Unit 1 The Nature of Negotiation 1
1.1 Learning Objectives 2
1.2 The Nature of Negotiation 2
1.3 Interdependence 2
1.4 Mutual Adjustment 2
1.5 Examples for Your Check List 3
1.6 Value Claiming and Value Creation 4
1.7 Effective Conflict Management 5
1.8 Case Study 6
1.9 Business Ethics 8
1.10 Exercises 9
Unit 2 Strategy and Tactics of Negotiation 11
2.1 Learning Objectives 12
2.2 Tactical Tasks 12
2.3 Position Taken During Negotiation 13
2.4 Key Steps in the Negotiation 16
2.5 Factors That Facilitate Successful Negotiation 17
2.6 Case Study 18
2.7 Business Ethics 19
2.8 Exercises 19
Unit 3 Relationships in Negotiation 20
3.1 Learning Objectives 21
3.2 Negotiation in Communal Sharing Relationship 21
3.3 Key Elements in Managing Negotiations within Relationship 22
3.4 Case Study 27
3.5 Business Ethics 28
3.6 Exercises 28
Unit 4 Strategy and Planning of Negotiation 29
4.1 Learning Objectives 30
4.2 Goals and Effects of Negotiation Strategy 30
4.3 Strategy and Tactics 31
4.4 The Planning Process of Implementing Strategy 32
4.5 Case Study 35
4.6 Business Ethics 35
4.7 Exercises 36
Unit 5 Cross-Cultural Negotiation 37
5.1 Learning Objectives 38
5.2 The Nature of Culture 38
5.3 Dimensions of Culture 38
5.4 Why Culture Influences Negotiations 40
5.5 How Culture Influences Negotiations 41
5.6 Cross-Cultural Negotiation Strategies 43
5.7 Case Study 45
5.8 Business Ethics 46
5.9 Exercises 47
Unit 6 Essential of Business Letter Writing 48
6.1 Learn Objectives 49
6.2 Brief Introduction 49
6.3 Requirements for Business Letter and Email Writers 49
6.4 Seven Guidelines in Business Letter Writing 49
6.5 Letter Format and Placement of Major Parts 51
6.6 The Layout of Emails 53
6.7 The Layout of Business Letters 54
6.8 Addressing Envelopes 55
6.9 Writing Procedure 56
6.10 The Outline of Business Letters 57
6.11 Case Study 58
6.12 Business Ethics 60
6.13 Exercises 60
Unit 7 Establishing Business Relations 61
7.1 Learning Objectives 62
7.2 The Significance of Establishing Business Relations 62
7.3 The Channels of Establishing Business Relations 62
7.4 Writing Skills 63
7.5 Typical Expressions for Letters Requesting for Establishment of Business
Relations (See Table 7.1) and Replies (See Table 7.2) 63
7.6 Specimen Letters 64
7.7 Situational Conversation 65
7.8 Useful Patterns ＆ Examples 66
7.9 Case Study 67
7.10 Business Ethics 68
7.11 Exercises 68
Unit 8 Enquiry and Reply 70
8.1 Learning Objectives 71
8.2 The Importance and Nature of Enquiry 71
8.3 Categories of Enquiry 71
8.4 Writing Skills 71
8.5 Typical Expressions for Letters Making Enquiry (See Table 8.1) and Reply
(See Table 8.2) 72
8.6 Specimen Letters 73
8.7 Situational Conversation 74
8.8 Useful Patterns ＆ Examples 75
8.9 Case Study 76
8.10 Business Ethics 76
8.11 Exercises 77
Unit 9 Quotation and Offer 79
9.1 Learning Objectives 81
9.2 The Importance and Nature of Offer 81
9.3 Categories of Offer 81
9.4 Differences between Offer ＆ Quotation 82
9.5 Writing Skills 82
9.6 Typical Expressions for Letters Making Offer (See Table 9.1) 82
9.7 Specimen Letters 83
9.8 Situational Conversation 84
9.9 Useful Patterns ＆ Examples 85
9.10 Case Study 86
9.11 Business Ethics 86
9.12 Exercises 87
Unit 10 Order and Acknowledgement 89
10.1 Learning Objectives 90
10.2 Orders and Their Effects 90
10.3 About Acknowledgement 90
10.4 Writing Skills and Typical Expressions of Placing Orders (See Table 10.1) 91
10.5 Specimen Letters 93
10.6 Situational Conversation 95
10.7 Useful Patterns ＆ Examples 96
10.8 Case Study 97
10.9 Business Ethics 97
10.10 Exercises 98
Unit 11 Conclusion of Business 100
11.1 Learning Objectives 101
11.2 Function of Contract 101
11.3 The Contents of a Contract 101
11.4 Writing Skills 102
