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Unit One Introduction and Highlight1

1.0 Nature of International Business1

1.1 Motivations of Companies’Engagement in International Business2

1.2 The Major Categories of International Business3

1.2.1 Merchandise Exports and Imports3

1.2.2 Service Exports and Imports4

1.2.3 Investments4

1.3 Some Essential Theories About International Trade5

1.3.1 Protectionist Theories6

Exercises8

1.3.2 Free Trade Theories11

1.3.2.1 Theory of Absolute Advantage11

1.3.2.2 Theory of Comparative Advantage14

1.3.2.3 Factor-proportions Theory16

Exercises18

Language Features for Unit One20

Unit Two International Trade Policies23

2.0 Overview23

2.1 The Roles of GATT and WTO24

2.1.1 Most-Favored-Nation Clause25

2.1.2 GATT-sponsored Rounds25

2.1.3 Tokyo Round26

2.1.4 Uruguay Round26

Exercises27

2.2 Trade Barriers28

2.2.1 Tariffs28

2.2.1.1 Revenue Tariff28

2.2.1.2 Protective Tariff29

2.2.1.3 Prohibitive Tariff and Retaliatory Tariff29

2.2.1.4 Regulatory Tariff30

2.2.1.5 Anti-dumping Tariff30

2.2.2 Non-tariff Trade Barriers32

2.2.2.1 Import License33

2.2.2.2 Government Procurement33

2.2.2.3 Technological Barriers of Trade33

2.2.2.4 Customs Valuation34

Exercises35

2.2.3 Export Encouragement Policies37

2.2.3.1 Export Subsidy37

2.2.3.2 Generalized System of Preference39

2.2.3.2.1 Principle of the Place of Origin40

2.2.3.2.2 The Principal Content of GSP41

2.2.3.3 Other Export Encouragement Policies42

Exercises44

Language Features for Unit Two45

Unit Three The Quality of Goods49

3.0 Overview49

3.1 Definition of Quality and Its Requirements49

Exercises51

3.2 Methods Expressing the Quality of Goods52

3.2.1 Sales by Inspection52

3.2.2 Sales by Samples53

Exercises55

3.2.3 Sales by Specifications，Grade，and Standard55

3.2.4 Sales by Brand or Trade Mark57

3.2.5 Sales by Place of Origin58

3.2.6 Sales by Booklets，Drawings，or Diagrams59

Exercises60

3.3 Tolerance Clause62

Exercises64

Language Features for Unit Three65

Unit Four The Quantity of Goods67

4.0 Overview67

4.1 Units of Measures and Weights67

4.1.1 Weight67

4.1.2 Length69

4.1.3 Area69

4.1.4 Volume70

4.1.5 Capacity70

4.1.6 Package Units71

Exercises71

4.2 The Calculation of the Weight of Goods72

4.2.1 Gross Weight73

4.2.2 Net Weight73

4.2.3 Legal Weight73

4.2.4 Net Net Weight74

4.2.5 Conditioned Weight74

4.2.6 Theoretical Weight74

4.3 More or Less Clause75

Exercises76

Language Features for Unit Four77

Unit Five Packing and Marking81

5.0 Overview81

5.1 Cargoes That Need Packing81

5.2 Packing for Transportation82

Exercises83

5.3 Packing for Sales85

Exercises86

5.4 Various Kinds of Marks87

5.4.1 Shipping Marks87

5.4.1.1 Abbreviations of Consignees or Buyers87

5.4.1.2 Reference No.88

5.4.1.3 The Name of the Unloading Port88

5.4.1.4 Package No.88

5.4.2 Indicative Marks and Warning Marks89

5.4.3 Dimension Mark，Weight Mark，and Mark of the Place of Origin89

5.4.4 Universal Product Code91

5.5 Neutral Packing and Brand Supplied by the Customers91

Exercises91

Language Features for Unit Five93

Unit Six Price of Goods95

6.0 Overview95

6.1 Links and Liabilities95

