国际商务沟通教学大纲-全英(international business negotiation)

国际商务英语课程教学大纲（完整版）(文档可以直接使用，也可根据实际需要修改使用,可编辑欢迎下载）《国际商务英语》课程教学大纲（Foreign Trade English）课程类型：专业必修课课程编号：N063226适用专业：国际贸易实务专业先修课程：大学英语后续课程：剑桥商务英语，商务英语写作学分：3.5分总学时：56学时其中理论学时:40学时, 实验或上机学时:16学时教学目的与要求：本课程的教学目的：本课程的教学目的是使学生打好学习国际商务英语的专业基础。

通过掌握商务英语的基本词汇，融合大学英语的功底，能熟练阅读商务英语文章。

通过本课程的学习达到以下教学要求：1、知识：结合专业英语学习，扩充有关的外贸业务知识。

熟练掌握一种专业外语，就要熟悉该专业的业务知识。

因此学生在学习本课程时，要注意掌握课文内容和有关的业务知识。

学生应通过本课程的学习，获得大量的有关国际贸易领域的知识。

2、技能：外贸英语虽然是专业课程，但英语综合技能是学好本课程的基础。

因此，在学习本课程的过程中要进一步加强基础英语训练。

没有扎实的英语基本功，“国际商务英语”也很难学好。

3、能力：通过本课程学习，加强商务英语的阅读能力。

本课程为考查课程。

考核方式为闭卷笔试，考试题型一般设有名词解释题、阅读理解题、选择题、翻译题、问答题、案例分析题等。

考核成绩采用百分制评定，平时成绩占30%，期末成绩占70%。

Lesson One The Changing World and DevelopmentText: Changing World and DevelopmentNew WordsSpecial TermsIdioms and ExpressionsWord Study: trade, export & import, and advantages.Additional Reading: E-Life ComprehensionNew words and ExpressionsLesson Two International TradeText: International TradeNews WordsSpecial TermsIdioms and ExpressionsWord Study：Produce, Offer, Quote, Order.Additional Reading: Unique Problems in International Trade New Words and ExpressionsLesson Three Import and ExportText: Import and ExportNew WordsSpecial TermsIdioms and ExpressionsWord Study: Negotiate, Contract, Pay, ShipAdditional Reading: Shipping, Insurance and Customs News Words and ExpressionsLesson Four Letters of CreditText: Letters of CreditNews WordsSpecial TermsIdioms and ExpressionsWord Study: Credit, Stipulate, Confirm, DealLesson Five Trade InformationText：Trade InformationNews WordsSpecial TermsIdioms and ExpressionsWord Study: Market, Involve, Price, ServiceLesson Six Keeping the Customer Satisfied Text：Keeping the Customer SatisfiedNews WordsSpecial TermsIdioms and ExpressionsWord Study: Inform, Value, Commit, CoverLesson Seven Fortune 500Text: Fortune 500News WordsSpecial TermsIdioms and ExpressionsWord Study: Supply, Demand, Firm, StockLesson Eight The Spread of CHINA INCText: The Spread of CHINA INCNews WordsSpecial TermsIdioms and ExpressionsWord Study: Business, Interest, Manage, CostLesson Nine The European UnionText: The European UnionNews WordsSpecial TermsIdioms and ExpressionsWord Study: Average, Bid, Transact, Increase, CompeteAdditional Reading: The EuroNews Words and ExpressionsLesson Ten Transnational CorporationText: Transnational CorporationNews WordsSpecial TermsIdioms and ExpressionsWord Study: Charge, Share, Contribute, IssueAdditional Reading: Third World PowerhousesNews Words and ExpressionsLesson Eleven The Balance of International PaymentsText: The Balance of International PaymentsNews WordsSpecial TermsIdioms and ExpressionsWord Study: Balance, Account, Engage, ConsiderAdditional Reading: The Securities ExchangeNews Words and ExpressionsLesson Twelve Foreign Exchange TradingText: Foreign Exchange TradingNews WordsSpecial TermsIdioms and ExpressionsWord Study: Exchange, Convert, Worth, RateAdditional Reading: Quarterly Market Report— Global Market Perspective News Words and ExpressionsLesson Thirteen The World Bank and the International Monetary Fund Text: The World Bank and the International Monetary FundNews WordsSpecial TermsIdioms and ExpressionsWord Study: Spread, Concern, Proceed, PremiumAdditional Reading: The Joint International VentureNews Words and ExpressionsLesson Fourteen Japan’s Stumbling GiantsText: Japan’s Stumbling GiantsNews WordsSpecial TermsIdioms and ExpressionsWord Study: Economy, Benefit, Apply, PayAdditional Reading: US Needs New Thinking on Global Trade News Words and ExpressionsLesson Fifteen WTO Agrees on New Round to Open MarketsText: WTO Agrees on New Round to Open MarketsNews WordsSpecial TermsIdioms and ExpressionsWord Study: Vary, Insure, Clear, AcceptAdditional Reading: WTO and Its IroniesNews Words and ExpressionsLesson Sixteen The Leadership Primer (I)Text: The Leadership Primer (I)News WordsSpecial TermsIdioms and ExpressionsWord Study: Agree, Limit, Favor, ClaimAdditional Reading: The Leadership Primer (II)News Words and Expressions实践教学商务英语强化实训（1周）实训技能和要求：1、英语语言技能：具备以英语为工作语言的能力。

《国际商务》教学大纲课程名称：国际商务英文名称：International Business课程代码：课程类别：专业基础课相关课程：国际贸易、国际企业管理开课院系：管理学院授课教师：每学期学时：一、教学目的与要求：1、课程简介国际商务是企业管理理论和国际贸易理论的重要组成部分。

国际商务以企业的国际化经营和相关管理活动作为研究对象，主要分析企业进行国际商务活动的意义、国际商务活动之前的环境评估和要素分析、国际商务的进入方式和总体战略，以及国际商务活动具体操作中的人力资源、市场营销、技术、生产、财务等职能环节的管理活动。

