(1)鉴于乙方与甲方订立本合同,安装甲方的空气调 节设备,双方协议如下: Whereas party b and party a have entered into this Contract to install Party As air-conditioning equipment, the he Parties hereto do hereby agree as follows (2)鉴于该银行同意向该公司提供短期信贷作为资金 周转之用,双方达成协议如下: Whereas the Bank has agreed to extend as Short Term Credit loan for the purpose of providing general working capital to the company, the Parties thereto do hereby agree as follows

Unit 7 Payment and Settlement of accounts 1. Terms of payment (1) Remittance T/T(Telegraphic Transfer) M/T(Mail Transfer D/D Demand Draft)

1. Mode of transport and receipt documents (1 By sea: Marine/Ocean B/L; Through B/L CTD(Combined Transport Document or B/L) MTD (Multi-model transport document (2 ) by air: Air Waybill (3) by road or rail: Cargo Receipt(承运货物收据);

Unit 1. Introduction 1. How can you understand the communication? 2. The Importance of communication 3. How will you do to be an effective communicator?

1. Arranging insurance cover for the buyer 执事先生 第645号500件印花棉布的合约是以成本加运费的价格而定,但贵公司的 信用证却规定为成本加保险和运费。这一不符显然必须修改。 为避免进一步延误,本公司建议代为安排有关投保手续。保险费为140美 元,将在贵公司2%的佣金内扣除

Pre-Reading activities Text New Word reading Text A: Language points Newspaper Reading Exercise Check-up ssignment

International Business negotiation A negotiation is a meeting or a series of meetings in which the parties need each ther's agreement to reach a specific objective The fundamental principles of negotiation 1. Negotiation is an element of human behavior

I. Personal style check and some findings个性测试与结果 II. Personal styles vs negotiation modes个性类型与谈判模式 III AC negotiation model AC模型

I. Motivation动机 II. Dependence依赖 III .Substitutes替代

I. Separate the People from the Problem对事不对人 II. Focus on Interests Not Positions针对利益而非立场 IlI Invent Options for Mutual Gain为共同利益献策