International Business chapter .ppt
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国际商务谈判 Chapter 2
International Business Negotiations
Chapter 2
Preparation for Negotiation
Lubrication
Preparation Every negotiation requires preparation. The preparation work functions, in a sense, as lubrication on either regular or an ad hoc basis.
1. The desirable target
is what negotiators wish to attain but in reality rarely reach. It serves two purposes in negotiations: A. setting a potential goal for negotiators to strive for; B. leaving room for bargaining in negotiations.
1. lack of sensitivity to differences in culture, consumer tastes, and market demands. 2. limited appreciation for the different environment abroad. Due to pressure to satisfy short-term financial goal, they are unwilling to spend money to find out about the differences.
3. The bottom target
Chapter 2
Preparation for Negotiation
Lubrication
Preparation Every negotiation requires preparation. The preparation work functions, in a sense, as lubrication on either regular or an ad hoc basis.
1. The desirable target
is what negotiators wish to attain but in reality rarely reach. It serves two purposes in negotiations: A. setting a potential goal for negotiators to strive for; B. leaving room for bargaining in negotiations.
1. lack of sensitivity to differences in culture, consumer tastes, and market demands. 2. limited appreciation for the different environment abroad. Due to pressure to satisfy short-term financial goal, they are unwilling to spend money to find out about the differences.
3. The bottom target
国际商务谈判Chapter1InternationalBusinessNegotiation.ppt
International Business Negotiation
国际商务谈判
Chapter 1 Fundamentals of International Business Negotiating
第一章 国际商务谈判概述
• 1．1 Concepts and principles of negotiation
• As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outcome. There are other cases like international business negotiations in which the stakes are too high to be ignored, people have to be more cautious.
Characteristics of business negotiation
• Some of the characteristics of business negotiation include:
• ① Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods.
• In negotiations, both parties should know: • a. why they negotiate • b. who they negotiate with • c. what they negotiate about • d. where they negotiate • e. when they negotiate • f. how they negotiate
国际商务谈判
Chapter 1 Fundamentals of International Business Negotiating
第一章 国际商务谈判概述
• 1．1 Concepts and principles of negotiation
• As the stakes in some of these negotiations are not so high, people need not have to get preplans for the process and the outcome. There are other cases like international business negotiations in which the stakes are too high to be ignored, people have to be more cautious.
Characteristics of business negotiation
• Some of the characteristics of business negotiation include:
• ① Negotiation is at the heart of every transaction and, for the most part, it comes down to the interaction between two sides with a common goal (profits) but divergent methods.
• In negotiations, both parties should know: • a. why they negotiate • b. who they negotiate with • c. what they negotiate about • d. where they negotiate • e. when they negotiate • f. how they negotiate
国际商务谈判(英文版第六版)PPT Chap016
• Simple arguments cannot explain conflicting international negotiation outcomes
• The challenge is to:
– Understand the multiple influences of several factors on the negotiation process
• Culture as shared values
– Understanding central values and norms • Individualism/collectivism • Power distance • Career success/quality of life • Uncertainty avoidance
16-3
What Makes International Negotiations Different?
Two overall contexts have an influence on international negotiations:• EBiblioteka vironmental context
– Includes environmental forces that neither negotiator controls that influence the negotiation
International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
• The challenge is to:
– Understand the multiple influences of several factors on the negotiation process
• Culture as shared values
– Understanding central values and norms • Individualism/collectivism • Power distance • Career success/quality of life • Uncertainty avoidance
16-3
What Makes International Negotiations Different?
Two overall contexts have an influence on international negotiations:• EBiblioteka vironmental context
– Includes environmental forces that neither negotiator controls that influence the negotiation
International negotiations are much more complex than domestic negotiations. They challenge the negotiators to understand the science of negotiation while developing their artistry.
希尔 《国际商务》第11版 英文PPT Chapter 2
➢ state-owned enterprises have been privatized
2-6 Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
What Is Collectivism?
➢Collectivism stresses the primacy of collective goals over individual goals
➢ can be traced to the Greek philosopher, Plato (427-347 BC)
representative democracy where citizens periodically elect individuals to represent them
2-8 Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
What Is Totalitarianism?