2、课程性质该课程是管理和贸易类专业本科生的专业基础课、必修课，在人才培养方案中占有非常重要的地位。

学生通过学习该课程后，应能够掌握国际商务的基本原理，能够分析实践中企业国际商务活动和国际化经营过程的基本现象，掌握国际商务研究的基本方法和思路，并为深入学习和理解其它管理和贸易类课程打好基础。

3、教学目的与要求通过教学使学生掌握国际商务的基本知识和分析方法，要求学生掌握国际商务管理的相关概念和基本内涵，对国际商务战略、国际商务方式、国际商务环境评估、国际商务的职能战略以及中国企业的国际商务有系统性的掌握。

同时能够对当代国际商务的基本内容有全面、系统的了解，并能结合实际分析与应用，为其它相关课程的学习和工作奠定基础。

国际商务以企业国际化经营中的具体活动作为研究对象，主要分析国际商务的前提、条件、组成、计划、实施方式和控制。

国际商务主要运用一般管理学研究方法，在学习过程中涉及理论探讨、案例研究和统计检验等研究方法，要求学生能够通过逻辑推演分析问题，解决问题，得出结论。

要求教师在教学中理论结合实践，从企业实践角度让学生认知理论知识点。

4、本课程内容提要国际商务根据当代国际商务活动的特点，以企业的国际经营为线索，就国际商务管理的理论和实践问题进行分析。

本课程分为四个部分，共十章：第一部分即第一章，是全书的导论。

《国际商务谈判（双语）》课程教学大纲【International Business Negotiation】Syllabus一、课程的性质与任务（一）本课程的性质该课程面向工商管理、国际经济与贸易、物流管理等专业，理论教学联系实践应用，属于专业必修课。

（二）本课程的任务该课程在专业培养计划中占据重要地位，实用价值很强，对于走向商业性岗位的大专毕业生来说，学习主要的议价和谈判心理学，以及人与人之间、团体之间的冲突。

介绍谈判方法，对于那些想要感受谈判艺术的人们来说是一个完全独立的学习渠道。

现实生活中，人们无时无刻不在谈判，它几乎是每个人每天都要做的事情。

谈判能力的培养与获得，涉及生活工作的方方面面，需要一定的经验，同时也要以必需的理性认识为基础。

在专业课程里属一般课程。

该课程侧重理论和技能培养两者并重、相互结合。

二、课程的基本要求通过案例和理论相结合的学习，达到使学生理解并运用谈判策略、技巧和谈判艺术的目的。

学生将初步具有用国际商务谈判知识解决一般问题的能力，对在谈判中出现的各种情况具有一定的分析能力和解决问题的能力，自身的素质得到一定的提升，拥有一定的对外交往的实际能力。

引入“头脑风暴”式教学互动模式，提高学生的表达能力、沟通能力、组织合作能力和应变能力。

三、课程内容（一）课程主要内容第1章 谈判的本质教学内容：1.1 乔和休·卡特1.2 谈判情形的特征1.3 相互依赖1.4 相互调整1.5 价值主张和价值创造1.6 冲突1.7 有效的冲突管理能力要求：知道:谈判情形的特征；理解:谈判中双方的相互依赖,价值主张和价值创造；分析:谈判中双方的相互调整；综合:有效的冲突管理。

教学重点：谈判中双方的相互依赖和相互调整 价值主张和价值创造 有效的冲突管理。

第2章 对立型谈判的战略与战术教学内容：2.1 对立型谈判情形2.2 战术型任务2.3 谈判中所持立场2.4 承诺2.5 结束谈判2.6 强硬战略2.7 对立型谈判策略适用于合作型谈判能力要求：知道:对立型谈判概念,谈判中所持立场的含义；理解:战术型谈判任务,谈判中的承诺；运用:强硬战略的运用时机。

