国际商务英语（纯英文版本）.ppt

1、1,主 编 张永莉 张中强,上海财经大学出版社,国 际 商 务 英 语,2,Unit One INTERNATIONAL BUSINESS 1.1 What Is International Business? 1.2 The Scope of International Business Activities 1.3 Commercial Risk 1.4 Commercial Credit 1.5 International Business Management 1.6 A Brief Introduction to WTO,3,1.1 What Is International Bus

2、iness?,1.1.1 Basic Concepts on International Business The rationale for international business between nations centers on specialization, absolute advantage and comparative advantage.,4,1.1 What Is International Business?,1.1.2 Reasons for Recent International Business Growth Expansion of Technology

3、 Liberalization of Cross-Border Movements Other Reasons,5,1.2 The Scope of International Business Activities,1.2.1 Trade in Goods and Trade in Services International business activities concern about the trade operations of both import and export, which includes the purchase and the sale of both vis

4、ible and invisible goods. Purchase and sale of visible goods is called trade in goods, while purchase and sale of invisible goods is called trade in services.,6,1.2 The Scope of International Business Activities,1.2.2 International Investment International investment has a crucial impact on a nation

5、s balance of payments. When foreign direct investment (FDI) is made, capital enters a country, enabling it to import manufactured materials to build a new manufacturing plant and to pay workers. FDI flows to developing countries have been heavily concentrated in two sectors.,7,1.2 The Scope of Inter

6、national Business Activities,1.2.3 Cultural Conflicts in International Business Cultural Conflict in Negotiation Cultural Conflict in Marketing Cultural Conflict in Business Administration Cultural Conflicts in Business Public Relations,8,1.3 Commercial Risk,The special risk elements confronted in i

7、nternational business activity include financial, political, regulatory and tax risks. The financial risk elements involve balance-of-payments considerations, varying exchange rates, differential inflation trends among countries and divergent interest rates.,9,1.4 Commercial Credit,1.4.1 What Is Com

8、mercial Credit? Commercial credit is sometimes referred to as business credit or commercial lending, which is a measure of an organizations ability to obtain goods or services based on a promise to pay for them later. Its main forms include purchased merchandise on account, advances on sales and com

9、mercial bill.,10,1.4 Commercial Credit,1.4.2 The Reason of Using Commercial Credit With the emergence of the commercial credit, the enterprises can offer each other credit, while solving the problem of inconsistencies during the process.,11,1.4 Commercial Credit,1.4.3 The Main Bodies of Commercial C

10、redit The main bodies of commercial credit are business enterprises. Unlike items and services obtained using personal credit, those acquired with business credit are meant to be used for commercial reasons only. In some cases, the owner or owners of a business are held personally liable for the deb

11、ts of the business.,12,1.4 Commercial Credit,1.4.4 The Protection of Commercial Credit Protecting the commercial credit is one of the most important tasks that modern companies face. The judicious use of commercial credit ensures that a corporation has resources to call upon when a temporary downtur

12、n in sales takes place, or when an opportunity to expand operations in order to take advantage of market changes takes place.,13,1.5 International Business Management,1.5.1 Introduction The main concerns are environment, process and regularity of the international business activities. People who are

13、 occupied in international business management must have some abilities.,14,1.5 International Business Management,1.5.2 Importance of International Business Management China will be more heavily involved in world economic and trade activities. On one hand, more and more famous enterprises are situat

14、ed in China in forms of foreign investment, joint venture, corporation and so on. On the other hand, Chinese enterprises are moving towards the internationalization.,15,1.6 A Brief Introduction to WTO,1.6.1 What is WTO? The World Trade Organization (WTO) is the umbrella organization responsible for

15、overseeing the implementation of all the multilateral agreements that have been negotiated in the Uruguay Round and those that will be negotiated in the future.,16,1.6 A Brief Introduction to WTO,1.6.1 What is WTO? The World Trade Organization (WTO) deals with the rules of trade between nations at a

