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Ŀ ¼ 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