《International Business》(English) SyllabusCourse Code：030933ACourse Type：Obligatory CoursePeriods：48Theoretical part：32Practical Part：16Credit：3Target students：International Economics and TradePreparatory Courses：International Economics, International trade,International Finance1、Objectives"International Business" (English) is an international trade professional foundational course, targeted professional courses in English learning environment for students. This course introduces the background of economic globalization; international companies how to conduct international business activities and cross-border business activities. Including how-to-business environment in which international and national environmental evaluation of country analysis, enterpriseinter nationalization, globalization theory, international business strategy ，international business activities, entry mode selection, international business executives etc，so as to cultivate an international perspective theory in practice for students.2.Basic Requirements(1) Main ContentsThe courseis divided in to the oretical part and practical part, the theoretical part includes business culture, international business negotiations, international trade, international finance, international marketing, international strategic planning, international businessman agement, etc.; practical part using CESIM combat simulation software to run International Business, related to strategic planning, financial involve global logistics planning, cross-border investment, internationaltrade practices and other content.(2)Teaching MethodThis course teaches the theory and case studies taken combined. Teaching content of each chapter to take into account the combination of both social realities and trends, and also have the focus, combined with cutting-edge issues of commercial culture, arrange some discussion to the depth and breadth.(3) Assessment：ExaminationThe course is assessed by final exam, attendance, presentation. Final Exam: 70%; Practices with CESIM Global Challenge 20%, attendance presentation 10 %.(4) Learning RequirementsBefore learning this course, students should grasp the relevant international economics, international trade, international finance and other related courses as a basis. To adhere to the theory and practice of combining the principles of learning and using a combination of, students analyze and judge, this course will combine the cortical study and practical application of the principles, theory courses, will organize a panel discussion on the theme of international business exchange of relevant issues, including the submission of a written report to discuss the results and classroom presentation. The main advantage of the practical aspects simulation software, the sub-group global strategic lay out planning, the actual simulation performance evaluation results as a group.3. Arrangements4. SyllabusChapter 1 GlobalizationThis chapter introduces the emergence of the globally integrated business world. Globalization has reduced the traditional barriers to cross-border trade and investment (distance, time zones, language, differences in government regulations, culture, and business systems).Learning objectives:●Understand what is meant by the term globalization.●Recognize the main drivers of globalization.●Describe the changing nature of the global economy.●Explain the major arguments in the debate over the impact of globalization.●Understand how the process of globalization is creating opportunities andchallenges for business managers.Chapter 2 National Differences in Political EconomyThis chapter discusses differences in national political, economic, and legal systems, highlighting the ways in which managers in global settings need to be sensitive to these differences.Learning objectives:●Understand how the political systems of countries differ.●Understand how the economic systems of countries differ.●Understand how the legal systems of countries differ.●Explain the implications for management practice of national differences inpolitical economy.Chapter 3 Political Economy andEconomic DevelopmentThis chapter discusses differences in national political, economic, and legal systems, highlighting the ways in which managers in global settings need to be sensitive to these differences.Learning objectives:●Explain what determines the level of economic development of a nation.●Identify the macro-political and economic changes taking place worldwide.●Describe how transition economies are moving towards market based systems.●Explain the implications for management practice of national differences inpolitical economy.Chapter 4 Differences in CultureThis chapter explores the role of culture in international business: how differences in culture across and within countries can affect the practice of business.Learning objectives:●Know what is meant by the culture of a society.●Identify the sources that lead to differences in social culture.●Identify the business and economic implications of differences in culture.●Understand how differences in social culture influence values in the work place.●Develop an appreciation for the economic and business implications of culturalchange.Chapter 5 Business EthicsThis chapter looks at ethics in international business. Ethics becomes an issue across nations because of differing political systems, economic systems, legal systems and cultural values. What is acceptable behavior in one nation may be considered unethical in another.Learning objectives:●Understand the ethical issues faced by international businesses.●Recognize an ethical dilemma.●Identify the causes of unethical behavior by managers.●Describe the different philosophical approaches to ethics.●Explain how managers can incorporate ethical considerations into their decisionmaking.Chapter 6 International Trade TheoriesThis chapter presents the major theories of international trade. Scholars first began to offer explanations for trade in the fifteenth century. Since then, various trade theories have developed, along with efforts to refine them.Learning objectives:●Understand why na tions trade with each other.●Summarize the different theories explaining trade flows between nations.●Recognize why many economists believe that unrestricted free trade betweennations will raise the economic welfare of countries that participate in a free trade system.●Explain the arguments of those who maintain that government can play aproactive role in promoting national competitive advantage in certain industries.●Understand the important implications that international trade theory holds forbusiness practice.Chapter 7 The Political Economy of International TradeThis chapter focuses on the political systems and tools of trade policy. The major objective of this chapter is to describe how political realities shape the international trading system.Learning objectives:•Identify the policy instruments used by governments to influence international trade flows.•Understand why governments sometimes intervene in international trade. •Summarize and explain the arguments against strategic trade policy.•Describe the developments of the world trading system and the current trade issues. •Explain the implications for managers of developments in the world trade system.Chapter 8 Foreign Direct InvestmentThe focus of this chapter is foreign direct investment (FDI). The growth of foreign direct investment in the last 25 years has been phenomenal. FDI can take the form of a foreign firm buying a firm in a different country, or deciding to invest in a different country by building operations there.Learning objectives:•Recognize current trends regarding FDI in the world economy.•Explain the different theories of foreign direct investment.•Understand how political ideology shapes a government’s attitudes towards FDI.•Describe the benefits and costs of FDI to home and host countries.•Explain the range of policy instruments that governments use to influence FDI. •Identify the implications for management practice of the theory and government policies associated with FDI.Chapter 9 Regional Economic IntegrationThis chapter discusses regional economic integration, agreements among countries within a geographic region to achieve economic gains from the free flow of trade and investment among themselves.Learning objectives:•Describe the different levels of regional economic integration.•Understand the economic and political arguments for regional economic integration.•Understand the economic and political arguments against regional economic integration.•Explain the history, current scope, and future prospects of the wor ld’s most important regional economic agreements.•Understand the implications for business that are inherent in regional economic integration agreements.Chapter 10 Foreign Exchange MarketThe foreign exchange market is the market where currencies are bought and sold and currency prices are determined. It is a network of banks, brokers and dealers that exchange currencies 24 hours a day.Learning objectives:•Describe the functions of the foreign exchange market.•Understand what is meant by spot exchange rates.•Recognize the role that foreign exchange rates play in insuring against foreign exchange risk.•Understand the different theories explaining how currency exchange rates are determined and their relative merits.•Identify the merits of different approaches towards exchange rate forecasting. •Compare and contrast the differences between transaction, translation, and economic exposure, and what managers do to manage each type of exposure.Chapter 11 International Monetary SystemThis chapter discusses the evolution of the international monetary system and the implications of this system for international business, focusing on the institutional context within which exchange rates move.Learning objectives:•Describe the historical development of the modern global monetary system. •Explain the role played by the World Bank and the IMF in the international monetary system.