Unit 1  The Nature of Negotiation
  1.1  Learning Objectives
  1.2  The Nature of Negotiation
  1.3  Interdependence
  1.4  Mutual Adjustment
  1.5  Examples for Your Check List
  1.6  Value Claiming and Value Creation
  1.7  Effective Conflict Management
  1.8  Case Study
  1.9  Business Ethics
  1.10  Exercises
Unit 2  Strategy and Tactics of Negotiation
  2.1  Learning Objectives
  2.2  Tactical Tasks
  2.3  Position Taken During Negotiation
  2.4  Key Steps in the Negotiation
  2.5  Factors That Facilitate Successful Negotiation
  2.6  Case Study
  2.7  Business Ethics
  2.8  Exercises
Unit 3  Relationships in Negotiation
  3.1  Learning Objectives
  3.2  Negotiation in Communal Sharing Relationship
  3.3  Key Elements in Managing Negotiations within Relationship
  3.4  Case Study
  3.5  Business Ethics
  3.6  Exercises
Unit 4  Strategy and Planning of Negotiation
  4.1  Learning Objectives
  4.2  Goals and Effects of Negotiation Strategy
  4.3  Strategy and Tactics
  4.4  The Planning Process of Implementing Strategy
  4.5  Case Study
  4.6  Business Ethics
  4.7  Exercises
Unit 5  Cross-Cultural Negotiation
  5.1  Learning Objectives
  5.2  The Nature of Culture
  5.3  Dimensions of Culture
  5.4  Why Culture Influences Negotiations
  5.5  How Culture Influences Negotiations
  5.6  Cross-Cultural Negotiation Strategies
  5.7  Case Study
  5.8  Business Ethics
  5.9  Exercises
Unit 6  Essential of Business Letter Writing
  6.1  Learn Objectives
  6.2  Brief Introduction
  6.3  Requirements for Business Letter and Email Writers
  6.4  Seven Guidelines in Business Letter Writing
  6.5  Letter Format and Placement of Major Parts
  6.6  The Layout of Emails
  6.7  The Layout of Business Letters
  6.8  Addressing Envelopes
  6.9  Writing Procedure
  6.10  The Outline of Business Letters
  6.11  Case Study
  6.12  Business Ethics
  6.13  Exercises
Unit 7  Establishing Business Relations
  7.1  Learning Objectives
  7.2  The Significance of Establishing Business Relations
  7.3  The Channels of Establishing Business Relations
  7.4  Writing Skills
  7.5  Typical Expressions for Letters Requesting for Establishment of Business Relations (See Table 7.1)
  7.6  Specimen Letters
  7.7  Situational Conversation
  7.8  Useful Patterns ＆ Examples
  7.9  Case Study
  7.10  Business Ethics
  7.11  Exercises
Unit 8  Enquiry and Reply
  8.1  Learning Objectives
  8.2  The Importance and Nature of Enquiry
  8.3  Categories of Enquiry
  8.4  Writing Skills
  8.5  Typical Expressions for Letters Making Enquiry (See Table 8.1)
  8.6  Specimen Letters
  8.7  Situational Conversation
  8.8  Useful Patterns ＆ Examples
  8.9  Case Study
  8.10  Business Ethics
  8.11  Exercises
Unit 9  Quotation and Offer
  9.1  Learning Objectives
  9.2  The Importance and Nature of Offer
  9.3  Categories of Offer
  9.4  Differences between Offer ＆ Quotation
  9.5  Writing Skills
  9.6  Typical Expressions for Letters Making Offer (See Table 9.1)
  9.7  Specimen Letters
  9.8  Situational Conversation
  9.9  Useful Patterns ＆ Examples
  9.10  Case Study
  9.11  Business Ethics
  9.12  Exercises
Unit 10  Order and Acknowledgement
  10.1  Learning Objectives
  10.2  Orders and Their Effects
  10.3  About Acknowledgement
  10.4  Writing Skills and Typical Expressions of Placing Orders (See Table 10.1)
  10.5  Specimen Letters
  10.6  Situational Conversation
  10.7  Useful Patterns ＆ Examples
  10.8  Case Study
  10.9  Business Ethics
  10.10  Exercises
Unit 11  Conclusion of Business
  11.1  Learning Objectives
