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Unit 1 Negotiation 1

Reading Ⅰ Cooperation and Competition in Negotiation 1

Reading Ⅱ Some Hints on Negotiating 16

Special Use Non-finite Verbs(1):as Objects 20

Extended Activities 25

Function and Structure Negotiation 25

Practical Reading An Advertisement and a Case Study 30

Basic Writing The Layout of Business Letters and Envelopes 34

Business World Four Phases of Negotiating 38

Unit 2 Price 41

Reading Ⅰ Factors That Affect Pricing Decisions 42

Reading Ⅱ Product Pricing 55

Special Use Non-finite Verbs(2):as Subjects and Predicatives 62

Extended Activities 65

Function and Structure Price 65

Practical Reading Prices and Wages 72

Basic Writing Letters of Inquiries 75

Business World The Internet Is Helping Consumers Make Better Pricing Decisions 78

Unit 3 Selling 81

Reading Ⅰ The Selling Process 82

Reading Ⅱ Steps to an Effective Sales Presentation 94

Special Use Non-finite Verbs(3):as Adverbials and Attributives 100

Extended Activities 105

Function and Structure Presentations 105

Practical Reading Some Hints for a Successful Presentation 110

Basic Writing Letters of Establishing Business Relations 114

Business World The Importance of Personal Selling 118

Unit 4 Wholesale and Retail 121

Reading Ⅰ Components of a Successful Retailing Strategy 122

Reading Ⅱ Types of Wholesalers 134

Special Use Adverbial Clause(1):Time and Cause 140

Extended Activities 143

Function and Structure Commission 143

Practical Reading Instructions of an Electric Blanket 147

Basic Writing Letters of Offers and Counter-offers 150

Business World The Most Influential Factors in Creating a Store's Atmosphere 154

Unit 5 Business in China 156

Reading Ⅰ Cultural Differences That Influence Business Operations in China 157

Reading Ⅱ China Embraces Its Latest Revolution 169

Special Use Adverbial Clause(2):Others 174

Extended Activities 178

Function and Structure Ordering 178

Practical Reading Order Forms 183

Basic Writing Letters of Order and Acknowledgement 186

Business World Some Examples of Cultural Differences That Can Affect Business Dealings 190

Unit 6 Transportation 192

Reading Ⅰ Containerization 193

Reading Ⅱ Transportation Operations 205

Special Use Noun Clauses 210

Extended Activities 214

Function and Structure Shipment 214

Practical Reading Bill of Lading 220

Basic Writing Letters of Packing and Shipment 223

Business World The Organization of Shipping 227

Unit 7 Payment 229

Reading Ⅰ Incoterms 1990(Ⅰ) 230

Reading Ⅱ Incoterms 1990(Ⅱ) 244

Special Use Terms of Payment 249

Extended Activities 255

Function and Structure Payment 255

Practical Reading Letter of Credit 259

Basic Writing Letters of Payment 262

Business World Payment in International Trade 266

Unit 8 Contract 268

Reading Ⅰ How a Contract Is Created 269

Reading Ⅱ Seven Basic Requirements for an Enforceable Contract 281

Special Use Expressions for Contract 288

Extended Activities 291

Function and Structure Packing 291

Practical Reading Contract 297

Basic Writing Contract 300

Business World Packaging 305

Appendix Ⅰ New Words 307

Appendix Ⅱ Expressions 313

Appendix Ⅲ Word Study 314