Account 5.3 Commission and Discount 5.4 Pricing Strategies and the Clause of Price EXERCISES Unit Six INTERNATIONAL TRANSPORTATION 6.1 Major Modes and the Choice of Mode 6.2 Major Shipping Document——BiU of Lading 6.3 Other Shipping Documents 6.4 Perils and Losses 6.5 Marine Insurance Clauses 6.6 Ocean Marine Cargo Clause of CIC 6.7 Import and Export Cargo Insurance Practices in China 6.8 Shipping Clause and Insurance Clause in the Sales Contract " EXERCISES Unit Seven MARKETING 7.1 What Is Marketing？ 7.2 Marketing Orientations 7.3 The Nature of Marketing 7.4 Domestic Marketing and International Marketing 7.5 The Marketing Mix 7.6 Marketing Environment 7.7 Market 7.8 Marketing Strategy 7.9 Marketing Research 7.10 Understanding Consumer Behaviour EXERCISES Unit Eight PAYMENT TOOLS IN INTERNATIONAL SETTLEMENT 8.1 Introduction 8.2 Credit Instrument——Bill of Exchange 8.3 Credit Instruments——Promissory Note and Cheque 8.4 Documents——Documentary Bill， Commercial Invoice， Packing List and Insurance Policy EXERCISES Unit Nine PAYMENT METHODS IN INTERNATIONAL SETTLEMENT 9.1 Introduction 9.2 Remittance 9.3 Collection 9.4 International Factoring and Forfeiting 9.5 Letter of Credit 9.6 Letter of Guarantee and Stand-by Credit EXERCISES Unit Ten BUSINESS LETTERS 10.1 Establishing Business Relations 10.2 Inquiry Letter 10.3 Offers， Counter-offers and Declining Offers 10.4 Order and Order Acceptance 10.5 Complaints and Claims EXERCISES References
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