•Compare and contrast the differences between a fixed and a floating exchange rate system.•Identify exchange rate systems that are used in the world today and why countries adopt different exchange rate regimes.•Understand the debate surrounding the role of the IMF in the management of financial crises.•Explain the implications of the global monetary system for currency management and business strategy.Chapter 12 International Financial MarketsThis chapter discusses the form and function of the global capital market. The market is attractive because its size lowers the cost of capital for borrowers, and allows investors to diversify their portfolios, thereby reducing their risk.Learning objectives:•Describe the benefits of the global capital market.•Identify why the global capital market has grown so rapidly over the last quarter century.•Understand the risks associated with the globalization of capital markets. •Compare and contrast the risks and benefits associated with the Eurocurrency market, the global bond market, and the global equity markets.•Understand how foreign exchange risk impacts upon the cost of capital.Chapter 13 International StrategyIn this chapter the focus shifts from the environment to the firm itself and, inparticular, to the actions managers can take to compete more effectively as an international business.Learning objectives:•Explain the concept of strategy.•Recognize how firms can profit from expanding globally.•Understand how pressures for cost reductions and pressures for local responsiveness influence strategic choice.•Identify the different strategies for competing globally and their pros and cons.Chapter 14 The Organization of International BusinessThis chapter identifies the organizational architecture that international businesses use to manage and direct global operations. The core argument outlined in this chapter is that superior enterprise profitability requires three conditions: First, the different elements of a firm’s organizational architecture must be internally consistent.Second, the organizational architecture must match or fit the strategy of the firm—strategy and architecture must be consistent.Third, the strategy and architecture of the firm must be consistent with competitive conditions prevailing in the market place.Learning objectives:•Explain what is meant by organizational architecture.•Describe the different organizational choices that can be made in an international business.•Explain how organization can be matched to strategy to improve the performance of an international business.•Discuss what is required for an international business to change its organization so that it better matches its strategy.Chapter 15 Entry Strategy and Strategic AlliancesThis chapter is concerned with three closely related topics: the decisions ofwhich markets to enter, when to enter those markets, and on what scale.Learning objectives:•Explain the three basic differences that firms contemplating foreign expansion must make: which markets to enter, when to enter those markets, and on whatscale.•Compare and contrast the different modes that firms use to enter foreign markets. •Identify the factors that influence a firm’s choice of entry strategy.•Recognize the pros and cons of acquisitions versus greenfield ventures as an entry strategy.•Evaluate the pros and cons of entering into strategic alliances.Chapter 16 Exporting, Importing and CountertradePrevious chapters have presented exporting as just one of a range of strategic options for profiting from international markets. This chapter looks more at the nuts and bolts of how to export.Learning objectives:•Explain the promises and risks associated with exporting.•Identify the steps managers can take to improve their firm’s export performance.•Identify information sources and government programs that exist to help exporters.•Recognize the basic steps involved in export financing.•Describe how countertrade can be used to facilitate exporting.Chapter 17 Global Production, Outsourcing, and LogisticsThis chapter focuses on two major activities—production and materials management, and attempts to clarify how when they are performed internationally, the cost of value creation can be lowered, and how value can be added by better serving customer needs.The choice of an optimal manufacturing location must consider country factors, technological factors, and product factors.Foreign factories can improve their capabilities over time, and this can be of immense strategic benefit to the firm. Managers need to view foreign factories as potential centers of excellence and encourage and foster attempts by local managers to upgrade factory capabilities.An essential issue in many international businesses is determining which component parts should be manufactured in-house and which should be outsourced to independent suppliers.The chapter also discusses the contributions of information technology to these activities. This is especially important in the era of the Internet.Learning objectives:•Explain why production and logistics decisions are of central importance to many multinational businesses.•Explain how country differences, production technology, and product features all affect the choice of where to locate production activities.•Recognize how the role of foreign subsidiaries in production can be enhanced over time as they accumulate knowledge.•Identify the factors that influence a firm’s dec ision of whether to source supplies from within the company or from foreign suppliers.•Describe what is required to efficiently coordinate a globally dispersed production system.Chapter 18 Global Marketing and R&DThe focus of this chapter is on how marketing and R&D can be performed so they will reduce the costs of value creation and add value by better serving customer needs.A global marketing strategy that views the world’s consumers as similar in their tastes and preferences is consistent with the mass production of a standardized output. By mass-producing a standardized output, the firm can realize substantial unit costreductions from experience curve and other scale economies. But ignoring country differences in consumer tastes and preferences can lead to failure. Thus, an international business’s marketing function needs to determine when product standardization is appropriate and when it is not, and adjust the marketing strategy accordingly. Similarly, the firm’s R&D function needs to develop g lobally standardized products when appropriate as well as products that are customized to local requirements.Learning objectives:•Explain why it makes sense to vary the attributes of a product from country to country.•Recognize why and how a firm’s distri bution strategy might vary among countries.•Identify how and why advertising and promotion strategies might vary among countries.•Explain how and why a firm’s pricing strategy might vary among countries.•Describe how the globalization of the world’s econ omy is affecting new product development within the international business firm.Chapter 19 Hiring and Managing EmployeesHuman resource management is key to the competitiveness of international firms.HRM refers to those activities undertaken by an organization to effectively apply its human resources. These activities include human resource strategy, staffing, performance evaluation, management development, compensation, and labor relations.Firm success requires that HRM policies are congruent with strategy and with formal and informal structure and controls. Strategies like “think globally and act locally” sound good, but to be successfully implemented, effective HRM policies are necessary.Learning objectives:•Summarize the strategic role of human resource management in the international business.•Identify the pros and cons of different approaches to staffing policy in the international business.•Explain why managers may fail to thrive in foreign postings.•Recognize how management development and training programs can increase the value of human capital in the international business firm.•Explain how and why performance appraisal systems might vary across nations. o Understand how and why compensation systems might vary across nations.o Understand how organized labor can influence strategic choices in the international business firm.Chapter 20 Hiring and Managing EmployeesThis chapter deals with accounting and financial management in international business. It illustrates and explains how accounting decisions, investment decisions, financing decisions, and money management decisions are complicated by different currencies, different tax regimes, different levels of political and economic risk, and so on.Learning objectives:•Discuss the national differences in accounting standards.•Explain the implications of the rise of international accounting standards. •Explain how accounting systems impact upon control systems within the multinational enterprise.•Discuss how operating in different nations impacts investment decisions within the multinational enterprise.•Discuss the different financing options available to the subsidiary of a multinational enterprise.•Understand how money management in the international business can be used to minimize cash balances, transaction costs, and taxation.•Understand the basic techniques for global money management.5. Reference BookCharles W.L. Hill, <International Business>,王蔷改编，中国人民大学出版社,2013执笔人：教研室主任：刘宏系教学主任审核签名：。

