Chapter 1 On Pricingn
　　Tuning-inn
　　Sourcing-up Haggling Is a Strategyn
　　Haggling-overn
　　Case I A Malting an Enquiryn
　　Case I B Price Hagglingn
　　Case II CIF or nFOBn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　nFlash An Introduction to Negotiationn
　　BBSn
　　Refreshingn
　　Chapter 2 On Quality and Quantityn
　　Tuning-inn
　　Sourcing-up Quality and Quantityn
　　Haggling-overn
　　Case I A nTalk on Qualityn
　　Case II A Talk on Quantityn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Listening Techniquen
　　BBSn
　　Refreshingn
　　Chapter 3 On nPackingn
　　Tuning-inn
　　Sourcing-up Packingn
　　Haggling-overn
　　Case I The Pacldng of Air-conditionersn
　　Case II The Packing of Women's Pajamasn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Non-verbal Devices Valued for Negotiationn
　　BBSn
　　Refreshingn
　　Chapter 4 On Logisticsn
　　Tuning-inn
　　Sourcing-up Logisticsn
　　Haggling-overn
　　Case I A Talk on Freightn
　　Case 1] A Talk on nPartial Shipmentn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash nRight Attitudes Towards Counterpartsn
　　BBSn
　　Refreshingn
　　Chapter 5 On Insurancen
　　Tuning-inn
　　Sourcing-up nMarine Insurancen
　　Haggling-overn
　　Case I A Talk on Insurance Raten
　　Case II A Talk on Insurance for an Ordern
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Face-saving Technique in Negotiationn
　　BBSn
　　Refreshingn
　　Chapter 6 On Paymentn
　　Tuning-inn
　　Sourcing-up The Payment Terms in International Traden
　　Haggling-overn
　　Case I Payment by nD/Pn
　　Case 11 Payment by L/Cn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Avoiding Stereotyping Individualsn
　　BBSn
　　Refreshingn
　　Chapter 7 On Complaint and Claimn
　　Tuning-inn
　　Sourcing-up Complaints and Claimsn
　　Haggling-overn
　　Case I A Malting a Complaint for Inconformityn
　　Case I B Malting a Complaint for Delay of Paymentn
　　Case II A Lodging a Claimn
　　Case II B Settling a Claimn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Strategy Depends on Preparationn
　　BBSn
　　Refreshingn
　　Chapter 8 Revision and Consolidation In
　　Part nOne Self-assessingn
　　Part nTwo Group-workn
　　Chapter 9 On Arbitrationn
　　Tuning-inn
　　Sourcing-up Arbitrationn
　　Haggling-overn
　　Case I A Talk to Settle the Disputen
　　Case II A Talk with a Dispute Settlement Expertn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Anchoring Technique in Negotiationn
　　BBSn
　　Refreshingn
　　Chapter 10 On Agencyn
　　Tuning-inn
　　Sourcing-up Agencyn
　　Haggling-overn
　　Case I Appointing an Agentn
　　Case II Settling an Agency Agreementn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Framing Technique in Negotiationn
　　BBSn
　　Refreshingn
　　Chapter 11 On Signing a nContractn
　　Tuning-inn
　　Sourcing-up Signing a Contract Is Not the Endn
　　Haggling-overn
　　Case I A Discussion on Stipulations of the Draftn
　　Case I B nLet's nCheck All the Clauses Before Signing the Contractn
　　Case II Signing a Contractn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash nRelief Technique and nDeadlockn
　　BBSn
　　Refreshingn
　　Chapter 12 On Inviting Tender and nBiddingn
　　Tuning-inn
　　Sourcing-up ABC About nInvitation of Tender and Bidn
　　Haggling-overn
　　Case I A nHow Much Can We Guarantee Our Participation in the Tender？n
　　Case I B Can You nTell Me More About Your Products？n
　　Case II nHere's How I nSelect and Bid for Tendersn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Techniques of Avoiding, Deferring and Abeyancen
　　BBSn
　　Refreshingn
　　Chapter 13 On nProcessing and Assembling Traden
　　Tuning-inn
　　Sourcing-up Processing with Customer's nDesign or Samplesn
　　Haggling-overn
　　Case I A nWe Are Very Interested in the Processing Businessn
　　Case I B Let's Talk About Assembling in nDetailn
　　Case II A We Are nMore than Pleased to Improve Our nPresent Products and Develop nNew Productsn
　　Case II B We Are Willing to Cooperate with You in This nLinen
　　Tuning-outn
　　Section A Sunmming-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Language Skills at Negotiating nTablen
　　BBSn
　　Refreshingn
　　Chapter 14 On Technology nTransfern
　　Tuning-inn
　　Sourcing-up A Brief nPicture About ITTn
　　Haggling-overn
　　Case I A Technology Has a Price nTagn
　　Case I B The Royalty Should Not Be Higher than the Standard International Raten
　　Case II nUsing Technology as a Means for Adapting and Survingn
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Dovetailing--Asking for Their Preferencen
　　BBSn
　　Refreshingn
　　Chapter 15 On Joint Venturen
　　Tuning-inn
　　Souroing-up A Joint Venture Is a Legal Organizationn
　　Haggling-overn
　　Case I A Talk on the Forms of Business Organizationsn
　　Case II A Talk on Setting up a Joint Venture in nChinan
　　Tuning-outn
　　Section A Summing-upn
　　Section B Sorting-outn
　　Section C Practicingn
　　Flash Getting-in Stepn
　　BBSn
　　Refreshingn
　　Chapter 16 Revision and Consolidation IIn
　　Part One Self-assessingn
　　Part Two Group-workn
　　附錄n
　　練習(xí)參考答案n
　　參考書目