16、 global or near-global level. There are a number of ways of looking at the WTO. Negotiation forum A place to operate a system of trade rules A place to help settle trade disputes,17,1.6 A Brief Introduction to WTO,1.6.2 Principles of the Trading System Trade without Discrimination Most-favored-natio

17、n (MFN) National treatment Transparency Predictable and growing access to markets Free trade Predictability,18,1.6 A Brief Introduction to WTO,1.6.3 Major Functions Promoting Fair Competition Encouraging Development and Economic Reform,19,Unit Two INTERNATIONAL TRADE 2.1 Introduction 2.2 Business Pr

18、eparatory Work 2.3 Business Negotiation and Establishment of Contract 2.4 Export and Import Documentation 2.5 The Performance of an Export Contract,20,2.1 Introduction,2.1.1 Definition and Characteristics of International Trade International trade, also known as world trade, or overseas trade, is th

19、e fair and deliberate exchange of goods and services across national boundaries. It concerns trade operations of both import and export and includes the purchase and sale of both visible and invisible goods.,21,2.1 Introduction,2.1.1 Definition and Characteristics of International Trade The fundamen

20、tal characteristic making international trade different from domestic trade is that international trade involves transactions that take place across national borders.,22,2.1 Introduction,2.1.2 Reasons for International Trade Resource reasons. Economic reasons. Other reasons, including political obje

21、ctives, tastes, preferences and consumption patterns.,23,2.1 Introduction,2.1.3 Basic Concepts of International Trade Export and import Value of foreign trade Quantum of foreign trade Balance of trade,24,2.1 Introduction,2.1.4 Classification of International Trade Export trade, import trade and tran

22、sit trade Direct trade, indirect trade and entrepot trade Tangible trade and intangible trade Barter trade and free-liquidation trade,25,2.1 Introduction,2.1.5 Basic Procedures of Export Business Preparation for export Negotiation of terms and conditions for the formation of a contract for export bu

23、siness Fulfillment of a contract for export business,26,2.1 Introduction,2.1.6 Basic Procedures of Import Business Preparation for import Negotiation of terms and conditions for the formation of a contract for import business Fulfillment of a contract for import business,27,2.2 Business Preparatory

24、Work,2.2.1 Market Research Evaluation of the target market is the first step in implementing profitable import or export plans. Information concerning the following subjects may be valuable for deciding the target country: cultural background and economic situations, political climate of the country

25、, current import and export statistics, government policy on international trade, and information on trade barriers and restriction.,28,2.2 Business Preparatory Work,2.2.2 Credit Inquiry In international business, credit inquiry is made by traders requesting the financial position, credit, reputatio

26、n and business methods of other firms.,29,2.2 Business Preparatory Work,2.2.3 Making Contacts Making contacts is a process that both reinforces the credit inquiry of certain firms and establishes business relations with them.,30,2.3 Business Negotiation and Establishment of Contract,Business negotia

27、tion is a bargain process involving potential parties (buyer and seller) to a contract with an aim of coming into an agreement on price, payment, quantity, quality and other terms or conditions of a sale. To reach an agreement in the business negotiation, in most cases, five stages are needed: enqui

28、ry, offer, counter-offer, acceptance and conclusion of a contract.,31,2.4 Export and Import Documentation,Documentation is an invisible part of international trade. It refers to the preparation and examination of documents involved in a transaction. The major purpose of documentation is to provide a

29、 specific and complete description of the goods so that they can be correctly processed for transport, insurance, payment, customs clearance, etc.,32,2.4 Export and Import Documentation,2.4.1 Government Control Documents Government control documents normally include import license, foreign exchange

30、license, export license, certificate of origin, inspection certificate, consular invoice and customs invoice.,33,2.4 Export and Import Documentation,2.4.2 Commercial Documents Commercial documents are generally issued by the importer, the exporter or some relevant non-governmental business organizat

31、ions. Commercial documents may include pro forma invoice, commercial invoice, quality certificate and weight certificate.,34,2.4 Export and Import Documentation,2.4.3 Finance Documents Quite a few finance documents are used to ensure that the exporter receives full and timely payment for the shipmen