6.2 Price Terms96

6.2.1 Ex Works Terms96

6.2.2 F Terms97

6.2.2.1 FAS—Free Alongside Ship97

6.2.2.2 FCA—Free Carrier98

6.2.2.3 FOB—Free on Board99

Exercises102

6.2.3 C Terms103

6.2.3.1 CFR—Cost and Freight104

6.2.3.2 CIF—Cost，Insurance，and Freight106

6.2.3.3 CPT—Carriage Paid to(...named place of destination)107

Exercises108

6.2.4 D Terms110

6.2.4.1 DAF—Delivered at Frontier(...named place)110

6.2.4.2 DES—Delivered ex Ship(...named port of destination)111

6.2.4.3 DEQ-Delivered ex Quay(duty paid)111

6.2.4.4 DDU—Delivered Duty Unpaid(...named place of destination)112

6.2.4.5 DDP—Delivered Duty Paid(...named place of destination)113

6.3 Commission and Discount114

6.4 Price Clause in Contract115

6.4.1 Unit Price115

6.4.2 Price Adjustment116

Exercises117

Language Features for Unit Six120

Unit Seven Delivery of Goods123

7.0 Overview123

7.1 Time of Delivery123

7.2 Place of Delivery，Place of Loading，and Place of Destination126

7.2.1 Ways to State the Port of Shipment and the Place of Departure126

7.2.2 Ways to State the Port or Place of Destination127

7.2.2.1 General Rule127

7.2.2.2 Optional Ports127

7.2.2.3 Partial Shipment127

7.2.2.4 Transshipment128

7.2.2.5 Additional Points About the Port of Destination128

Exercises129

7.3 The Transportation of Goods131

7.3.1 Marine Transport131

7.3.1.1 Liners132

7.3.1.1.1 Freight of Liners132

7.3.1.1.2 The Calculation of the Freight of Liners133

7.3.1.2 Tramps134

7.3.1.2.1 Voyage Charter，Time Charter，Demise Charter135

7.3.1.2.2 Charter Party135

Exercises137

7.3.2 Other Modes of Transport139

7.3.2.1 Air Transport139

7.3.2.2 Railway Transport139

7.3.2.3 Parcel139

7.3.2.4 Combined Transport140

7.3.2.5 Containerized Transport140

Exercises141

7.4 Transport Documents142

7.4.1 Marine Transport Bill of Lading143

7.4.1.1 The Nature and Chief Content of B/L143

7.4.1.2 The Varieties of B/L145

7.4.2 Air Waybill149

Exercises150

Language Features for Unit Seven151

Unit Eight Cargo Transport Insurance154

8.0 Overview154

8.1 Risks and Losses155

8.1.1 Risks155

8.1.1.1 Perils of the Sea155

8.1.1.2 Extraneous Risks156

8.1.2 Losses156

8.1.2.1 Total Loss156

8.1.2.2 Partial Loss157

8.1.2.3 Expenses158

Exercises159

8.2 Ocean Marine Insurance Under C.I.C.160

8.2.1 Basic Risks Coverage for Ocean Transportation Under C.I.C.161

8.2.1.1 Free From Particular Average(F.P.A.)161

8.2.1.2 With Average(W.A.)162

8.2.1.3 All Risks162

8.2.1.4 Commencement and Termination of the Insurance163

8.2.1.5 Exclusions163

8.2.2 Additional Risks Coverage for Ocean Transportation Under C.I.C.164

8.2.2.1 General Additional Risks164

8.2.2.2 Special Additional Risks165

8.2.3 Specific Ocean Marine Insurance Coverage166

8.2.3.1 Ocean Marine Insurance for Frozen Products167

8.2.3.2 Exclusions167

8.2.3.3 Commencement and Termination167

8.2.4 Ocean Marine Cargo Insurance168

Exercises168

8.3 Overland，Air Transportation and Parcel Post Insurance172

8.3.1 Overland Transportation Insurance172

8.3.2 Air Transportation Risks Insurance173

8.3.3 Parcel Post Insurance174

Exercises175

8.4 Institute Cargo Clauses176

8.4.1 Institute Cargo Clauses A177

