IV. Make brief explanations of the following terms or give the full name of the abbreviation in English.
31.AQSIQ is abbreviation for The General Administration of Quality Supervision, Inspection and Quarantine of the People's Republic of China 中华人民共和国国家质量监督检验检疫总局（简称国家质检总局）p29（卷一）
32. international trade, also known as world trade or overseas trade, is the fair and deliberate exchange of goods and services across national boundaries.P17
33 Balance of trade indicates the balance between the export value and the import value in a given period.P20（卷四）
34.Incoterms is abbreviation for International Rules for the Interpretation of Trade Terms 国际贸易术语解释通则P21（卷二）
35. A packing list is a document made out by the seller stating the detailed content of each individual shipment.P33 (卷三）
IV. Make brief explanations of the following terms or give the full name of the abbreviation in English.
31.positional bargaining is based on fixed, opposing viewpoints and tends to result in compromise or no agreement at all立场型谈判P46（卷一）
32 Contract P65 A contract is an agreement that creates an obligation, which is a binding, legally enforceable agreement between two or more competent parties.
33.offer with engagement P61 is the kind of offer, in which the offeror's intention of making a contract is definitely indicated, and under which the offeror cannot revoke or amend what he has offered during the validity of the offer.
IV. Make brief explanations of the following terms or give the full name of the abbreviation in English.
FOB--- free on board (...named port of shipment)
CIF---P83 cost, insurance and freight (...named port of destination) 成本加保险费加运费（指定目的港）
CIP--- P89 carriage and insurance paid to (...named place of destination)运费，保险费付至
IV. Make brief explanations of the following terms or give the full name of the abbreviation in English.
customs duties P112 are taxes imposed by a government on the import or export of products or services, whose cost factors must be taken into account by the exporter when he prices his products.（卷一）
marginal cost P115 is the variable costs per unit of the production 边际成本，是增加一单位（output) 随即而产生的成本增加，其等于总成本的变化量除以对应产量的变化量。（卷二）
Money of payment P115 is the currency for settlement. 支付货币（卷三）
Hard currency P115 when the dollar is strong, we call it hard currency, which means currency that is reliable and stable and more in demand.（硬货币）（卷四）
Discount P117 is a certain percent of price reduction, a special favor given by the exporter to the importer.
IV. Make brief explanations of the following terms or give the full name of the abbreviation in English.
31.UNCTAD is abbreviation for United Nations Conference on Trade and Development 联合国贸易和发展会议P27
payee:P218 the payee (beneficiary) is a person who is addressed to receive the remittance.
collection order P229 the collection order is a standard form of authority that enables the exporter to include specific instructions to his bank regarding the documentary collection(跟单托收）.
V. Answer the following questions in English.
36. what is the difference between international trade and domestic trade?P18
The fundamental characteristic which makes international trade different from domestic trade is that international trade involves transactions that take place across national borders. Special problems may arise in international trade which is not normally experienced in domestic trade:
(1) International trade usually has to be conducted in foreign languages and under foreign laws and regulations.
(2) It is difficult to obtain detailed information about the credit and financial standing of the possible dealing partner.
(3)It is often unavoidable to use foreign currency in international trade and exchange rate variations can be risky to international traders.
(4) Numerous culture differences may have to be taken into account in international trade.
(5) Risks' level might be higher in foreign markets than that in domestic markets.
37.what are basic procedures of export business ? P22
The basic procedures of export business may be summed up in the following three stages:
(1) preparation for export
(2) Negotiation of terms and conditions for the formation of a contract
(3) Fulfillment of a contract for export business
V. Answer the following questions in English.
36.what is win-win principe?P46
The core of win-win concept is mutual success and convergence of interests. Practices have demonstrated its effectiveness in dealing with disagreement and conflicts in negotiation; therefore it has become the most widely accepted negotiation principle.
win-win model is expressed as:
(1) Determine each party's interests and needs.
(2) Find out the other party's interests and demands.
(3) Offer constructive options and solutions.
(4) Announce success of negotiations.
(5)Declare failure of negotiations or negotiations in impasse
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重庆大学(ChongqingUniversity，CQU)，简称重大，位于重庆市，是中华人民共和国教育部直属，由教育部、重庆市、国家国防科技工业局共建的全国重点大学，位列国家“双一流”、“211工程”、”985工程”，入选“珠峰计划”、“强基计划 [186] ”、“高等学校创新能力提升计划”、“高等学校学科创新引智计划”、“卓越工程师教育培养计划”、“卓越法律人才教育培养计划”、国家建设高水平大学公派研究生项目、中国政府奖学金来华留学生接收院校、教育部来华留学示范基地，为卓越大学联盟、中俄工科大学联盟、中波大学联盟、一带一路高校联盟、“长江—伏尔加河”高校联盟、CDIO工程教育联盟、中国高等戏剧教育联盟成员单位。
重庆科技学院（Chongqing University of Science and Technology），始建于1951年，由重庆市人民政府与中国石油天然气集团公司、中国石油化工集团公司、中国海洋石油总公司共建，是一所以工为主，以石油与化工、冶金与材料、机械与电子、安全与环保为特色，涵盖理、工、经、管、法、文、艺的多学科协调发展的全日制公办普通本科院校。入选全国应用技术大学（学院）联盟副理事长单位、卓越工程师教育培养计划、数据中国“百校工程”、新工科研究与实践项目、国家级大学生创新创业训练计划、全国创新创业典型经验高校、全国深化创新创业教育改革示范高校。2021年成为重庆市博士学位授予立项建设单位。
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