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Unit 1 Business Negotiations 1

1.1 Making Inquiry and Offer 2

1.2 Making Counteroffer and Acceptance 5

1.3 Understanding Terms of Contract 9

1.4 Drafting Sales Contract 11

Unit 2 Packing 19

2.1 Learning Packing Methods 20

2.2 Using Packing Marks 22

Unit 3 Letter of Credit 26

3.1 Discussing Modes of Payment 27

3.2 Applying for a Letter of Credit 33

3.3 Analyzing L/C Terms and Conditions 37

Unit 4 Transportation 42

4.1 Discussing Shipment Terms 43

4.2 Finding Freight Forwarders 45

4.3 Choosing Modes of Transportation 46

4.4 Going Through Shipment Procedures 51

4.5 Calculating Freight Rates 52

Unit 5 Insurance 57

5.1 Differentiating Risks,Losses and Types of Policies 58

5.2 Applying for Insurance 64

5.3 Determining Value Insured and Calculating Insurance Premium 68

5.4 Lodging a Claim under Policy 70

Unit 6 Documentation for Payment 75

6.1 Preparing Documents for Payment 76

6.2 Commercial Invoice 78

6.3 Bill of Lading 80

6.4 Insurance Policy 82

6.5 Bill of Exchange 84

Unit 7 Dispute Settlement 91

7.1 Raising Claims 92

7.2 Settling Claims 95

7.3 Using Arbitration 101

Appendix 106

Appendix A Technical Terms and Expressions 106

Appendix B Keys to Exercises 116

Appendix C Reference Translation of Dialogues and Texts 127

References 155