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Unit One Business Etiquette 1

Part One Theory 2

Text A Public Relations—Business Etiquette 2

Text B Corporate Gift Giving 6

Part Two Practice 9

Part Three Supplement 13

Etiquette in Different Countries 13

Unit Two Business Meetings 17

Part One Theory 17

Text A Business Meetings That Matter—It's Possible! 17

Text B A Typical Business Meeting 22

Part Two Practice 27

Part Three Supplement 32

Ice Breakers 32

Unit Three Business Relationships 35

Part One Theory 35

Text A How to Establish Business Relationships Online 35

Text B Building a Successful Business Relationship in Japan 39

Part Two Practice 43

Part Three Supplement 47

How to Build Relationships for Business Success 47

Unit Four Enquiries and Quotations 50

Part One Theory 50

Text A Theories on Enquiries and Quotations 50

Text B Case Study:Enquiry 55

Part Two Practice 59

Part Three Supplement 60

Group Quality Manager Cambridge Base 60

Unit Five Purchase Order and Confirmation 62

Part One Theory 62

Text A Purchase Order 62

Text B Case Study:Covering Business Letter Regarding Purchase Order 66

Part Two Practice 71

Part Three Supplement 74

Marketing Plan 74

Unit Six Terms of Payment 77

Part One Theory 77

Text A Terms of Payment 77

Text B Introduction to Letter of Credit 82

Part Two Practice 86

Part Three Supplement 91

THE ROYAL BANK OF CANADA 91

Unit Seven Insurance 94

Part One Theory 94

Text A Standard Cargo Insurance—Three Basic Policies 94

Text B Marine Cargo Insurance for Commercial Exports 99

Part Two Practice 103

Part Three Supplement 110

Why Do Traders Need Cargo Insurance? 110

Unit Eight Packaging 112

Part One Theory 112

Text A Packaging and Labeling 112

Text B Export Packaging and the Environment 117

Part Two Practice 121

Part Three Supplement 126

Australia Proposes Tough Cigarette Packaging Rules 126

Unit Nine Shipment 129

Part One Theory 129

Text A Importing Goods—Understanding Shipping Terminology 129

Text B Sugar Shipping Documentation 134

Part Two Practice 138

Part Three Supplement 143

Cargo Transportation 143

Unit Ten Business Contracts 146

Part One Theory 146

Text A Trade Contracts 146

Text B Eight Sources of Power in a Sales Negotiation 151

Part Two Practice 154

Part Three Supplement 159

Sales Contracts 159

Unit Eleven Letter of Credit 162

Part One Theory 162

Text A L/C Introduction 162

Text B Letter of Credit Discrepancies 167

Part Two Practice 171

Part Three Supplement 176

Payment Methods Other Than Letter of Credit 176

Unit Twelve Claims and Arbitration 179

Part One Theory 179

Text A Claims in International Trade 179

Text B Tribunal Hands Danone Partial Victory as It Settles with Wahaha 183

Part Two Practice 187

Part Three Supplement 191

General Introduction to Claims 191