《国际商务》教学大纲课程名称：国际商务英文名称：International Business课程代码：课程类别：专业基础课相关课程：国际贸易、国际企业管理开课院系：管理学院授课教师：每学期学时：54学时一、教学目的与要求：1、课程简介国际商务是企业管理理论和国际贸易理论的重要组成部分。

国际商务以企业的国际化经营和相关管理活动作为研究对象，主要分析企业进行国际商务活动的意义、国际商务活动之前的环境评估和要素分析、国际商务的进入方式和总体战略，以及国际商务活动具体操作中的人力资源、市场营销、技术、生产、财务等职能环节的管理活动。

2、课程性质该课程是管理和贸易类专业本科生的专业基础课、必修课，在人才培养方案中占有非常重要的地位。

学生通过学习该课程后，应能够掌握国际商务的基本原理，能够分析实践中企业国际商务活动和国际化经营过程的基本现象，掌握国际商务研究的基本方法和思路，并为深入学习和理解其它管理和贸易类课程打好基础。

3、教学目的与要求通过教学使学生掌握国际商务的基本知识和分析方法，要求学生掌握国际商务管理的相关概念和基本内涵，对国际商务战略、国际商务方式、国际商务环境评估、国际商务的职能战略以及中国企业的国际商务有系统性的掌握。

同时能够对当代国际商务的基本内容有全面、系统的了解，并能结合实际分析与应用，为其它相关课程的学习和工作奠定基础。

国际商务以企业国际化经营中的具体活动作为研究对象，主要分析国际商务的前提、条件、组成、计划、实施方式和控制。

国际商务主要运用一般管理学研究方法，在学习过程中涉及理论探讨、案例研究和统计检验等研究方法，要求学生能够通过逻辑推演分析问题，解决问题，得出结论。

要求教师在教学中理论结合实践，从企业实践角度让学生认知理论知识点。

4、本课程内容提要国际商务根据当代国际商务活动的特点，以企业的国际经营为线索，就国际商务管理的理论和实践问题进行分析。

本课程分为四个部分，共十章：第一部分即第一章，是全书的导论。

《国际商务谈判（双语）》课程教学大纲【International Business Negotiation】Syllabus一、课程的性质与任务（一）本课程的性质该课程面向工商管理、国际经济与贸易、物流管理等专业，理论教学联系实践应用，属于专业必修课。

（二）本课程的任务该课程在专业培养计划中占据重要地位，实用价值很强，对于走向商业性岗位的大专毕业生来说，学习主要的议价和谈判心理学，以及人与人之间、团体之间的冲突。

介绍谈判方法，对于那些想要感受谈判艺术的人们来说是一个完全独立的学习渠道。

现实生活中，人们无时无刻不在谈判，它几乎是每个人每天都要做的事情。

谈判能力的培养与获得，涉及生活工作的方方面面，需要一定的经验，同时也要以必需的理性认识为基础。

在专业课程里属一般课程。

该课程侧重理论和技能培养两者并重、相互结合。

二、课程的基本要求通过案例和理论相结合的学习，达到使学生理解并运用谈判策略、技巧和谈判艺术的目的。

学生将初步具有用国际商务谈判知识解决一般问题的能力，对在谈判中出现的各种情况具有一定的分析能力和解决问题的能力，自身的素质得到一定的提升，拥有一定的对外交往的实际能力。

引入“头脑风暴”式教学互动模式，提高学生的表达能力、沟通能力、组织合作能力和应变能力。

三、课程内容（一）课程主要内容第1章 谈判的本质教学内容：1.1 乔和休·卡特1.2 谈判情形的特征1.3 相互依赖1.4 相互调整1.5 价值主张和价值创造1.6 冲突1.7 有效的冲突管理能力要求：知道:谈判情形的特征；理解:谈判中双方的相互依赖,价值主张和价值创造；分析:谈判中双方的相互调整；综合:有效的冲突管理。

教学重点：谈判中双方的相互依赖和相互调整 价值主张和价值创造 有效的冲突管理。

第2章 对立型谈判的战略与战术教学内容：2.1 对立型谈判情形2.2 战术型任务2.3 谈判中所持立场2.4 承诺2.5 结束谈判2.6 强硬战略2.7 对立型谈判策略适用于合作型谈判能力要求：知道:对立型谈判概念,谈判中所持立场的含义；理解:战术型谈判任务,谈判中的承诺；运用:强硬战略的运用时机。

