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
內容試閱：
The China Insurance Clause provides both basic insurance coverage and additional insurance coverage for marine cargo transport.There are three kinds of basic insurance coverage under C.I.C.： Free from Particular Average （F.P.A.）， With Particular Average （W.P.A.） and All Risks.Besides the three kinds ofbasic insurance coverage， there are other two kinds of additional insurance coverage： General Additional Risks （T.P.N.D.， Leakage Risk， Shortage Risk， etc.） and Special Additional Risks （War Risk， Strikes Risk， On Deck Risk， etc.）.
Generally speaking， W.P.A provides more comprehensive protection than F.P.A.and All Risks provides more comprehensive protection than W.P.A.
In practice， the client can choose a basic coverage， for instance， F.P.A.to cover his goods against possible risks at sea， or choose F.P.A.or W.P.A.plus one or two additional risks， for instance， F.P.A.and T.P.N.D.， to cover his goods.If the client has chosen All Risks， he may choose one or two Special Additional Risks only if necessary because General Additional Risks have been included in All Risks， for instance， All Risks and T.P.N，D.is not workable in practice because T.P.N.D.has been included in All Risks.
The client has to decide in each particular case how to choose the insurance coverage according to the characteristics of the goods and sea voyage involved.For more comprehensive protection， he has to pay a higher rate ofpremium.
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