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Unit 1 Receiving Guests1

Typical Dialogues1

Useful Expressions3

A Notes to the Dialogues3

B Related Sentences4

Cross Cultural Links5

Personal Space and Touch5

Exercises5

Further Learning6

Etiquette for Greeting & Send-off6

Unit 2 Inquiry and Offer8

Typical Dialogues8

Useful Expressions10

A Notes to the Dialogues10

B Related Sentences11

Cross Cultural Links12

Negotiating Style of Foreign Partners12

Exercises12

Further Learning14

Guidelines for Making Inquiries Professionally14

Unit 3 Bargain on Price15

Typical Dialogues15

Useful Expressions17

A Notes to the Dialogues17

B Related Sentences17

Cross Cultural Links18

Ten Cultural Factors That Influence the Negotiation Process18

Exercises18

Further Learning20

Guidelines for Making Ofiers & Counter-offers Professionally20

Unit 4 Business Dinner21

Typical Dialogues21

Useful Expressions23

A Notes to the Dialogues23

B Related Sentences24

Cross Cultural Links24

Eating Custom and Practice24

Exercises25

Further Learning26

Dinner Party Etiquette26

Unit 5 Payment28

Typical Dialogues28

Useful Expressions30

A Notes to the Dialogues30

B Related Sentences30

Cross Cultural Links31

American Negotiating Style31

Exercises32

Further Learning33

How to Avoid Conflicts in Negotiation33

Unit 6 Packing34

Typical Dialogues34

Useful Expressions36

A Notes to the Dialogues36

B Related Sentences37

Cross Cultural Links37

Color Preference&Difference in East and West Cultures37

Exercises38

Further Learning39

The Basic Principles of Negotiation39

Unit 7 Commodity Inspection41

Typical Dialogues41

Useful Expressions43

A Notes to the Dialogues43

B Related Sentences43

Cross Cultural Links44

Competition & Cooperation44

Exercises44

Further Learning46

Practice of Commodity Inspection46

Unit 8 License System and Quota48

Typical Dialogues48

Useful Expressions50

A Notes to the Dialogues50

B Related Sentences52

Cross Cultural Links53

Self-Reliance53

Exercises53

Further Learning55

Quota System55

Unit 9 Insurance56

Typical Dialogues58

Useful Expressions60

A Notes to the Dialogues60

B Related Sentences61

Cross Cultural Links62

Individualism & Collectivism62

Exercises63

Further Learning64

Various Types of Insuranse Policies & Insurance Premium64

Unit 10 Shipment66

Typical Dialogues66

Useful Expressions68

A Notes to the Dialogues68

B Related Sentences69

Cross Cultural Links69

Time Consciousness in America69

Exercises70

Further Learning71

Shipping Goods by Sea71

Unit 11 Signing the Contract73

Typical Dialogues73

Useful Expressions75

A Notes to the Dialogues75

B Related Sentences75

Cross Cultural Links76

Success76

Exercises77

Further Learning81

Etiquette for Signing Agreements81

Unit 12 Business Tour83

Typical Dialogues83

Useful Expressions85

A Notes to the Dialogues85

B Related Sentences86

Cross Cultural Links86

Tipping86

Exercises87

Further Learning88

Inward & Outward88

Unit 13 Claims and Settlements89

Typical Dialogues89

Useful Expressions91

A Notes to the Dialogues91

B Related Sentences91

Cross Cultural Links92

Friendship92

Exercises93

Further Learning94

Guidelines for Closing the Negotiation Successfully94

Unit 14 Arbitration96

Typical Dialogues96

Useful Expressions99

A Notes to the Dialogues99

B Related Sentences99

Cross Cultural Links101

Different Manners and Customs101

Exercises101

Further Learning103

Arbitration Hearing103

Unit 15 Calling for a Bid104

Typical Dialogues104

Useful Expressions107

A Notes to the Dialogues107

B Related Sentences108

Cross Cultural Links109

Equality109

Exercises109

Further Learning111

How to Submit a Tender111

Unit 16 Trademarks and Patents112

Typical Dialogues113

Useful Expressions115

A Notes to the Dialogues115

B Related Sentences116

Cross Cultural Links117

Marketing Translation117

Exercises117

Further Learning119

Comparison with Patents,Designs and Copyright119

Unit 17 Joint Venture120

Typical Dialogues120

Useful Expressions122

A Notes to the Dialogues122

B Related Sentences123

Cross Cultural Links124

American's Attitude towards Authority124

Exercises124

Further Learning125

Business Meeting Etiquette125

Unit 18 Sole Agency127

Typical Dialogues127

Useful Expressions129

A Notes to the Dialogues129

B Related Sentences130

Cross Cultural Links130

Women's Priority in Social Intercourse130

Exercises131

Further Learning132

Feasibility Study132

Appendix A Translation and Key to Exercises133

Appendix B Frequently Used Sentences in Business171

参考文献185