➢ Totalitarianism - form of government in which one person or political party exercises absolute control over all spheres of human life and prohibits opposing political parties
2-6 Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
What Is Collectivism?
➢Collectivism stresses the primacy of collective goals over individual goals
➢ can be traced to the Greek philosopher, Plato (427-347 BC)
representative democracy where citizens periodically elect individuals to represent them
2-8 Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
What Is Totalitarianism?
➢ Totalitarianism - form of government in which one person or political party exercises absolute control over all spheres of human life and prohibits opposing political parties
商务谈判(双语)chapter1
In negotiation people should know the following：5W1H ：
1、掌握商务谈判概念 、 2、理解并掌握谈判的原则 、 3、理解谈判的特点，并掌握国际商务谈 、理解谈判的特点， 判的特点 4、初步了解国际商务谈判的主要内容 、
请阅读教材1.1 请阅读教材 Introduction，然后 ， 回答下列问题： 回答下列问题：
1、Do you have any experience of negotiating 、
with anyone? 2、Please share your experience with us. 、
1.2 Concepts &Characteristics of &Characteristics Business Negotiation Q1、 What is negotiation? 、 Q2、Why do people negotiate？ 、 ？ Q3、What are Characteristics of 、 Business Negotiation ？
homework(10%) Attendance record & homework(10%) Notes (10&) Final exam (80%)
Liulinglinglll@ 13407316200
chapter one Introduction and Overview of
作业： 作业：
查阅2005年11月 查阅2005年11月8日，中美 2005 签署的《 签署的《关于纺织品和服装 贸易的谅解备忘录》相关资 贸易的谅解备忘录》 回答： 料，回答： 1）中美双方签署这个协议 的共同利益是什么？ 的共同利益是什么？ 2）谈谈应该如何理解互利 互惠的原则？ 互 Correct Understanding of the Features of IBN 对国际商务谈判的特点的正确理解 1.5 The Main Content of Negotiation on International Business
商务英语阅读 Chapter 4.International Business Cooperation ppt
What are the options for Japanese companies who intended to go global?
Part of the reason is regulatory hangover from the post-war period. The Japanese firms have been so busy with the domestic crisis that they have forgotten to remain connected with the rest of the world.
There are several options for Japanese firms: to achieve global scale through domestic and foreign acquisitions, to move into high-value specialist products, to adopt a regional strategy focusing on Asian market, to form a global alliance with a foreign firm.
The links between policies are even significant in terms
of the world’s financial and capital markets, as witnessed everyday when the reverberations on any one stock market are felt across the globe. At the
Chapter 4 International Business
Part of the reason is regulatory hangover from the post-war period. The Japanese firms have been so busy with the domestic crisis that they have forgotten to remain connected with the rest of the world.
There are several options for Japanese firms: to achieve global scale through domestic and foreign acquisitions, to move into high-value specialist products, to adopt a regional strategy focusing on Asian market, to form a global alliance with a foreign firm.
The links between policies are even significant in terms
of the world’s financial and capital markets, as witnessed everyday when the reverberations on any one stock market are felt across the globe. At the
Chapter 4 International Business
国际商务谈判(第三版)教学课件第1章
1. Quotation （引言）
★ In business as in life, you don’t get what you deserve, you get what you negotiate.
—Chester L. Karras, American business negotiation expert
Here are four steps of overcoming the obstacles and developing multiple solution options:
• Separate the act of inventing options from the act of judging them; • Develop as many options as possible before choosing one; • Search for mutual gains; • Find ways to help make the other party’s decision easy.
Chapter 1
Basic Theories for International Business Negotiation
（国际商务谈判基本理论）
Contents （目录）
1. Quotation （引言） 2. Definition of business negotiation（商务谈判定义） 3. Characteristics of business negotiation （商务谈判特征）
No conflicting interests, no need for negotiation. Methods for focusing on interests instead of positions are as follows:
《国际商务谈判》罗伊列维奇-原版课件-第十章PPT
• Instability
Lack of resource that American commonly expect during business negotiation (paper,electricity,computers);
shortage of other goods and service (food, reliable transportation potable water); and political instability (coups, sudden shifts in government policy, major currency revaluations )
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Environmental context
• Foreign governments
The extent to the government regulates industries and organizations
(both the managerial perspectives and the research perspectives ) 4. Culturally Responsive Negotiation Strategies.
