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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 Activities1.3 Commercial Risk 1.4 Commercial Credit1.5 International Business Management1.6 A Brief Introduction to WTO,3,1.1 What Is International Busines
2、s?,1.1.1 Basic Concepts on International BusinessThe 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 GrowthExpansion of Technology Libera
3、lization of Cross-Border Movements Other Reasons,5,1.2 The Scope of International Business Activities,1.2.1 Trade in Goods and Trade in ServicesInternational business activities concern about the trade operations of both import and export,which includes the purchase and the sale of both visible and
4、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 InvestmentInternational investment has a crucial impact on a nations balance of
5、 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 International Business
6、Activities,1.2.3 Cultural Conflicts in International BusinessCultural Conflict in Negotiation Cultural Conflict in MarketingCultural Conflict in Business AdministrationCultural Conflicts in Business Public Relations,8,1.3 Commercial Risk,The special risk elements confronted in international business
7、 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 Commercial Credit?Commercial
8、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 commercial bill.,10,1.4 Commercia
9、l Credit,1.4.2 The Reason of Using Commercial CreditWith 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 CreditThe main bodies of commercia
10、l 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 debts of the business.,12,1.4 Commercial
11、Credit,1.4.4 The Protection of Commercial CreditProtecting 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 downturn in sales takes place,or when an opport
12、unity to expand operations in order to take advantage of market changes takes place.,13,1.5 International Business Management,1.5.1 IntroductionThe main concerns are environment,process and regularity of the international business activities.People who are occupied in international business manageme
13、nt must have some abilities.,14,1.5 International Business Management,1.5.2 Importance of International Business ManagementChina will be more heavily involved in world economic and trade activities.On one hand,more and more famous enterprises are situated in China in forms of foreign investment,join
14、t 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 overseeing the implementation of all the multilateral
15、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 global or near-global level.There are a number of ways o
16、f 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 SystemTrade without DiscriminationMost-favored-nation(MFN)National treatmentTransparencyPredictable and growing a
17、ccess to marketsFree tradePredictability,18,1.6 A Brief Introduction to WTO,1.6.3 Major Functions Promoting Fair CompetitionEncouraging Development and Economic Reform,19,Unit Two INTERNATIONAL TRADE2.1 Introduction2.2 Business Preparatory Work 2.3 Business Negotiation and Establishment of Contract2
18、.4 Export and Import Documentation2.5 The Performance of an Export Contract,20,2.1 Introduction,2.1.1 Definition and Characteristics of International TradeInternational trade,also known as world trade,or overseas trade,is the fair and deliberate exchange of goods and services across national boundar
19、ies.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 TradeThe fundamental characteristic making international trade different from domestic trade is
20、 that international trade involves transactions that take place across national borders.,22,2.1 Introduction,2.1.2 Reasons for International TradeResource reasons.Economic reasons.Other reasons,including political objectives,tastes,preferences and consumption patterns.,23,2.1 Introduction,2.1.3 Basi
21、c Concepts of International Trade Export and importValue of foreign tradeQuantum of foreign tradeBalance of trade,24,2.1 Introduction,2.1.4 Classification of International TradeExport trade,import trade and transit tradeDirect trade,indirect trade and entrepot tradeTangible trade and intangible trad
22、eBarter trade and free-liquidation trade,25,2.1 Introduction,2.1.5 Basic Procedures of Export BusinessPreparation for exportNegotiation of terms and conditions for the formation of a contract for export businessFulfillment of a contract for export business,26,2.1 Introduction,2.1.6 Basic Procedures
23、of Import BusinessPreparation for importNegotiation of terms and conditions for the formation of a contract for import businessFulfillment of a contract for import business,27,2.2 Business Preparatory Work,2.2.1 Market Research Evaluation of the target market is the first step in implementing profit
24、able 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,current import and export statistics,government policy on international trade,and information on trad
25、e barriers and restriction.,28,2.2 Business Preparatory Work,2.2.2 Credit InquiryIn international business,credit inquiry is made by traders requesting the financial position,credit,reputation and business methods of other firms.,29,2.2 Business Preparatory Work,2.2.3 Making ContactsMaking contacts
26、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 negotiation is a bargain process involving potential parties(buyer and seller)to a contract with an aim of coming int
27、o 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:enquiry,offer,counter-offer,acceptance and conclusion of a contract.,31,2.4 Export and Import Documentation,Documentation is
