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Product Overview

There is truth to the adage that “you get what you negotiate.” And while many business people are experts concerning their product or service, few take the time to learn basic negotiation skills. This book provides the foundation for successful international negotiations. Topics include:

• role of the negotiator
• choosing your negotiating team
• site selection
• buyer vs. seller strategies
• sizing up your counterparts
• managing the agenda
• language and translators
• negotiating techniques
• negotiating styles of different cultures
• negotiating strategies
• negotiating tactics
• closing the deal
• socializing and business

Whether buying a suitcase of sweaters in the Andes or negotiating a joint venture factory in China that will employ 3,000 workers, this book will prove to be invaluable.

• Chapter 1: The Role of the Chief Negotiator
• Chapter 2: Choosing Your Team
• Chapter 3: Who’s Calling the Shots?
• Chapter 4: Initiating Negotiations
• Chapter 5: Sizing Up Your Counterparts
• Chapter 6: The Function of Bias
• Chapter 7: Site Selection
• Chapter 8: The Agenda
• Chapter 9: About Translators
• Chapter 10: Negotiating Styles, Part 1 (Major Personal Styles)
• Chapter 11: Negotiating Styles, Part 2 (Major Team Styles)
• Chapter 12: Planning to Win
• Chapter 13: Countering Personal Strategies
• Chapter 14: Countering Team Strategies
• Chapter 15: Tactics
• Chapter 16: Closing the Deal
• Chapter 17: Reporting Results
• Chapter 18: Commitment to Results
• Chapter 19: The Strain of Implementation
• Chapter 20: Strategic Guidelines by Country
• Chapter 21: Glossary
• Chapter 22: Bibliography & References

About the Authors

Jeffrey Edmund Curry, MBA, Ph.D., is a trade professional with years of experience leading trade missions and negotiating joint ventures between China, Vietnam, Russia and the U.S. He has taught management development, international finance and economics at the university level in both the U.S. and Vietnam. Mr. Curry is the author of Passport Vietnam, Passport Taiwan, and A Short Course in International Marketing.

A Short Course In International Payments

Product Overview

If your international transactions involve the payment, recept or transfer of money, this book will prove indispensible.

Described in detail are the four primary payments methods, documentary letters of credit, documentary collections, pre-payment and credit transactions.

Step-by-step instructions, accompanied by skillfully designed illustrations, are provided for both standard and special letters of credit, including revocable and irrevocable, confirmed and unconfirmed, back-to-back, deferred payment (usance), red clause, revolving, standby and transferable types.

For each party to each transaction, lists of what can go wrong and solutions for common problems are provided. The book is an excellent training tool for traders, bankers and brokers. Also included is coverage of:

• foreign exchange (forward contracts)
• documents used in trade
• letter of credit application and instructions
• Incoterms 1990 by the ICC
• cyber-transaction on the Internet
• glossary, bibliography and index

Table of Contents

• Chapter 1: Key Issues in International Payments
• Chapter 2: Introducting the Buyer and the Seller
• Chapter 3: Introducing the Basic Terms of Payment
• Chapter 4: Foreign Exchange Basics
• Chapter 5: Contract Basics
• Chapter 6: Incoterms 1990
• Chapter 7: Notes on Granting and Obtaining Credit
• Chapter 8: Drafts and Acceptances
• Chapter 9: Documentary Collections
• Chapter 10: Making Payment
• Chapter 11: Documentary Credits, Part 2
• Chapter 12: Documentary Credits, Part 3
• Chapter 13: Documentary Credits, Part 4
• Chapter 14: Documentary Credits, Part 5
• Chapter 15: Sample Bank Fees
• Chapter 16: Documents
• Chapter 17: Document Checklists
• Chapter 18: Cyberpayments
• Chapter 19: Glossary
• Chapter 20: Resources

About the Authors

Edward G. Hinkelman is an international economist with more than 20 years experience as an importer and exporter. He has bought, sold and traded commodities, components and finished goods in over 50 countries. Mr. Hinkelman is the author/editor of more than 12 reference books on international trade including the Dictionary of International Trade, Importers Manual USA, The Country Business Guide Series and 201 Checklists for International Trade.

Dictionary of International Trade

The Industry Standard



The Dictionary of International Trade has undergone a major update and expansion. With many pages of additional content, the book is now one-third dictionary and two-thirds encyclopedia. In addition to the revised A–Z section, there are 21 important appendices. New features include: – Illustrated Guide to Ocean Freight Containers- Illustrated Guide to Air Freight Containers- Illustrated Guide to Incoterms 2000- Illustrated Guide to Letters of Credit- IATA Codes Worldwide by Code and by Location- Security Section covering C-TPAT, FAST, PAPS, PARS, 24-Hour Rule and more.

New 9th Edition

The 9th edition of the Dictionary of International Trade has undergone a major update and expansion. With many pages of additional content, the book is now one-third dictionary and two-thirds encyclopedia. In addition to the revised A- Z section, there are 21 important appendices. New features include:

– Illustrated Guide to Ocean Freight Containers

– Illustrated Guide to Air Freight Containers

– Illustrated Guide to Incoterms 2010

– Illustrated Guide to Letters of Credit

– IATA Codes Worldwide by Code and by Location

– Security Section Covering C-TPAT, FAST, PAPS, PARS, 24-Hour Rule and more.

Table of Contents

• Dictionary of International Trade
• Appendices:
• Acronyms and Abbreviations
• Country Codes (ISO 3166)
• International Dialing Guide
• International Dialing Codes
• Currencies of the World
• Business Entities Worldwide
• Weights and Measures
• Maps of the World
• Guide to Ocean Freight Containers
• Guide to Air Freight Containers
• Guide to Incoterms 2010
• Guide to Letters of Credit
• Computer Terms
• Resources for International Trade
• Web Resources
• Guide to Trade Documents
• Key Words in 8 Languages
• World Airports by IATA Codes
• World Airports by Airport

Contributors

Contributors include: The World Bank, Swiss Bank Corporation, the International Chamber of Commerce (ICC), the U.S. Department of Commerce, Hapag-Lloyd (America) Shipping Co., SeaLand Shipping, Export Today, Air Transport Association of America (ATA), International Air Transport Association (IATA), Business America, CIGNA Property and Casualty Co., and Distribution Magazine.

About the Author

Edward G Hinkelman is an international economist with more then 25 years’ experience as an Importer and exporter. He is the author of four books on International Trade, including Dictionary of International Trade, International Payments and International Trade Documentation. He is also the author of World Trade Press Country Business Series.