32、t in international trade. These documents are usually issued by banks or exporters, including application form for international money transfer, drafts, bankers draft, commercial draft, sight draft, time draft, application for documentary letter of credit and letter of credit.,35,2.4 Export and Impo

33、rt Documentation,2.4.4 Transportation Documents A few commonly used transportation documents are listed below: shipping note, packing list, bill of lading, consignment note (rail, road), air waybill, parcel post receipt, combined transport documents, and arrival notification.,36,2.4 Export and Impor

34、t Documentation,2.4.5 Insurance Documents The cargo insurance document is a contract whereby the insurer (insurance company), on the basis of a premium paid, undertakes to indemnify the insured against loss from certain risks or perils to which the cargo insured may be exposed. It is an indispensabl

35、e adjunct of international trade. There are three important insurance documents: insurance policy, insurance certificate and open policy.,37,2.5 The Performance of an Export Contract,Performance of the established contract is an indispensable step to both parties to realize the economic benefit from

36、 international trade and it is both the economic behavior and the legal act to the parties concerned.,38,2.5 The Performance of an Export Contract,2.5.1 Export Procedures Cargo readiness L/C Customs clearance Shipping Insurance Document and payment,39,2.5 The Performance of an Export Contract,2.5.2

37、Import Procedures Import license L/C Transportation preparation Insurance Payment Customs clearance Inspection and taking delivery Claim Settlement of disputes,40,Unit Three BUSINESS NEGOTIATION 3.1 Overview of Business Negotiation 3.2 The Principles of Business Negotiation 3.3 Preparation for Negot

38、iation 3.4 General Procedures in Business Negotiation 3.5 Negotiation Strategies and tactics 3.6 Language for Negotiation 3.7 Cultural Influence on Negotiation,41,3.1 Overview of Business Negotiation,3.1.1 What is Negotiation? Negotiation is the process we use to satisfy our needs when someone else

39、controls what we want. Whenever people exchange ideas with the intention of changing relationships, whenever they confer for agreement, they are negotiating. The ability to deal with business affairs, to arrange by discussion the settlement of terms, to reach agreements through treaties and compromi

40、se.,42,3.1 Overview of Business Negotiation,3.1.2 The Importance of Business Negotiation Negotiation is a dynamic process of adjustment. It is in the mutual interest of participants to come to some agreement and this provides a cooperative aspect. Success in negotiation is seen not to be measured in

41、 points scored off ones opponent, but in the contribution that the negotiation itself.,43,3.2 The Principles of Business Negotiation,Win-win Principle Equality Principle Sincere Cooperation Keep It Flexible and Fluid,44,3.3 Preparation for Negotiation,3.3.1 Selecting Members of the Negotiating Team

42、Composing Principles of Negotiating Group The Composition of the Negotiating Group To organize the negotiating group and to divide the work The Qualities of Negotiating Members,45,3.3 Preparation for Negotiation,3.3.2 Identifying the Negotiation Issues and Objectives An issue is any assertion about

43、which you and your counterpart disagree. In contrast, nonissues are assertions about which both parties agree. Issues are the bases for the differences of both parties negotiation positions. Because of that, you must identify the key issues that effect those positions before you develop your pre-neg

44、otiation objectives.,46,3.3 Preparation for Negotiation,3.3.3 Gathering Information Once the negotiating team has been organized, the first and most important step in preparing for a specific negotiation is gathering information. Obtaining Information Key Information Should Be Gathered Analyzing inf

45、ormation,47,3.3 Preparation for Negotiation,3.3.4 Negotiating Brief and Negotiating Plan The negotiation brief consists of the instructions given to the team leader by the management, while the negotiating plan is developed by the negotiating team and represents the manner they propose to implement

46、the instructions stated in the negotiating brief.,48,3.4 General Procedures in Business Negotiation,3.4.1 Enquiry In international trade, enquiry is usually made by the buyer without engagement to get information about the goods to be ordered, such as the commoditys name, quality, price, mode, the d