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Lack of resource that American commonly expect during business negotiation (paper,electricity,computers);
shortage of other goods and service (food, reliable transportation potable water); and political instability (coups, sudden shifts in government policy, major currency revaluations )
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
Environmental context
• Foreign governments
The extent to the government regulates industries and organizations
(both the managerial perspectives and the research perspectives ) 4. Culturally Responsive Negotiation Strategies.
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
McGraw-Hill/Irwin
© 2004 The McGraw-Hill Companies, Inc., All Rights Reserved.
国际商务PPTChapter03
Similarly, a culture can embrace several nations. e.g. The Islamic society or culture is shared by many different nations in the Middle East, Asia, and Africa.
and network of interpersonal contacts; competition between individuals less ability to build
teams to perform collective tasks.
3-14
Individuals And Groups
There may be a relationship between the culture and the cost of doing business in a country or region.
Culture is not static. – MNEs can contribute to cultural change. (Western fast-food companies)
While all societies are stratified to some extent, they differ by: the degree of mobility between social strata the significance attached to social strata in business
Societies differ in terms of the degree to which the group is viewed as the primary means of social organization.
and network of interpersonal contacts; competition between individuals less ability to build
teams to perform collective tasks.
3-14
Individuals And Groups
There may be a relationship between the culture and the cost of doing business in a country or region.
Culture is not static. – MNEs can contribute to cultural change. (Western fast-food companies)
While all societies are stratified to some extent, they differ by: the degree of mobility between social strata the significance attached to social strata in business
Societies differ in terms of the degree to which the group is viewed as the primary means of social organization.
国际商务谈判chapter 3
The core of their thinking is mutual success and convergence of interests. A better and bigger cake! “The father of Negotiating Training”--Gerard Nierenberg “everybody wins”
Gaining: invent options for mutual gain
Win-win Concept
Win-lose concept
Win-win concept
Tradition Concept
In the early history of human being, negotiations, although as a peaceful approach to conflicts, could be extremely dangerous for negotiators, who would prepare to risk their lives for talking with antagonistic side because if the talk failed the envoy would be beheaded.
International Business Negotiations
(2)Discussion of agenda
Every negotiation have sth. hard to be dealt with. (hard bones) strategic To let the worst go first. To have the tough issue the later the better.
国际商务查尔斯W.L.希尔第七版原版官方PPTChap.ppt
1-8
Classroom Performance System
Firms that are involved in international business tend to be a) large b) small c) medium-sized d) large, small, and medium-sized
International Business 7e
by Charles W.L. Hill
McGraw-Hill/Irwin
Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter 1
Globalization
1-5
Classroom Performance System
The shift toward ቤተ መጻሕፍቲ ባይዱ more integrated and interdependent world economy is referred to as a) economic integration b) economic interdependency c) globalization d) internationalization
1-10
The Emergence Of Global Institutions
Institutions created over the past half century include: ❖the General Agreement on Tariffs and Trade (GATT) ❖the World Trade Organization (WTO) ❖the International Monetary Fund (IMF) ❖the World Bank ❖the United Nations (UN)
Classroom Performance System
Firms that are involved in international business tend to be a) large b) small c) medium-sized d) large, small, and medium-sized
International Business 7e
by Charles W.L. Hill
McGraw-Hill/Irwin
Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.
Chapter 1
Globalization
1-5
Classroom Performance System
The shift toward ቤተ መጻሕፍቲ ባይዱ more integrated and interdependent world economy is referred to as a) economic integration b) economic interdependency c) globalization d) internationalization
1-10
The Emergence Of Global Institutions
Institutions created over the past half century include: ❖the General Agreement on Tariffs and Trade (GATT) ❖the World Trade Organization (WTO) ❖the International Monetary Fund (IMF) ❖the World Bank ❖the United Nations (UN)
国际商务PPTChapter14
14-9
Strategy, Production, and Logistics
Two other objectives are important for international companies: 1) Production and logistics functions must be able to accommodate demands for local responsiveness. 2) Production and logistics must be able to respond quickly to shifts in customer demand.
