Unit 1　Business Negotiation in International Trade

　1.1　Professional Knowledge

　　1.1.1　Inquiry

　　1.1.2　Offer

　　1.1.3　Counter-offer

　　1.1.4　Acceptance

　1.2　Language Skills

　　1.2.1　Emails of inquiry

　　1.2.2　Emails of offer

　　1.2.3　Emails of counter-offer

　　1.2.4　Emails of acceptance

　1.3　Resource Bank

　1.4　Extensive Reading

　1.5　Assignments

Unit 2　Delivery

　2.1　Professional Knowledge

　2.2　Language Skills

　　2.2.1　The buyer urging the shipment

　　2.2.2　The seller explaining the reason for late delivery

　　2.2.3　Booking shipping space/containers from the shipping agents

　　2.2.4　Dispatching shipping notice

　2.3　Resource Bank

　2.4　Extensive Reading

　2.5　Assignments

Unit 3　Terms of Payment

　3.1　Professional Knowledge

　　3.1.1　Remittance

　　3.1.2　Collection

　　3.1.3　Risk control in payment

　3.2　Language Skills

　　3.2.1　The buyer and the seller negotiating terms of payment

　　3.2.2　The buyer asking for an extension of payment

　3.3　Resource Bank

　3.4　Extensive Reading

　3.5　Assignments

Unit 4　Insurance

　4.1　Professional Knowledge

　　4.1.1　Marine insurance clauses under C.I.C..

　　4.1.2　Marine insurance clauses under I.C.C.-

　　4.1.3　Marine insurance clauses in sales contracts

　　4.1.4　Insurance under CIF

　　4.1.5　Important questions in marine insurance

　4.2　Language Skills

　　4.2.1　The seller arranging insurance with the insurance company

　　4.2.2　The seller and the buyer negotiating the insurance arrangement

　4.3　Resource Bank

　4.4　Extensive Reading

　4.5　Assignments　~

Unit 5　Import and Export Documentation

　5.1　Professional Knowledge

　　5.1.1　Financial documents

　　5.1.2　Commercial documents

　5.2　Language Skills

　5.3　Resource Bank

　　5.3.1　Sight bill

　　5.3.2　Commercial invoice

　　5.3.3　Bill of lading

　　5.3.4　Insurance policy

　　5.3.5　Packing list

　　5.3.6　Certificate of origin

　5.4　Extensive Reading

　5.5　Assignments

Unit 6　Letter of Credit

　6.1　Professional Knowledge

　　6.1.1　Definition of letter of credit

　　6.1.2　The role of banks in settlement by letter of credit

　　6.1.3　The circulation of letter of credit

　　6.1.4　The importance of the documents in the payment by L/C

　6.2　Language Skills

　　6.2.1　SWIFT L/C

　　6.2.2　Mail L/C

　　6.2.3　Checking L/Cs

　　6.2.4　The seller urging the establishment of L/C

　　6.2.5　The buyer informing the establishment of L/C

　　6.2.6　The seller asking for amendment of L/Cs

　　6.2.7　The seller asking for extension of L/C

　6.3　Resource Bank

　6.4　Extensive Reading

　6.5　Assignments

Unit 7　Purchase Order and Contract

　7.1　Professional Knowledge

　7.2　Language Skills

　　7.2.1　The buyer placing an order

　　7.2.2　The seller declining the order

　　7.2.3　The seller/buyer confirming the order

　　7.2.4　The seller/buyer drafting contracts

　7.3　Resource Bank

　7.4　Extensive Reading

　7.5　Assignments

Unit 8　Attending a Trade Fair

　8.1　Professional Knowledge

　　8.1.1　Pre-trade fairs

　　8.1.2　At trade fairs

　　8.1.3　After trade fairs

　8.2　Language Skills

　　8.2.1　Emails of invitation to clients

　　8.2.2　Company profile

　　8.2.3　Product profile

　　8.2.4　Follow-up emails

　8.3　Resource Bank

　8.4　Extensive Reading

　8.5　Assignments

Unit 9　Open Tendering

　9.1　Professional Knowledge

　　9.1.1　Prequalification and post-qualification

　　9.1.2　Obtaining bidding documents

　　9.1.3　Bid opening

　　9.1.4　Bid evaluation

　　9.1.5　Award of contract

　9.2　Language Skills

　　9.2.1　Notice of prequalification

　　9.2.2　Invitation to tender/bid

　　9.2.3　Form of bid

　　9.2.4　Letter of acceptance

　 9.3　Resource Bank

　 9.4　Extensive Reading

　 9.5　Assignments

Unit 10　International Business Etiquette

　10.1　Professional Knowledge

　　10.1.1　Invitation to business dinners or banquets

　　10.1.2　Business banquet etiquette

　　10.1.3　Business dinner etiquette

　　10.1.4　Small talk at business meals

　　10.1.5　International gift giving etiquette

　10.2　Language Skills

　　10.2.1　Invitation letters

　　10.2.2　Response to the invitation

　　10.2.3　Toast

　　10.2.4　Thank-you note

　10.3　Resource Bank

　10.4　Extensive Reading

　10.5　Assignments

Scripts

Keys for Reference

References