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Part 1 Negotiation of Business 3

Unit 1 Establishing Trading Relations 3

Section 1 Introduction 3

Section 2 Correspondence 4

Section 3 Dialogues 12

Dialogue 1 12

Dialogue 2 12

Dialogue 3 13

Section 4 Exercises 14

Section 5 Solution to Problem 16

Unit 2 Inquiries and Replies 19

Section 1 Introduction 19

Section 2 Correspondence 20

Section 3 Dialogues 25

Dialogue 1 25

Dialogue 2 26

Section 4 Exercises 27

Section 5 Solution to Problem 29

Unit 3 Bargaining 31

Section 1 Introduction 31

Section 2 Correspondence 44

Section 3 Dialogues 50

Dialogue 1 50

Dialogue 2 51

Dialogue 3 52

Section 4 Exercises 54

Section 5 Solution to Problem 55

Unit 4 Ordering 58

Section 1 Introduction 58

Section 2 Correspondence 59

Section 3 Dialogues 63

Dialogue 1 63

Dialogue 2 64

Section 4 Exercises 66

Section 5 Solution to Problem 67

Unit 5 Contracts 68

Section 1 Introduction 68

Section 2 Correspondence 74

Section 3 Dialogues 77

Dialogue 1 77

Dialogue 2 78

Section 4 Exercises 80

Section 5 Solution to Problem 82

Unit 6 Terms of Payment 83

Section 1 Introduction 83

Section 2 Correspondence 99

Section 3 Dialogues 103

Dialogue 1 103

Dialogue 2 104

Section 4 Exercises 105

Section 5 Solution to Problem 106

Part 2 Fulfillment of Contract 111

Unit 7 Shipment 111

Section 1 Introduction 111

Section 2 Correspondence 128

Section 3 Dialogues 133

Dialogue 1 133

Dialogue 2 134

Section 4 Exercises 135

Section 5 Solution to Problem 137

Unit 8 Insurance 139

Section 1 Introduction 139

Section 2 Correspondence 150

Section 3 Dialogues 152

Dialogue 1 152

Dialogue 2 153

Dialogue 3 154

Section 4 Exercises 155

Section 5 Solution to Problem 157

Unit 9 Packing and Inspection 159

Section 1 Introduction 159

Section 2 Correspondence 168

Section 3 Dialogues 173

Dialogue 1 173

Dialogue 2 174

Section 4 Exercises 175

Section 5 Solution to Problem 177

Unit 10 Complaints,Claims and Arbitration 179

Section 1 Introduction 179

Section 2 Correspondence 186

Section 3 Dialogues 192

Dialogue 1 192

Dialogue 2 192

Section 4 Exercises 194

Section 5 Solution to Problem 196

Unit 11 Telegrams and Telex 199

Section 1 Introduction 199

Section 2 Correspondence 203

Section 3 Exercises 214

Section 4 Solution to Problem 215

Appendix 1 Business Letter Writing 216

Appendix 2 Important Ports 222

Appendix 3 Commonly Used Vocabulary 229

Appendix 4 Useful Abbreviations 273

Appendix 5 Key to Exercises 284

Bibliography 299