11.5 Typical Writing Steps of Conclusion of Business (See Table 11.1) 103
11.6 Specimen Letters 103
11.7 Situational Conversation 105
11.8 Useful Patterns ＆ Examples 105
11.9 Case Study 107
11.10 Business Ethics 107
11.11 Exercises 107
Unit 12 Payment Methods 109
12.1 Learning Objectives 110
12.2 Modes of Payment 110
12.3 Writing Skills and Typical Expressions (See Table 12.1—12.4) 111
12.4 Specimen Letters 112
12.5 Useful Patterns ＆ Examples 113
12.6 Case Study 114
12.7 Business Ethics 114
12.8 Exercises 115
Unit 13 Packing 117
13.1 Learning Objectives 118
13.2 Types of Packing 118
13.3 Function of Packing 118
13.4 Writing Skills 118
13.5 Typical Expressions for Letters of Packing (See Table 13.1) and Replies
(See Table 13.2) 119
13.6 Specimen Letters 119
13.7 Useful Patterns ＆ Examples 121
13.8 Case Study 122
13.9 Business Ethics 122
13.10 Exercises 122
Unit 14 Shipment 124
14.1 Learning Objectives 125
14.2 About Shipment 125
14.3 Method of Shipment 125
14.4 Writing Skills and Typical Expressions 125
14.5 Specimen Letters 127
14.6 Useful Patterns and Examples 128
14.7 Case Study 129
14.8 Business Ethics 129
14.9 Exercises 129
Unit 15 Insurance 131
15.1 Learning Objectives 132
15.2 About International Cargo Transportation Insurance 132
15.3 The Field of International Cargo Insurance 132
15.4 Writing Skills and Typical Expressions 133
15.5 Specimen Letters 134
15.6 Useful Patterns ＆ Examples 135
15.7 Case Study 136
15.8 Business Ethics 137
15.9 Exercises 137
Unit 16 Claim and Settlement 139
16.1 Learning Objectives 140
16.2 Brief Introduction of Complaints and Claims 140
16.3 The Different Types of Claims 140
16.4 Writing Skills 141
16.5 Typical Expressions for Letters Requesting for Claim and Settlements 141
16.6 Specimen Letters 142
16.7 Useful Patterns ＆ Examples 143
16.8 Case Study 145
16.9 Business Ethics 145
16.10 Exercises 145
Unit 17 Telephone Etiquette 146
17.1 Learning Objectives 147
17.2 The Significance of Telephone Etiquette 147
17.3 The Guidelines for Handling Outgoing Calls 147
17.4 The Guidelines for Receiving Incoming Calls 148
17.5 Typical Expressions for Handling Outgoing and Incoming Calls 148
17.6 The Guidelines for Teleconferencing 149
17.7 Case Study 150
17.8 Situational Conversation 152
17.9 Business Ethics 153
Unit 18 Job Application and Interview 154
18.1 Learning Objectives 155
18.2 Brief Introduction 155
18.3 Resumes and Application Letters 155
18.4 The Job Interview 158
18.5 Case Study 160
18.6 Business Ethics 163
18.7 Exercises 163
Unit 19 Business Travel Etiquette 164
19.1 Learning Objectives 165
19.2 The Significance of Business Travel Etiquette 165
19.3 Basic Etiquette of Business Travel 165
19.4 Foreign Custom and Holiday Etiquette 167
19.5 Typical Greeting Behaviors 171
19.6 Basic Etiquette of Conference， Seminar or Training Program 171
19.7 Basic Etiquette of Trade Fair 172
19.8 Case Study 172
19.9 Business Ethics 173
19.10 Exercises 173
Unit 20 Business Negotiation Etiquette 175
20.1 Learning Objectives 176
20.2 Brief Introduction 176
20.3 Negotiators as Hosts 176
20.4 Negotiators as Guests 178
20.5 Verbal and Nonverbal Communication 178
20.6 Taboos of Business Negotiation of Different Cultures 179
20.7 Case Study 180
20.8 Situational Etiquette 181
20.9 Business Ethics 182
20.10 Exercises 183
Unit 21 Business Dinner Etiquette 187
21.1 Learning Objectives 188
21.2 The Significance of Dining Etiquette 188
21.3 Forms of Business Entertaining 188
21.4 Preparations for Business Meals 188
21.5 Etiquette for Business Dinner 190
21.6 Toasts 192
21.7 Useful Tips 193
21.8 Case Study 194
21.9 Business Ethics 195
21.10 Exercises 195
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