PART TWO BUSINESS NEGOTIATION/17 Module I Establishment of Business Relations/18 Project Establishment of Business Relations/18 Task 1 A Letter from Exporter/19 Task 2 A Letter from Importer/24 Task 3 An Invitation Letter/28
Module II Enquiry, Offer, Counter-offer & Acceptance/33 Project 1 Enquiry/33 Task 1 A General Enquiry/34 Task 2 A Specific Enquiry/39 Project 2 Offer/44 Task 1 A Firm Offer/45 Task 2 A Non-firm Offer/50 Project 3 Counter-offer/55 Task 1 A Counter-offer on Price/56 Task 2 A Recounter-offer on Price/61 Task 3 A Counter-offer on Payment/65 Task 4 A Recounter-offer on Payment/70 Task 5 A Counter-offer on Shipment/73 Project 4 Acceptance/77 Task 1 Acceptance of a Counter-offer/78 Task 2 Acceptance with Condition/81 Task 3 Declining a Counter-offer/84
Module III Conclusion of Business/88 Project 1 Order/88 Task 1 A First Order/89 Task 2 A Repeat Order/93 Task 3 Order Confirmation/96 Project 2 Contract/100 Task 1 Sending Sales Contract/101 Task 2 Countersignature/105
PART THREE EXECUTION OF CONTRACT/111 Module I Payment/112 Project 1 Urging Payment/112 Task 1 Urging Payment of Deposit/113 Task 2 Urging Payment of Proceeds/115 Project 2 L/C Establishment & Amendment/119 Task 1 L/C Establishment/120 Task 2 A Specimen L/C/125 Task 3 Asking for L/C Amendment/133 Task 4 Asking for L/C Extension/137
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