  11.2  Function of Contract
  11.3  The Contents of a Contract
  11.4  Writing Skills
  11.5  Typical Writing Steps of Conclusion of Business (See Table 11.1)
  11.6  Specimen Letters
  11.7  Situational Conversation
  11.8  Useful Patterns ＆ Examples
  11.9  Case Study
  11.10  Business Ethics
  11.11  Exercises
Unit 12  Payment Methods
  12.1  Learning Objectives
  12.2  Modes of Payment
  12.3  Writing Skills and Typical Expressions (See Table 12.1-12.4)
  12.4  Specimen Letters
  12.5  Useful Patterns ＆ Examples
  12.6  Case Study
  12.7  Business Ethics
  12.8  Exercises
Unit 13  Packing
  13.1  Learning Objectives
  13.2  Types of Packing
  13.3  Function of Packing
  13.4  Writing Skills
  13.5  Typical Expressions for Letters of Packing (See Table 13.1)
  13.6  Specimen Letters
  13.7  Useful Patterns ＆ Examples
  13.8  Case Study
  13.9  Business Ethics
  13.10  Exercises
Unit 14  Shipment
  14.1  Learning Objectives
  14.2  About Shipment
  14.3  Method of Shipment
  14.4  Writing Skills and Typical Expressions
  14.5  Specimen Letters
  14.6  Useful Patterns and Examples
  14.7  Case Study
  14.8  Business Ethics
  14.9  Exercises
Unit 15  Insurance
  15.1  Learning Objectives
  15.2  About International Cargo Transportation Insurance
  15.3  The Field of International Cargo Insurance
  15.4  Writing Skills and Typical Expressions
  15.5  Specimen Letters
  15.6  Useful Patterns ＆ Examples
  15.7  Case Study
  15.8  Business Ethics
  15.9  Exercises
Unit 16  Claim and Settlement
  16.1  Learning Objectives
  16.2  Brief Introduction of Complaints and Claims
  16.3  The Different Types of Claims
  16.4  Writing Skills
  16.5  Typical Expressions for Letters Requesting for Claim and Settlements
  16.6  Specimen Letters
  16.7  Useful Patterns ＆ Examples
  16.8  Case Study
  16.9  Business Ethics
  16.10  Exercises
Unit 17  Telephone Etiquette
  17.1  Learning Objectives
  17.2  The Significance of Telephone Etiquette
  17.3  The Guidelines for Handling Outgoing Calls
  17.4  The Guidelines for Receiving Incoming Calls
  17.5  Typical Expressions for Handling Outgoing and Incoming Calls
  17.6  The Guidelines for Teleconferencing
  17.7  Case Study
  17.8  Situational Conversation
  17.9  Business Ethics
Unit 18  Job Application and Interview
  18.1  Learning Objectives
  18.2  Brief Introduction
  18.3  Resumes and Application Letters
  18.4  The Job Interview
  18.5  Case Study
  18.6  Business Ethics
  18.7  Exercises
Unit 19  Business Travel Etiquette
  19.1  Learning Objectives
  19.2  The Significance of Business Travel Etiquette
  19.3  Basic Etiquette of Business Travel
  19.4  Foreign Custom and Holiday Etiquette
  19.5  Typical Greeting Behaviors
  19.6  Basic Etiquette of Conference, Seminar or Training Program
  19.7  Basic Etiquette of Trade Fair
  19.8  Case Study
  19.9  Business Ethics
  19.10  Exercises
Unit 20  Business Negotiation Etiquette
  20.1  Learning Objectives
  20.2  Brief Introduction
  20.3  Negotiators as Hosts
  20.4  Negotiators as Guests
  20.5  Verbal and Nonverbal Communication
  20.6  Taboos of Business Negotiation of Different Cultures
  20.7  Case Study
  20.8  Situational Etiquette
  20.9  Business Ethics
  20.10  Exercises
Unit 21  Business Dinner Etiquette
  21.1  Learning Objectives
  21.2  The Significance of Dining Etiquette
  21.3  Forms of Business Entertaining
  21.4  Preparations for Business Meals
  21.5  Etiquette for Business Dinner
  21.6  Toasts
  21.7  Useful Tips
  21.8  Case Study
  21.9  Business Ethics
  21.10  Exercises
参考文献