28、 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 specific and complete description of the goods so that they can be correctly processed for transport,insurance,payment,cust
29、oms clearance,etc.,32,2.4 Export and Import Documentation,2.4.1 Government Control DocumentsGovernment control documents normally include import license,foreign exchange license,export license,certificate of origin,inspection certificate,consular invoice and customs invoice.,33,2.4 Export and Import
30、 Documentation,2.4.2 Commercial DocumentsCommercial documents are generally issued by the importer,the exporter or some relevant non-governmental business organizations.Commercial documents may include pro forma invoice,commercial invoice,quality certificate and weight certificate.,34,2.4 Export and
31、 Import Documentation,2.4.3 Finance DocumentsQuite a few finance documents are used to ensure that the exporter receives full and timely payment for the shipment in international trade.These documents are usually issued by banks or exporters,including application form for international money transfe
32、r,drafts,bankers draft,commercial draft,sight draft,time draft,application for documentary letter of credit and letter of credit.,35,2.4 Export and Import Documentation,2.4.4 Transportation DocumentsA few commonly used transportation documents are listed below:shipping note,packing list,bill of ladi
33、ng,consignment note(rail,road),air waybill,parcel post receipt,combined transport documents,and arrival notification.,36,2.4 Export and Import Documentation,2.4.5 Insurance DocumentsThe cargo insurance document is a contract whereby the insurer(insurance company),on the basis of a premium paid,under
34、takes to indemnify the insured against loss from certain risks or perils to which the cargo insured may be exposed.It is an indispensable adjunct of international trade.There are three important insurance documents:insurance policy,insurance certificate and open policy.,37,2.5 The Performance of an
35、Export Contract,Performance of the established contract is an indispensable step to both parties to realize the economic benefit from 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 Procedu
36、resCargo readinessL/CCustoms clearanceShippingInsuranceDocument and payment,39,2.5 The Performance of an Export Contract,2.5.2 Import ProceduresImport licenseL/CTransportation preparation Insurance Payment Customs clearance Inspection and taking delivery Claim Settlement of disputes,40,Unit Three BU
37、SINESS NEGOTIATION3.1 Overview of Business Negotiation3.2 The Principles of Business Negotiation3.3 Preparation for Negotiation 3.4 General Procedures in Business Negotiation3.5 Negotiation Strategies and tactics3.6 Language for Negotiation3.7 Cultural Influence on Negotiation,41,3.1 Overview of Bus
38、iness Negotiation,3.1.1 What is Negotiation?Negotiation is the process we use to satisfy our needs when someone else 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 busi
39、ness affairs,to arrange by discussion the settlement of terms,to reach agreements through treaties and compromise.,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
40、to some agreement and this provides a cooperative aspect.Success in negotiation is seen not to be measured in 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 PrincipleSincere CooperationKeep
41、 It Flexible and Fluid,44,3.3 Preparation for Negotiation,3.3.1 Selecting Members of the Negotiating TeamComposing Principles of Negotiating GroupThe Composition of the Negotiating Group To organize the negotiating group and to divide the workThe Qualities of Negotiating Members,45,3.3 Preparation f
42、or Negotiation,3.3.2 Identifying the Negotiation Issues and ObjectivesAn issue is any assertion about 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
43、that,you must identify the key issues that effect those positions before you develop your pre-negotiation 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
44、is gathering information.Obtaining Information Key Information Should Be Gathered Analyzing information,47,3.3 Preparation for Negotiation,3.3.4 Negotiating Brief and Negotiating PlanThe negotiation brief consists of the instructions given to the team leader by the management,while the negotiating p
45、lan is developed by the negotiating team and represents the manner they propose to implement the instructions stated in the negotiating brief.,48,3.4 General Procedures in Business Negotiation,3.4.1 EnquiryIn international trade,enquiry is usually made by the buyer without engagement to get informat
46、ion about the goods to be ordered,such as the commoditys name,quality,price,mode,the desired quantity and delivery date,and other terms.,49,3.4 General Procedures in Business Negotiation,3.4.2 OfferAn offer is a proposal of terms and conditions presented in a potential contract by one party,called t
47、he offeror,to another party,called the offeree.For the sake of the agreement to 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 EngagementThis is the kind of offer,in which the offerors
48、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.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
49、000 pairs of Chinese shoes Grade A 3 dollars per pair CGR Montreal,shipment 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 EngagementW
50、hat is stated in an offer without engagement,is unclear,incomplete 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