8.4.2 Institute Cargo Clauses B178

8.4.3 Institute Cargo Clauses C179

Exercises180

8.5 Export and Import Insurance Practice182

8.5.1 Export Insurance Practice182

8.5.1.1 Formalities in Export Insurance Practice182

8.5.1.2 Conformity of Insurance Policy With Sales Contract and Letter of Credit183

8.5.1.3 Insurance Documents185

8.5.1.3.1 Insurance Policy185

8.5.1.3.2 Insurance Certificate185

8.5.1.3.3 Combined Certificate185

8.5.1.3.4 Open Policy or Open Cover186

8.5.1.4 Franchise and Right of Subrogation186

8.5.1.5 Insurance Clauses in a Sales Contract187

8.5.1.6 Insurance Claim Settlement for Damages to Exported Goods187

Exercises189

8.5.2 Import Insurance Practice190

Exercises193

Language Features for Unit Eight195

Unit Nine Export Payment198

9.0 Overview198

9.1 The Amount of Payment198

9.2 Payment Currency199

Exercises201

9.3 Instruments202

9.3.1 Draft or Bill of Exchange202

9.3.1.1 Definition，Parties，and Chief Contents202

9.3.1.2 Types of Drafts205

9.3.1.3 Stages in Handling a Bill of Exchange207

Exercises210

9.3.2 Promissory Note212

9.3.3 Check214

Exercises215

9.4 Payment Methods218

9.4.1 Remittance218

9.4.2 Collection220

9.4.2.1 The Parties Involved Under Collection220

9.4.2.2 Varieties of Documentary Collection222

9.4.2.2.1 Documents Against Payment(D/P)222

9.4.2.2.2 Documents Against Acceptance(D/A)224

9.4.2.3 Some Particular Remarks About Collection225

Exercises226

9.4.3 Letter of Credit227

9.4.3.1 Definition and Performances228

9.4.3.2 The Parties Involved229

9.4.3.3 The Chief Contents of L/C230

9.4.3.4 The Procedures Involved in the Use of L/C231

Exercises236

9.4.3.5 The Varieties of L/C238

Exercises249

9.4.4 Other Payment Methods251

9.4.4.1 Letter of Guarantee251

9.4.4.2 Standby L/C253

9.4.4.3 Factoring254

9.4.4.4 Combined Use of Different Method of Payment257

9.4.4.4.1 Combination of L/C and Collection258

9.4.4.4.2 Combination of L/C and Remittance258

9.4.4.4.3 Combination of Documentary Collection and Down Payment258

9.4.4.4.4 Combination of Documentary Collection and Standby L/C259

Exercises259

Language Features for Unit Nine262

Unit Ten Business Negotiation and Conclusion of Sales Contracts265

10.0 Overview265

10.1 Preparation Before Business Negotiation265

10.2 Negotiators’Training267

10.3 What the Negotiators Should Know Before Business Negotiation267

10.4 Business Negotiation271

10.4.1 Inquiry272

10.4.2 Offer273

10.4.2.1 The Requirements for an Offer274

10.4.2.2 The Time of Validity of an Offer276

10.4.2.3 The Withdrawal and Revocation of an Offer277

10.4.2.4 The Termination of an Offer279

10.4.3 Counter-offer279

Exercises280

10.4.4 Acceptance282

10.4.4.1 The Requirements of Acceptance282

10.4.4.2 Late Acceptance284

10.4.4.3 The Withdrawal of an Acceptance284

10.5 Conclusion of a Written Contract285

10.5.1 The Importance of a Written Contract285

10.5.2 The Form of a Sales Contract287

Exercises289

Language Features for Unit Ten293

Unit Eleven The Performance of Export Contract296

11.0 Overview296

11.1 Preparation for Shipment296

11.2 Prepare Goods for Shipment297

11.2.1 Fill in L/C Analysis297

11.2.2 Produce Consignment Packing List298