《International Business》(English) SyllabusCourse Code：030933ACourse Type：Obligatory CoursePeriods：48Theoretical part：32Practical Part：16Credit：3Target students：International Economics and TradePreparatory Courses：International Economics, International trade,International Finance1、Objectives"International Business" (English) is an international trade professional foundational course, targeted professional courses in English learning environment for students. This course introduces the background of economic globalization; international companies how to conduct international business activities and cross-border business activities. Including how-to-business environment in which international and national environmental evaluation of country analysis, enterpriseinter nationalization, globalization theory, international business strategy ，international business activities, entry mode selection, international business executives etc，so as to cultivate an international perspective theory in practice for students.2.Basic Requirements(1) Main ContentsThe courseis divided in to the oretical part and practical part, the theoretical part includes business culture, international business negotiations, international trade, international finance, international marketing, international strategic planning, international businessman agement, etc.; practical part using CESIM combat simulation software to run International Business, related to strategic planning, financial involve global logistics planning, cross-border investment, internationaltrade practices and other content.(2)Teaching MethodThis course teaches the theory and case studies taken combined. Teaching content of each chapter to take into account the combination of both social realities and trends, and also have the focus, combined with cutting-edge issues of commercial culture, arrange some discussion to the depth and breadth.(3) Assessment：ExaminationThe course is assessed by final exam, attendance, presentation. Final Exam: 70%; Practices with CESIM Global Challenge 20%, attendance presentation 10 %.(4) Learning RequirementsBefore learning this course, students should grasp the relevant international economics, international trade, international finance and other related courses as a basis. To adhere to the theory and practice of combining the principles of learning and using a combination of, students analyze and judge, this course will combine the cortical study and practical application of the principles, theory courses, will organize a panel discussion on the theme of international business exchange of relevant issues, including the submission of a written report to discuss the results and classroom presentation. The main advantage of the practical aspects simulation software, the sub-group global strategic lay out planning, the actual simulation performance evaluation results as a group.3. Arrangements4. SyllabusChapter 1 GlobalizationThis chapter introduces the emergence of the globally integrated business world. Globalization has reduced the traditional barriers to cross-border trade and investment (distance, time zones, language, differences in government regulations, culture, and business systems).Learning objectives:●Understand what is meant by the term globalization.●Recognize the main drivers of globalization.●Describe the changing nature of the global economy.●Explain the major arguments in the debate over the impact of globalization.●Understand how the process of globalization is creating opportunities andchallenges for business managers.Chapter 2 National Differences in Political EconomyThis chapter discusses differences in national political, economic, and legal systems, highlighting the ways in which managers in global settings need to be sensitive to these differences.Learning objectives:●Understand how the political systems of countries differ.●Understand how the economic systems of countries differ.●Understand how the legal systems of countries differ.●Explain the implications for management practice of national differences inpolitical economy.Chapter 3 Political Economy andEconomic DevelopmentThis chapter discusses differences in national political, economic, and legal systems, highlighting the ways in which managers in global settings need to be sensitive to these differences.Learning objectives:●Explain what determines the level of economic development of a nation.●Identify the macro-political and economic changes taking place worldwide.●Describe how transition economies are moving towards market based systems.●Explain the implications for management practice of national differences inpolitical economy.Chapter 4 Differences in CultureThis chapter explores the role of culture in international business: how differences in culture across and within countries can affect the practice of business.Learning objectives:●Know what is meant by the culture of a society.●Identify the sources that lead to differences in social culture.●Identify the business and economic implications of differences in culture.●Understand how differences in social culture influence values in the work place.●Develop an appreciation for the economic and business implications of culturalchange.Chapter 5 Business EthicsThis chapter looks at ethics in international business. Ethics becomes an issue across nations because of differing political systems, economic systems, legal systems and cultural values. What is acceptable behavior in one nation may be considered unethical in another.Learning objectives:●Understand the ethical issues faced by international businesses.●Recognize an ethical dilemma.●Identify the causes of unethical behavior by managers.●Describe the different philosophical approaches to ethics.●Explain how managers can incorporate ethical considerations into their decisionmaking.Chapter 6 International Trade TheoriesThis chapter presents the major theories of international trade. Scholars first began to offer explanations for trade in the fifteenth century. Since then, various trade theories have developed, along with efforts to refine them.Learning objectives:●Understand why na tions trade with each other.●Summarize the different theories explaining trade flows between nations.●Recognize why many economists believe that unrestricted free trade betweennations will raise the economic welfare of countries that participate in a free trade system.●Explain the arguments of those who maintain that government can play aproactive role in promoting national competitive advantage in certain industries.●Understand the important implications that international trade theory holds forbusiness practice.Chapter 7 The Political Economy of International TradeThis chapter focuses on the political systems and tools of trade policy. The major objective of this chapter is to describe how political realities shape the international trading system.Learning objectives:•Identify the policy instruments used by governments to influence international trade flows.•Understand why governments sometimes intervene in international trade. •Summarize and explain the arguments against strategic trade policy.•Describe the developments of the world trading system and the current trade issues. •Explain the implications for managers of developments in the world trade system.Chapter 8 Foreign Direct InvestmentThe focus of this chapter is foreign direct investment (FDI). The growth of foreign direct investment in the last 25 years has been phenomenal. FDI can take the form of a foreign firm buying a firm in a different country, or deciding to invest in a different country by building operations there.Learning objectives:•Recognize current trends regarding FDI in the world economy.•Explain the different theories of foreign direct investment.•Understand how political ideology shapes a government’s attitudes towards FDI.•Describe the benefits and costs of FDI to home and host countries.•Explain the range of policy instruments that governments use to influence FDI. •Identify the implications for management practice of the theory and government policies associated with FDI.Chapter 9 Regional Economic IntegrationThis chapter discusses regional economic integration, agreements among countries within a geographic region to achieve economic gains from the free flow of trade and investment among themselves.Learning objectives:•Describe the different levels of regional economic integration.•Understand the economic and political arguments for regional economic integration.•Understand the economic and political arguments against regional economic integration.•Explain the history, current scope, and future prospects of the wor ld’s most important regional economic agreements.•Understand the implications for business that are inherent in regional economic integration agreements.Chapter 10 Foreign Exchange MarketThe foreign exchange market is the market where currencies are bought and sold and currency prices are determined. It is a network of banks, brokers and dealers that exchange currencies 24 hours a day.Learning objectives:•Describe the functions of the foreign exchange market.•Understand what is meant by spot exchange rates.•Recognize the role that foreign exchange rates play in insuring against foreign exchange risk.•Understand the different theories explaining how currency exchange rates are determined and their relative merits.•Identify the merits of different approaches towards exchange rate forecasting. •Compare and contrast the differences between transaction, translation, and economic exposure, and what managers do to manage each type of exposure.Chapter 11 International Monetary SystemThis chapter discusses the evolution of the international monetary system and the implications of this system for international business, focusing on the institutional context within which exchange rates move.Learning objectives:•Describe the historical development of the modern global monetary system. •Explain the role played by the World Bank and the IMF in the international monetary system.