國際商務談判文章

1、一、 國際商務的概念The Concept of International Business1. What Is Business?Traditionally, business simply meant exchange or trade for things people wanted or needed, but today it has a more technical definition, which is the production, distribution, and sale of goods and service for a profit. Business incl

2、udes production, i.e. the creation of products or the offer of services, distribution, sale and profit. One good example is the conversion of iron ore into metal machine tool parts. The machine tools, made up of the various parts, need to be moved from a factory to a market place or a machine dealer

3、ship, which is known as distribution. The sale means the exchange of goods or services for money. For example, a machine tool is sold to someone in exchange for money or a mechanic offers a service by repairing a machine tool for money, which we call sales.From the above, we can say, business is a c

4、ombination of all these activities: production, distribution and sale, through which profit or economic surplus will be created. The major goal in functioning of any business company is to make profit, the money that remains after all the expenses are paid. So, creating profit or economic surplus is

5、 a primary goal of business activities.2. What Is International Business?International business as a field of management training deals with the special features of business activities that cross national boundaries. These activities may be movements of goods, services, capital, or personnel; transf

6、ers of technology, information, or data, or even the supervision of employees. International business has emerged as a separate branch of management training, because the growing scale and complexity of business transactions across national boundaries gives rise to new and unique problems of managem

7、ent and governmental policy that have received inadequate attention in traditional areas of business and economics.Business transactions that extend between different sovereign political units are not new phenomena on the world economic scene. Some business firms have had foreign direct investments

8、and foreign operations for many years, predominantly in (but not limited to the fields of mining, petroleum, and agriculture. Foreign trade, moreover, has a venerable history dating back to the emergence of the nation-state. But since the end of World War II a dramatic change has occurred in the pat

9、terns of international business activities. Thousands of business firms in many nations have developed into multinational enterprises with ownership control or other links that cross national boundaries. These firms take a global view of all aspects of business - from markets to resources - and they

10、 integrate markets and production on a world scale. Traditional international trade in the form of transactions between independent firms in different nations has continued to grow. But the relative importance of trade in the total picture has declined to other forms of cross-border business transac

11、tions which have expanded more rapidly.The international business field is concerned with issues facing international companies and governments in dealing with all types of cross border business transactions. The field encompasses international transactions in commodities,international transfers of

12、intangibles such as technology and data, and the performance of international services such as banking and transportation. It gives special attention to the multinational enterprise - an enterprise based in one country and operating in one or more other countries - and the full range of methods open

13、 to such enterprises for doing business internationally.3. The Scope of International Business ActivitiesThe scope of international business covers a wide range of significant business sectors. International transactions in physical goods involve products from mining, petroleum, agriculture, and man

14、ufacturing activities. Transactions in services are extensive in the construction, hotel, tourism, business consulting, retailing and wholesaling sectors; in financial areas such as commercial and investment banking, securities, and insurance; in air and ocean transportation; and in communications m

15、edia such as radio, television, telegraph, telephone, magazines, books, newspapers, news services, and movies. Transactions in intangibles occur in fields such as technology, trademarks, and cross-border date transmission.Notes:1. production - 生產(chǎn)2. distribution - 分配3. profit - 利潤4. sales -銷售5. econo

16、mic surplus - 經(jīng)濟盈余6. management -管理7. to give rise to - 引起, 導致8. inadequate - 不足的, 不充分的9. predominantly - 主要地, 大多數(shù)10. integrate - 使成為一體, 使合并11. decline - 向下傾斜12. to deal with - 對付, 應付, 處理13. encompass - 包含, 包括14. commodities - 商品, 農(nóng)產(chǎn)品15. scope - 范圍, 余地16. retail - 零售, 另賣17. wholesale - 批發(fā), 躉售一、國際商務的

17、概念（一）什么是商務？傳統(tǒng)上，商務僅指人們所需要的物品的交換或貿(mào)易。但是，今天商業(yè)有更為科學的定義，它是指為了利潤而進行貨物和勞務的生產(chǎn)、分配和銷售的一種活動。商務包括生產(chǎn), 即產(chǎn)品的創(chuàng)造和勞務的提供、分配、銷售和利潤。將鐵礦轉化為機床金屬零件就是一個很好的實例。由各種零件組成的機床需要從工廠運到市場或轉移給機械經(jīng)銷商，這就是大家知道的分配過程。將產(chǎn)品和勞務交易成金錢就是銷售。例如，將一臺機床賣給某人成交得錢，或者一個機修工提供修理機床的服務而得錢，我們都稱之為銷售。綜上所述，我們可以說, 商務是指生產(chǎn)、分配、銷售一切活動的組合，通過這些活動，創(chuàng)造利潤和經(jīng)濟盈余。任何一家商業(yè)公司商務活動的主要

18、目的就是創(chuàng)造利潤，即支付一切開支后余下來的錢。所以創(chuàng)造利潤或經(jīng)濟盈余是商業(yè)活動的基本目標。（二）什么是國際商務？國際商務作為管理訓練的一個領域，具有跨國家邊界商務活動的專門特征。這些活動可能是商品、服務、資金或個人的活動，技術、信息或者數(shù)據(jù)的轉讓活動或者甚至是對雇員的監(jiān)督活動。國際商務作為管理訓練的一個分支出現(xiàn)，是由于跨國界的商業(yè)交易日益增長的范圍和復雜性產(chǎn)生了新的、特殊的管理問題和政府政策問題。這些問題沒有在傳統(tǒng)的商業(yè)和經(jīng)濟領域里受到足夠的注意。商務（商業(yè)交易）延伸到不同的主權政治團體之間，在世界經(jīng)濟舞臺上不是新現(xiàn)象。一些商業(yè)公司已從事國外直接投資和國外管理許多年了，主要在（但不限于）采礦、石油、農(nóng)業(yè)領域