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Unit 1 International Bidding 1

1．Definitions of Bidding 1

2．The Different Approaches of Bidding 2

3．The Common Mode and Practice in International Bidding 3

4．The General Procedure of Bidding 4

5．A Process Description of Bidding 6

Unit 2 Commercial Negotiation and Contract 23

1．Preparation for a Negotiation 23

2．Definition in a Contract 25

3．A Contract Object 27

4．A Project Object Description 28

5．A Sample Act of Describing Contract Object 29

Unit 3 Price and Price Breakdown 44

1．Pricing Policy for an International Transaction 44

2．The Terms of Price and Price Breakdown 51

3．A Sample of a Price Breakdown of Equipment 54

4．A Sample of a Project Commercial Offer 56

Unit 4 Payment and Terms of Payment 66

1．Methods of Payment 66

2．Payment Stipulations in a Commercial Contract 74

3．A Template of Payment Terms 76

4．A Sample of a Bill of Exchange or Draft 78

5．A Sample of a Letter of Credit 79

Unit 5 Delivery and Terms of Delivery 94

1．Introduction 94

2．A Template of Delivery and Terms of Delivery 97

3．Guidance on Taking Deliveries 101

4．A Sample of a Delivery Contract 104

5．A Sample of a Bill of Lading 107

6．A Sample of a Commercial Invoice 108

Unit 6 Cargo Packing and Marking 118

1．The General Stipulations for Cargo Packing in International Trade 118

2．Special Requirements for Packing Different Cargoes 119

3．Special Requirements for Different Containers 120

4．Shipping Mark 120

5．A Sample of Packing,Marking and Shipping Specifications 123

6．A Sample of a Packing Agreement 139

Unit 7 Design and Design Meetings 152

1．The Program of a General Kick-off Meeting 152

2．A Partial Agenda of a Kick-off Meeting 155

3．A Sample of a Kick-off Meeting Report 157

4．A Template of Design and Design Meetings 160

5．The Common Design Work in Engineering 161

6．Design Division and Technical Documentation Delivery 165

Unit 8 Standards and Inspection of a Contract 175

1．Technical Standards 175

2．Inspection 178

3．An Introduction of the Famous ASME(American Society of Mechanical Engineers) 181

4．An Example of Specifications,Codes and Standards in Steel and Bridge Building 185

5．A Sample of an Inspection Contract 186

Unit 9 Erection,Test-run,Commissioning,Performance Test and Acceptance of a Contract Plant 198

1．Introduction 198

2．A Template of an Agreement on Erection,Test-run,Commissioning,Performance Test and Acceptance 199

3．A Sample of a Steel Erection Plan and Sequence 203

4．A Sample of a Test-run Plan for a Thermal Supply Machine 207

5．A Sample of a Commissioning 210

6．A Sample of a Project Performance Test Report 214

7．An Outline of a Project Acceptance Plan 215

8．A Template of an Acceptance Report 218

Unit 10 Process Guarantee,Claim,Arbitration and Penalty 229

1．Definition of a Process Guarantee 229

2．A Common Process Guarantee Description 229

3．A Sample of a Process Guarantee 231

4．Claim 234

5．Arbitration 236

6．A Case of Making Claims 238

7．An Arbitration Agreement 240

8．A Sample of an Arbitration Award 241

Unit 11 Miscellanies 251

1．Definition of Know-how and Secrecy 251

2．A Common Template of Know-how and Secrecy 252

3．Force Majeure 253

4．A Common Template of Force Majeure 254

5．Taxes 255

6．Effectiveness and Termination of a Contract and Others 257

Unit 12 Technical Negotiation and Annexes 267

1．Technical Negotiation 267

2．Technical Annex Preparation Guidelines 269

3．The Common Items Contained in an Engineering Technical Annex 273

4．A Sample of a Technical Proposal 287

5．A Sample of a Technical Annex 289

Keys 301

Reference Books and Internet Resources 321