Part 1 Negotiation of Business
Unit 1 Establishing Trading Relations 3
Section 1 Introduction 3
Section 2 Correspondence 4
Section 3 Dialogues 12
Dialogue 1 12
Dialogue 2 12
Dialogue 3 13
Section 4 Exercises 14
Section 5 Solution to Problem 16
Unit 2 Inquiries and Replies 19
Section 1 Introduction 19
Section 2 Correspondence 20
Section 3 Dialogues 25
Dialogue 1 25
Dialogue 2 26
Section 4 Exercises 27
Section 5 Solution to Problem 29
Unit 3 Bargaining 31
Section 1 Introduction 31
Section 2 Correspondence 44
Section 3 Dialogues 50
Dialogue 1 50
Dialogue 2 51
Dialogue 3 52
Section 4 Exercises 54
Section 5 Solution to Problem 55
Unit 4 Ordering 58
Section 1 Introduction 58
Section 2 Correspondence 59
Section 3 Dialogues 63
Dialogue 1 63
Dialogue 2 64
Section 4 Exercises 66
Section 5 Solution to Problem 67
Unit 5 Contracts 68
Section 1 Introduction 68
Section 2 Correspondence 74
Section 3 Dialogues 77
Dialogue 1 77
Dialogue 2 78
Section 4 Exercises 80
Section 5 Solution to Problem 82
Unit 6 Terms of Payment 83
Section 1 Introduction 83
Section 2 Correspondence 99
Section 3 Dialogues 103
Dialogue 1 103
Dialogue 2 104
Section 4 Exercises 105
Section 5 Solution to Problem 106
Part 2 Fulfillment of Contract
Unit 7 Shipment 111
Section 1 Introduction 111
Section 2 Correspondence 128
Section 3 Dialogues 133
Dialogue 1 133
Dialogue 2 134
Section 4 Exercises 135
Section 5 Solution to Problem 137
Unit 8 Insurance 139
Section 1 Introduction 139
Section 2 Correspondence 150
Section 3 Dialogues 152
Dialogue 1 152
Dialogue 2 153
Dialogue 3 154
Section 4 Exercises 155
Section 5 Solution to Problem 157
Unit 9 Packing and Inspection 159
Section 1 Introduction 159
Section 2 Correspondence 168
Section 3 Dialogues 173
Dialogue 1 173
Dialogue 2 174
Section 4 Exercises 175
Section 5 Solution to Problem 177
Unit 10 Complaints, Claims and
Arbitration 179
Section 1 Introduction 179
Section 2 Correspondence 186
Section 3 Dialogues 192
Dialogue 1 192
Dialogue 2 192
Section 4 Exercises 194
Section 5 Solution to Problem 196
Unit 11 Telegrams and Telex 199
Section 1 Introduction 199
Section 2 Correspondence 203
Section 3 Exercises 214
Section 4 Solution to Problem 215
Appendix 1 Business Letter Writing 216
Appendix 2 Important Ports 222
Appendix 3 Commonly Used
Vocabulary 229
Appendix 4 Useful Abbreviations 273
Appendix 5 Key to Exercises 284
Bibliography 299