47、esired quantity and delivery date, and other terms.,49,3.4 General Procedures in Business Negotiation,3.4.2 Offer An offer is a proposal of terms and conditions presented in a potential contract by one party, called the offeror, to another party, called the offeree. For the sake of the agreement to

48、be binding, the offeree must first accept the offer, otherwise there is no legal-contract.,50,3.4 General Procedures in Business Negotiation,3.4.2 Offer Offer with Engagement This is the kind of offer, in which the offerors intention of making a contract is definitely indicated, and under which the

49、offeror cannot revoke or amend what he has offered during the validity of the offer. Here is an example from offer by fax:,51,Dear sirs Thanks for your enquiry dated June 5th. We offer firm subject to reply on June 15th, 2005, 3 000 pairs of Chinese shoes Grade A 3 dollars per pair CGR Montreal, shi

50、pment with one month after receipt of sight L/C, which must reach here by the end of August. Please make quick acceptance. Yours Faithfully Ollie,52,3.4 General Procedures in Business Negotiation,3.4.2 Offer Offer without Engagement What is stated in an offer without engagement, is unclear, incomple

51、te and with reservations. This kind of offer is not binding on the offeror. The following cable, for example, is an offer of this kind:,53,OFFER APPROXIMATELY TWENTY THOUSAND METERS CHINESE HANGZHOU BROCADE REFERENCE PRICE UNDOLLARS SIXTEEN PER METER CIF NEW YORK IRREVOCABLE L/C SUBJECT TO OUR FINAL

52、 CONFIRMATION,54,3.4 General Procedures in Business Negotiation,3.4.3 Counter-offer After the offeree has received the firm offer, he may accept it and conclude the business with the offeror, or he may not accept it, or may not accept it wholly and put forward some additions, modifications, limitati

53、ons, etc. to the basic terms and conditions contained in the offer. A fax counter-offer, for example, is as following:,55,56,3.4 General Procedures in Business Negotiation,3.4.4 Acceptance In business law, an acceptance is the assent to the terms of an offer, required before a contract can be valid.

54、 It must be absolute and unconditional, and it may be tendered only by the person to whom the offer is directed, and must conform to any conditions which are set forth in the offer.,57,3.4 General Procedures in Business Negotiation,3.4.5 Contract A contract is an agreement that creates an obligation

55、, which is a binding, legally enforceable agreement between two or more competent parties. In export trade, a sales contract is a legal document made by and entered into between a seller and a buyer on the basis of their offer and acceptance.,58,3.5 Negotiation Strategies and tactics,3.5.1 Reasons f

56、or losing a Negotiation Absence of feedback Satisfaction Self-reinforcement,59,3.5 Negotiation Strategies and tactics,3.5.2 Basic Negotiation Skills Separate the people from the problem Focusing on interests not positions Be well prepared Be patience and integrity,60,3.5 Negotiation Strategies and t

57、actics,3.5.3 Useful Negotiation Strategies Generally speaking, strategy may be defined as the overall plan used to gain advantage over the opponent or achieve some end. There are two basic strategies: Offensive Defensive,61,3.6 Language for Negotiation,3.6.1 Language Skills in Different Negotiating

58、Styles In the cooperative style, the basic principle is that both parties can gain something from the negotiation without harming the interests of the other. In the competitive style, negotiators see each other as opponents. Knowledge of the other partys needs is used to develop strategies to exploi

59、t weaknesses rather than to seek a solution satisfactory to both sides.,62,3.6 Language for Negotiation,3.6.2 Language Principles Courtesy Conciseness Clarity Correctness Constructiveness Concession,63,3.7 Cultural Influence on Negotiation,3.7.1 Culture and Communication What is Culture? Guarnaccia and Rodriguez(1996) assert that culture is not static. It is not just a thing, but also a process that impacts everything we do know and perceive.,64,3.7 Cultural Influence on Negotiation,3.7.1 Culture and Communication Verbal Aspects of Negotiation Cultural literacy is ne