14-4
Operations: The Firm As A Value Chain
Figure 11.4: The Value Chain
14-5
I. Strategy, Production, and Logistics
Production - activities involved in creating a product Logistics - the procurement and physical transmission of material through the supply chain, from suppliers to customers Production and logistics can be conducted internationally to 1) lower the costs of value creation; 2) add value by better serving customer needs.
14-11
1. Country Factors
Strategy, Production, and Logistics
Two other objectives are important for international companies: 1) Production and logistics functions must be able to accommodate demands for local responsiveness. 2) Production and logistics must be able to respond quickly to shifts in customer demand.
14-4
Operations: The Firm As A Value Chain
Figure 11.4: The Value Chain
14-5
I. Strategy, Production, and Logistics
Production - activities involved in creating a product Logistics - the procurement and physical transmission of material through the supply chain, from suppliers to customers Production and logistics can be conducted internationally to 1) lower the costs of value creation; 2) add value by better serving customer needs.
14-11
1. Country Factors
希尔 《国际商务》第11版 英文PPT Chapter 1Chapter1
Chapter 1
Globalization
Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
What Is Globalization?
➢Globalization - the shift toward a more integrated and interdependent world economy
➢The world is moving away from self-contained national economies toward an interdependent, integrated global economic system
1-7
Why Do We Need Global Institutions?
➢Global institutions
➢ help manage, regulate, and police the global marketplace ➢ promote the establishment of multinational treaties to govern
Copyright © 2017 McGraw-Hill Education. All rights reserved. No reproduction or distribution without the prior written consent of McGraw-Hill Education.
国际商务PPT第六章
6-15
How Does The Theory Of Comparative Advantage Work?
In South Korea, it takes 40 resources to produce one ton of cocoa and 20 resources to produce one ton of rice So, South Korea could produce 5 tons of cocoa and no rice, 10 tons of rice and no cocoa, or some combination of the two
6-12
How Does The Theory Of Absolute Advantage Work?
Absolute Advantage and the Gains from Trade
ห้องสมุดไป่ตู้6-13
What Is Ricardo’s Theory Of Comparative Advantage?
With specialization and trade
Ghana would produce 20 tons of cocoa South Korea would produce 20 tons of rice Ghana could trade 6 tons of cocoa to South Korea for 6 tons of rice
6-11
How Does The Theory Of Absolute Advantage Work?
After trade
Ghana would have 14 tons of cocoa left, and 6 tons of rice South Korea would have 14 tons of rice left and 6 tons of cocoa
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Globalization
Toward greater economic, cultural, political, and technological independence among national institutions and economics Characterized by denationalization Different from internationalization Increasingly freer flow of goods, services, money, people, and ideas across national borders
How globalization is reshaping our personal lives and altering the activities of international companies.
Globalization . . .
Globaliz and leading us into uncharted territory New technologies drive down the cost of global communication and travel Reduce barriers to trade and investment Forces the industries to grow more competitive Competition intensifies on a global scale
International business: any commercial transaction that cross the borders of two or more countries Imports: Goods and services purchased abroad and brought into a country Exports: Goods and services sold abroad and sent our a country Total value of goods and services exported by all nations each year is about $ 15 trillion.
Globalization of Markets
To convergence in buyer preferences in markets around the world
Important to international business because of the benefits it offers companies
• Summarize the evidence for each main argument in the globalization debate
• Identify the types of companies that participate in international business
Technology Makes It Possible
The most remarkable facilitator of societal and commercial changes today.
1. Idea for product hatched in Singapore 2. Concept approved in USA (Houston) 3. Concept design done in Singapore 4. Engineering design in Taiwan 5. Assembly in Singapore, Australia, China and India
International Business Involves Us All
The dynamic nature of international business affects each of us personally We experience the result of dozens of international transactions every day.
International Business
Chapter I
Globalization
Learning Objectives
• Describe the process of globalization and how it affects markets and production
• Indentify the two forces causing globalization to increase
Global Talent Makes It Happen
Media companies today commonly engage in a practice best describe as a global relay race.
Hulu employs two technical teams (China and USA) They work alternatively together
• Describe the global environment and identify its four main elements
Influence on markets and production and the forces behind its growth . . .
Illustrates the opportunities that globalization creates for entrepreneurs Localizes services for 19 nationals to capitalize on exploding global demand for user-created video content.