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TABLE OF CONTENTS Part I A Global Trade Primer Chapter 1 BASICS OF GLOBAL TRADE A Global Perspective Choosing the Best Way to Begin Global Trade Exporting Foreign Sourcing Foreign Direct Investment Technology Licensing Franchising A Public View of Global Trade Opportunities Abound Deficiencies That Still Remain Intra-regional Cultural and Business Variations Chapter 2 GLOBAL FINANCIAL SYSTEM Global Banking Exchange Rates United Nations Financial Institutions The Bank for International Settlements National Central Banks Commercial Banks Trade Finance Services Non-Bank Institutions Hawala: A Questionable Alternative to the Global Banking System Foreign Exchange Markets The Role of Major World Currencies Chapter 3 PROTECTIONISM AND FREE TRADE Protectionist Trade Policies World Trade Organization Trade Pact Fever Competitive Liberalization Expanding Your Horizons Chapter 4 PUBLIC AND PRIVATE INFORMATION AND ASSISTANCE RESOURCES U.S. Government Agencies U.S. Commercial Service District Export Councils ITA Publications Bureau of Export Administration Center for International Research Market Access and Compliance United States Agency for International Development Eximbank Small Business Administration Department of State State and Local Foreign Trade Assistance American Chambers of Commerce Professionals Firms and Banks Researching On-Line Part II Analysis of Key Countries and Regions Chapter 5 COMPETITIVENESS AND BARRIERS TO MARKET-ENTRY Competitiveness Government Intervention Crime and the Business Community Insidious Corruption Educational Shortfalls The Evils of Joblessness Poverty and the Wealth Gap A Wasting Environment Broken Health Care Systems Summary Chapter 6 MARKET OPPORTUNITIES IN BRAZIL AND LATIN AMERICA Brazil Mexico Chile Colombia Dominican Republic Argentina Peru Trinidad & Tobago Central America¿Costa Rica, El Salvador, Guatemala Conclusion Chapter 7 MARKET OPPORTUNITIES IN RUSSIA AND EASTERN EUROPE Russia Poland Hungary Czech Republic Slovakia Turkey Romania Bulgaria The Baltic States¿Lithuania, Latvia, Estonia Chapter 8 MARKET OPPORTUNITIES IN INDIA, CHINA, AND SOUTH AND SOUTHEAST ASIA India China Taiwan Malaysia Thailand Indonesia Philippines Pakistan Sri Lanka Chapter 9 MARKET OPPORTUNITIES IN ISRAEL AND THE ARAB STATES Israel United Arab Emirates Saudi Arabia Egypt Kuwait Qatar Morocco Oman Algeria Part III Intercultural Relationships Chapter 10 AMERICAN HABITS THAT DRIVE FOREIGNERS UP A WALL Why Don¿t They Speak English? Frenetic speed The Wrong Dress, The Wrong Mannerisms Coarseness, Arrogance, and Self-Criticism Lack of Courtesy Divorce and Family Violence Inappropriate Use of the English Language Obsessive Control Competitiveness and Individuality Obsessive Control Guns and Violence Contradictions Chapter 11 BEWARE OF CULTURAL RISKS Brazil Russia India China Arab States Power of the Church Racial and Other Biases National Pride Chapter 12 OVERCOMING LANGUAGE BARRIERS Learning Key Words Practice Pronunciations The Art of Listening Don¿t be Afraid to Experiment Be Careful What You Say Interpreters and Drivers Making Friends/Making Enemies Chapter 13 WOMAN POWER IN GLOBAL TRADE Earning a Livelihood Micro Finance Gender Equality/Inequality Trafficking in Persons Conclusion Chapter 14 WINNING NEGOTIATIONS Preparing to Negotiate Brazil Russia India China Preventing Negotiation Failures Strategic Tips for Male/Female Negotiating Ploys Part IV Managing Global Trade Chapter 15 MARKET RESEARCH: PERFORMING A COUNTRY SURVEY Business Structure Audit, Tax, Legal, and Licensing Requirements Communications Bottlenecks Insurance Political and Economic Environment Market-Specific Business Conditions Government Subsidies Transport, Licenses, Security, and Labor Infrastructures and Free Trade Zones Personnel Matters Exchange Controls Summary Chapter 16 ASSESSING COUNTRY RISK Political Risks Financial Risks Social Risks Business Risks A Country Risk Assessment Defining External Country Risks Market-Entry Options and Risks A Case Study: U.S. Fabrisource and Avionics, Inc. Chapter 17 BUILDING RELATIONSHIPS WITH STRATEGIC ALLIANCES Joint Venture Benefits Setting Up Strategic Alliances Structuring a Joint Venture Agreement Locating Partners Using Intermediaries Chapter 18 SELLING CHANNELS IN FOREIGN MARKETS Agents Commissioned By Foreign Governments and Companies Export Management Companies Export Trading Companies Captive Export Trading Companies Foreign Trading Companies Direct Selling Distributors Monitoring Sales Representatives and Distributors Salaried Sales Personnel Pricing The Sales (Purchase) Contract Protecting Intellectual Property Worksheet A Worksheet B Chapter 19 E-COMMERCE AND ADVERTISING Eastern Europe Latin America Asia and Southeast Asia Arab States and Israel Chapter 20 MOVING YOUR GOODS TO MARKET Freight Forwarders Getting Products Ready for Shipment Shipping Licenses and Declaration Collection Documents Marine Cargo Insurance Intermodal Shipping Air Freight Chapter 21 TRADE FINANCE AND ENSURING YOU GET PAID Short-Term Strategies Intermediate Term Strategies Small Business Administration Long Term Strategies City-State Partnership Initiative Export Assistance Centers Chapter 22 COUNTERTRADE AS A LAST RESORT Forms of Countertrade Business Climate for Successful Deals International Consultants Pros and Cons of Countertrade Countertrade Survival Tactics Case Study: Guardall Internal Monitoring, Inc. Chapter 23 FOREIGN SOURCING (IMPORTING) MADE EASY Monitoring the Movement of Goods U.S. Customs Drawbacks U.S. Import Restrictions and Quotas Foreign Trade Zones Importing with Countertrade A New Twist The Customs Audit Quality Control APPENDIXES Appendix A Export Assistance Centers Appendix B Small Business Administration Regional Offices Appendix C American Chambers of Commerce Offices Appendix D Foreign Chambers of Commerce in the United States
Library of Congress Subject Headings for this publication:
International business enterprises -- Management.
Small business -- Management.
International trade -- Handbooks, manuals, etc.
Globalization -- Economic aspects.