11.2.3 Produce and Issue Export Notice298

11.2.4 L/C Reminding298

11.2.5 Book and Number the L/C299

11.2.6 Examine the L/C299

11.2.7 Make Overall Examination299

11.2.8 Examine Individual Clauses301

Exercises305

11.3 Amendment of the L/C307

11.4 Producing the Outward Notice307

11.5 Insurance，Commercial Inspection，and Export License308

11.6 Producing Consignment Bill308

11.7 Prepare the Required Documents and Conduct Settlement of Payment309

11.8 Financing Receivables314

Exercises316

Language Features for Unit Eleven320

Unit Twelve International Business Collaboration323

12.0 Overview323

12.1 The Choice of Foreign Operational Forms324

12.1.1 Legal Factors324

12.1.2 Cost325

12.1.3 Experience326

12.1.4 Competition326

12.1.5 Risk327

12.1.6 Control328

12.1.7 Product Complexity328

12.2 Licensing329

12.2.1 Economic Motives330

12.2.2 Strategic Motives331

12.2.3 Political and Legal Motives332

12.3 Franchising332

Exercises335

12.4 Management Contracts339

12.5 Turnkey Operations340

12.6 Custom Contracts342

12.7 Access to Foreign Technology342

12.8 Shared Ownership344

12.8.1 100-percent Ownership344

12.8.2 Reasons for Shared Ownership345

12.8.3 Equity as a Control Mechanism346

12.8.4 Joint Ventures346

12.9 Management of Foreign Operations348

Exercises350

Language Features for Unit Twelve353

Unit Thirteen Export and Import Strategies357

13.0 Overview357

13.1 Decisive Elements in Exporting357

13.2 Export Strategy359

13.2.1 Entry Mode359

13.2.2 Exporting Motivation360

13.2.3 Factors Favoring Exportation361

13.2.4 Stages of Export362

13.2.5 Potential Pitfalls363

13.2.6 Designing an Export Strategy364

13.3 Export Intermediaries366

13.3.1 Direct Selling367

13.3.2 Indirect Selling369

13.3.3 Export Management Companies369

13.3.4 Export Trading Companies371

13.3.5 Piggyback Exports372

Exercises373

13.4 Foreign Freight Forwarders377

13.4.1 Air and Ocean Freight379

13.4.2 Export Documentation380

13.5 Counter Trade381

13.5.1 Barter Trade382

13.5.2 Offset Trade382

13.6 The Import Strategy384

13.6.1 Role of Customs Agencies385

13.6.2 Import Documentation387

Exercises389

Language Features for Unit Thirteen393

Unit Fourteen Important Factors About Foreign Direct Investment395

14.0 Overview395

14.1 The Implication of Foreign Direct Investment395

14.1.1 What Is Control396

14.1.2 The Concern About Control From Different Parties396

14.1.3 Means of Acquiring Assets398

14.2 Trade Is Closely Related to Factor Mobility399

14.3 Reasons for Foreign Direct Investment400

Exercises407

14.3.2 Resource-seeking Investments411

14.3.2.1 Advantages of Rationalized Production412

14.3.2.2 Governmental Incentives and Political Motives413

14.4 The Alternatives of Buying and Building415

14.4.1 Buying415

14.4.2 Building416

14.5 Advantages of Foreign Direct Investment416

14.5.1 Monopoly Advantages Before Direct Investment417

14.5.2 Advantages After Direct Investment.418

14.6 Direct Investment Patterns418

14.6.1 Sources of Foreign Direct Investment419

14.6.2 Location of Investment420

14.6.3 Economic Sector of Investment420

Exercises421

Language Features for Unit Fourteen425