•Compare and contrast the differences between a fixed and a floating exchange rate system.•Identify exchange rate systems that are used in the world today and why countries adopt different exchange rate regimes.•Understand the debate surrounding the role of the IMF in the management of financial crises.•Explain the implications of the global monetary system for currency management and business strategy.Chapter 12 International Financial MarketsThis chapter discusses the form and function of the global capital market. The market is attractive because its size lowers the cost of capital for borrowers, and allows investors to diversify their portfolios, thereby reducing their risk.Learning objectives:•Describe the benefits of the global capital market.•Identify why the global capital market has grown so rapidly over the last quarter century.•Understand the risks associated with the globalization of capital markets. •Compare and contrast the risks and benefits associated with the Eurocurrency market, the global bond market, and the global equity markets.•Understand how foreign exchange risk impacts upon the cost of capital.Chapter 13 International StrategyIn this chapter the focus shifts from the environment to the firm itself and, inparticular, to the actions managers can take to compete more effectively as an international business.Learning objectives:•Explain the concept of strategy.•Recognize how firms can profit from expanding globally.•Understand how pressures for cost reductions and pressures for local responsiveness influence strategic choice.•Identify the different strategies for competing globally and their pros and cons.Chapter 14 The Organization of International BusinessThis chapter identifies the organizational architecture that international businesses use to manage and direct global operations. The core argument outlined in this chapter is that superior enterprise profitability requires three conditions: First, the different elements of a firm’s organizational architecture must be internally consistent.Second, the organizational architecture must match or fit the strategy of the firm—strategy and architecture must be consistent.Third, the strategy and architecture of the firm must be consistent with competitive conditions prevailing in the market place.Learning objectives:•Explain what is meant by organizational architecture.•Describe the different organizational choices that can be made in an international business.•Explain how organization can be matched to strategy to improve the performance of an international business.•Discuss what is required for an international business to change its organization so that it better matches its strategy.Chapter 15 Entry Strategy and Strategic AlliancesThis chapter is concerned with three closely related topics: the decisions ofwhich markets to enter, when to enter those markets, and on what scale.Learning objectives:•Explain the three basic differences that firms contemplating foreign expansion must make: which markets to enter, when to enter those markets, and on whatscale.•Compare and contrast the different modes that firms use to enter foreign markets. •Identify the factors that influence a firm’s choice of entry strategy.•Recognize the pros and cons of acquisitions versus greenfield ventures as an entry strategy.•Evaluate the pros and cons of entering into strategic alliances.Chapter 16 Exporting, Importing and CountertradePrevious chapters have presented exporting as just one of a range of strategic options for profiting from international markets. This chapter looks more at the nuts and bolts of how to export.Learning objectives:•Explain the promises and risks associated with exporting.•Identify the steps managers can take to improve their firm’s export performance.•Identify information sources and government programs that exist to help exporters.•Recognize the basic steps involved in export financing.•Describe how countertrade can be used to facilitate exporting.Chapter 17 Global Production, Outsourcing, and LogisticsThis chapter focuses on two major activities—production and materials management, and attempts to clarify how when they are performed internationally, the cost of value creation can be lowered, and how value can be added by better serving customer needs.The choice of an optimal manufacturing location must consider country factors, technological factors, and product factors.Foreign factories can improve their capabilities over time, and this can be of immense strategic benefit to the firm. Managers need to view foreign factories as potential centers of excellence and encourage and foster attempts by local managers to upgrade factory capabilities.An essential issue in many international businesses is determining which component parts should be manufactured in-house and which should be outsourced to independent suppliers.The chapter also discusses the contributions of information technology to these activities. This is especially important in the era of the Internet.Learning objectives:•Explain why production and logistics decisions are of central importance to many multinational businesses.•Explain how country differences, production technology, and product features all affect the choice of where to locate production activities.•Recognize how the role of foreign subsidiaries in production can be enhanced over time as they accumulate knowledge.•Identify the factors that influence a firm’s dec ision of whether to source supplies from within the company or from foreign suppliers.•Describe what is required to efficiently coordinate a globally dispersed production system.Chapter 18 Global Marketing and R&DThe focus of this chapter is on how marketing and R&D can be performed so they will reduce the costs of value creation and add value by better serving customer needs.A global marketing strategy that views the world’s consumers as similar in their tastes and preferences is consistent with the mass production of a standardized output. By mass-producing a standardized output, the firm can realize substantial unit costreductions from experience curve and other scale economies. But ignoring country differences in consumer tastes and preferences can lead to failure. Thus, an international business’s marketing function needs to determine when product standardization is appropriate and when it is not, and adjust the marketing strategy accordingly. Similarly, the firm’s R&D function needs to develop g lobally standardized products when appropriate as well as products that are customized to local requirements.Learning objectives:•Explain why it makes sense to vary the attributes of a product from country to country.•Recognize why and how a firm’s distri bution strategy might vary among countries.•Identify how and why advertising and promotion strategies might vary among countries.•Explain how and why a firm’s pricing strategy might vary among countries.•Describe how the globalization of the world’s econ omy is affecting new product development within the international business firm.Chapter 19 Hiring and Managing EmployeesHuman resource management is key to the competitiveness of international firms.HRM refers to those activities undertaken by an organization to effectively apply its human resources. These activities include human resource strategy, staffing, performance evaluation, management development, compensation, and labor relations.Firm success requires that HRM policies are congruent with strategy and with formal and informal structure and controls. Strategies like “think globally and act locally” sound good, but to be successfully implemented, effective HRM policies are necessary.Learning objectives:•Summarize the strategic role of human resource management in the international business.•Identify the pros and cons of different approaches to staffing policy in the international business.•Explain why managers may fail to thrive in foreign postings.•Recognize how management development and training programs can increase the value of human capital in the international business firm.•Explain how and why performance appraisal systems might vary across nations. o Understand how and why compensation systems might vary across nations.o Understand how organized labor can influence strategic choices in the international business firm.Chapter 20 Hiring and Managing EmployeesThis chapter deals with accounting and financial management in international business. It illustrates and explains how accounting decisions, investment decisions, financing decisions, and money management decisions are complicated by different currencies, different tax regimes, different levels of political and economic risk, and so on.Learning objectives:•Discuss the national differences in accounting standards.•Explain the implications of the rise of international accounting standards. •Explain how accounting systems impact upon control systems within the multinational enterprise.•Discuss how operating in different nations impacts investment decisions within the multinational enterprise.•Discuss the different financing options available to the subsidiary of a multinational enterprise.•Understand how money management in the international business can be used to minimize cash balances, transaction costs, and taxation.•Understand the basic techniques for global money management.5. Reference BookCharles W.L. Hill, <International Business>,王蔷改编，中国人民大学出版社,2013执笔人：教研室主任：刘宏系教学主任审核签名：。

《国际商务谈判》课程教学大纲一、课程基本信息课程编码：0303044B中文名称：国际商务谈判英文名称：International Business Negotiation课程类别：专业方向课程（选修）总学时：32总学分：2适用专业：商务英语专业先修课程：外贸英文函电、国际贸易实务二、课程性质、目标与任务《国际商务谈判》是为商务英语专业三年级学生开设的一门职业教育选修课程，它所涉及谈判理论、实务、技巧是许多专业尤其是国际经济与贸易专业学生必须学习的。

商务谈判论述了商务谈判的基本原理、实务运作及商务谈判的艺术技巧。

通过商务谈判课程地学习，能掌握基本原理，实践操作与谈判艺术，在实际生活工作中灵活运用，游刃有余。

国际商务谈判是一门精深的综合性学科，融多学科、多方面的知识为一体，具有很强的实践性。

国际商务谈判作为一门科学，能产生极大的经济价值，并对国际商务的谈判活动具有重要的作用。

本课程的是使学生了解国际商务谈判的基本原则、具体类型；熟悉国际商务谈判过程的整个程序，国际商务合同鉴定的要点以及如何避免国际商务谈判所涉及的各种风险；使学生掌握国际商务谈判整个过程的程序，具备进行合同条款的谈判，对价格因素进行分析等能力。

三、课程教学基本要求《国际商务谈判》是在掌握相关商务英语专业课程的基础上开设的一门课程，本课程涉及商务谈判的基本理论知识，谈判策略的解读，掌握商务谈判的技巧，理解文化差异对商务谈判的影响，学会分析典型的商务谈判案例。

课程教学活动中使用多媒体教学，教学中要理论联系实际，采用多种教学方法，重视案例教学，提高学生解决综合问题的能力为了使学生直观的了解文化差异对学生的影响，通过影音资料，让学生直接看到国际商务谈判的场景；通过采用多媒体教学，调节课堂气氛；通过课堂讨论，提高学生的语言表达能力；通过模拟谈判，提高学生的谈判技能。

教学中，通过课堂讨论、案例分析提高学生语言表达能力的培养，采取灵活多边的教学方法和模式，增加讨论分析课时。

《国际商务》课程教学大纲第一部分大纲说明一、课程基本信息课程中文名称：国际商务课程英文名称：International business课程编码：课程类型：专业必修课总学时：54 理论学时:54学分：3适用专业：国际经济与贸易开课院系：经济学院二、课程性质与任务随着经济全球化和企业国际化的趋势日益加强，商品的进出口、技术转让与引进、海外直接投资等国际经营的各种形式往往被各类企业尤其是跨国公司在全球不同区位交替使用，并通过有效的跨国管理使企业的国际经营更有效率和效益，从而实现企业的目标。

国际商务是根据企业实际经营的需要，超越传统的理论局限，整合了国际贸易、国际营销、国际商法、国际投资、企业管理等学科，以企业国际商务这一主线加以提炼、分析、总结而建立的一门综合性新兴学科。

本课程主要是针对我校为经济学院的国际经济与贸易等经济学类专业本科生学生开设的专业课程，在经济学类专业本科生四年的学习中，本课程所起的作用是将学生所学的基础与转业基础课和专业课等多门课程的专业知识有机结合综合运用于企业国际商务实践，是培养复合型国际经营管理企业家人才的入门课。

本课程提供有关企业开展国际商务的理论方法和运作程序，本课程将为学生今后从事国际商务工作打下基础。

三、教学基本要求国际商务是应用性极强的课程，其涉及的学科知识广泛，且大量知识来源于实践，知识的应用极富个性化，学习不可生搬硬套，为达到课程的教学目的，在教学方法上需要采用：课堂讲授、案例分析讨论、参考资料阅读、自学等方式进行。

教师在课堂上重点讲授各章的知识要点，介绍国际商务研究中的主要学术观点及具有普遍意义的规律性结论，总结概括国际商务运作与管理的基本原理、一般方法及其应用技巧，并通过有代表性的案例教学，采用理论与案例相结合的方式启迪学生的思维，力求使学生领会和吸收知识中的精髓，培育学生在不可预知复杂多变的国际经营环境下随机应变开展国际商务活动的实践能力。

对学生综合运用能力的训练通过案例讨论来进行，教师选择好典型案例发给学生阅读和分析。

国际商务谈判课程教学大纲课程名称：国际商务谈判英文名称：International business negotiation课程类别：专业模块课总学时：48 学分：3分适应对象：国际经济与贸易专业一、本课程的性质、目的与任务：本课程是国际经济与贸易专业学生的专业课，通过该课程的学习主要让学生掌握商务谈判的基本理论和基本技能，为适应未来国际交往和商业活动的需要奠定坚实的理论基础和实际操作能力。

二、教学基本要求：学生要认真阅读教材和参考资料，课前做好预习，课上作好笔记，课后按时完成书后每章的练习题和教师补充的习题以及补充的知识。

学习时要处理好全面和重点的关系、理解和记忆的关系、理论方法和应用的关系，在全面学习的基础上掌握重点，在理解的基础上记忆。

不要死记硬背。

三、课程内容：本课程的内容主要包括商务谈判的基本含义、国际商务谈判的基本原则，国际商务谈判的准备和过程、商务谈判的技巧和策略以及国际商务礼仪。

五、教材及参考书：商务谈判，樊建廷主编东北财经大学出版社2004.71、国际商务谈判，井润田、席酉民主编机械工业出版社2006.92、谈判者心智，L.汤普森著、燕清译，中国人民大学出版社2005.103、国际商务谈判，李品媛编，武汉大学出版社2006.14、商务礼仪，黄琳编，机械工业出版社2005.75、商务谈判，丁建忠编，中国人民大学出版社，2003.126、国际礼仪金正昆编著北京大学出版社2005.127、商务沟通黄漫宇编著机械工业出版社2006.3六、说明：教学中将根据放假情况、学生理解情况、作业情况以及对同学反映的难点问题或习题讲解等情况，对学时安排会稍有调整。

七、考核方法：1、本课为必修课，开卷考试2、考试总成绩=平时成绩+考试成绩：平时成绩30%，考试成绩70%八、制订者：。