chapter 5 the strategy of international business

战略管理概念与案例英文版.原书第十五版教学设计Part I: Introduction to Strategic ManagementChapter 1: The Nature of Strategic ManagementStrategic management is the process of formulating and implementing strategies that help organizations achieve their long-term goals and objectives. It involves analyzing the internal and external environment, creating a strategic plan, and implementing the plan through effective execution.Chapter 2: The Business Vision and MissionThe business vision and mission are the foundation of any strategic plan. They provide a clear understanding of the purpose and direction of the organization. A well-defined vision and mission statement can help align the entire organization towards a common goal.Chapter 3: The External EnvironmentThe external environment includes factors that are beyond thecontrol of the organization but can have a significant impact on its performance. These factors include political, economic, social, technological, environmental, and legal factors. A thorough analysis of the external environment is necessary to identify opportunities and threats.Chapter 4: Internal AnalysisInternal analysis looks at the strengths and weaknesses of the organization. It includes analyzing the organization’s resources, capabilities, and core competencies. A thorough understanding of the organization’s internal environment is necessary to develop effective strategies.Part II: Strategy FormulationChapter 5: Business-Level StrategyBusiness-level strategy involves identifying the target market and developing a competitive advantage in that market. There are three generic business-level strategies: cost leadership, differentiation, and focus.Chapter 6: Corporate-Level StrategyCorporate-level strategy involves identifying the businesses in which the organization should compete and the resource allocation among those businesses. It includes identifying diversification strategies, such as vertical integration, horizontal integration, and related diversification.Chapter 7: International StrategyIn ternational strategy involves expanding the organization’s business operations outside its home country. It includes analyzing the cultural, political, legal, and economic factors of the new market.Chapter 8: Entrepreneurial Strategy and Competitive DynamicsEntrepreneurial strategy involves identifying and exploiting new opportunities in the market. Competitive dynamics focus on the interactions between companies in the marketplace.Part III: Strategy ImplementationChapter 9: Strategic Control and Corporate GovernanceStrategic control and corporate governance ensure that the organization is achieving its strategic goals and objectives. It includes setting performance metrics and monitoring the organization’s progress.Chapter 10: Organizational Design, Structure, and CultureOrganizational design, structure, and culture are all critical components of effective strategy implementation. They help align the organization towards a common goal and ensure that resources are effectively utilized.Chapter 11: Leadership and Strategic ChangeLeadership is crucial in implementing change and ensuring that the organization is adapting to new strategies. Effective leaders are able to communicate the vision, motivate employees, and manage the change process.Part IV: Case AnalysisCase 1: Apple Inc.Apple Inc. is one of the world’s most successful and innovative companies. This case study analyzes Apple’s strategic management approach, including its business-level and corporate-level strategies.Case 2: Amazo is the world’s largest online retler. This case study analyzes Amazon’s strategy, including how it became a dominant player in the e-commerce market and its expansion into new markets.Case 3: NetflixNetflix is a leading provider of online streaming services. This case study analyzes Netflix’s business-level and corporate-level strategies, including its entry into new markets and its response to changing customer needs.ConclusionStrategic management is a dynamic process that requires continuous analysis and adaptation. By understanding the concepts and principles of strategic management, students can develop the skills necessary to create and implement effective strategies in a diverse range of organizations. The case studies provide practical examples of how these concepts and principles are applied in real-world situations.。

日积月累.180501英汉短语翻译1.中国品牌日Chinese Brands Day2.云计算Cloud computing3.房屋限购Purchase limits for real estate4.网络强国A country with strong cyber technology5.Mainstream media主流媒体6.Electronic social security card电子社保卡7.High-speed aerotrain高速气动悬浮列车8.Targeted poverty alleviation精准脱贫9.Leap year闰年百科词条1.“希腊三贤”指的是哪三位伟大的哲学家？苏格拉底，柏拉图，亚里士多德2.被视为近代西方哲学的奠基之作是哪本书？《第一哲学沉思录》3.“人是万物的尺度”这句话是哪位哲学家首次提出？普罗泰戈拉4.亚里士多德认为最理想的政府是（）阶级执政。

中产阶级5.被黑格尔称作“现代哲学之父”的哲学家是笛卡尔日积月累.180502英汉短语翻译1.大众创新，万众创业mass entrepreneurship and innovation2.虚拟现实Virtual Reality(VR)3.新时代中国特色社会主义socialism with Chinese characterism in a new era4.孔子学院Confucius Institute5.网红经济Internet celebrity economy6.dynamic equivalence动态对等7.back translation回译8.fight corruption and build a clean government反腐倡廉9.CAT计算机辅助翻译10.to teach fish to swim班门弄斧日积月累.180503英汉短语翻译隐形贫困人口the invisible poverty-stricken population/the invisible poor国家安全意识the national security awareness政府集中采购centralized government procurement比特币Bitcoin人工智能artificial intelligenceharmony without uniformity和而不同zero-sum mentality零和博弈ppp政府和社会资本合作（public-private partnership）bond default债券违约Translationese翻译腔日积月累.180504英汉短语翻译1.三大攻坚战three tough battles2.征税清单tariff list3.人才争夺战talent scramble battle4.全面二胎政策the universal second-child policy5.军事分界线military demarcation line（MDL）6.QR code快速响应矩阵码7.sponge city海绵城市8.IPO首次公开募股9.autonomous driving technology自动驾驶技术10.Onomatopoeia拟声法百科知识1.下列我国哪个古迹被誉为“世界八大奇迹”（C）A.万里长城B.乐山大佛C.秦始皇兵马俑D.敦煌2.石头城是对我国哪座城市的美称（B）A.南昌B.南京C.拉萨D.西安3.请问：火车连续发出两声长鸣，这表示（C）A.前进B.停留C.倒退D.故障4.我国第一座国家森林公园是（C）A.武夷山B.长白山C.张家界D.九寨沟5.我国古代“十恶不赦”中的首恶是（D）A.不义B.不道C.内乱D.谋反日积月累.150505英汉短语翻译新一线城市new first-tier city暂定税率provisional tax rate十九大the19th National Congress of the Communist Party of China(CPC)朝鲜半岛无核化denuclearization of the Korean Peninsula长江考察trip along the Yangtze Riverthe six-party talks六方会谈Island-wide quota policy全域限购政策SOHO小型家居办公literal translation字面翻译；直译over-translation超额翻译日积月累.180507英汉短语翻译1.公积金provident fund2.综合国力comprehensive national strength3.人脸识别facial recognition4.物联网the Internet of Things(IoT)5.移动支付mobile payment6.一带一路the Belt and Road7.电子商务e-commerce8.限购令limited purchasing order9.自主知识产权Independent Intellectual Property Rights10.马克思主义Marxism11.birth defect出生缺陷12.live within their means量入为出13.programmer motivator程序员鼓励师14.rural vitalization strategy乡村振兴战略15.bilateral interpreting双边传译16.covert translation隐形翻译17.double First-Class initiative双一流18.CTO首席技术官19.VAT增值税20.APEC亚太经合组织百科知识：1.第一次世界大战的开战时间是（B）A.1910B.1914C.1939D.19402.下列农民起义哪次是洪秀全领导的（D）A.大泽乡起义B.黄巾起义C.赤眉起义D.金田起义3.下列清朝皇帝中哪位是末代皇帝（A）A.宣统B.光绪C.同治D.道光4.中华人民共和国国旗五星红旗的设计者是（C）A.毛泽东B.周恩来C.曾联松D.梁思成5.我国最早的一部医学理论著作是（B）A.《本草纲目》B.《黄帝内经》C.《千金方》D.《伤寒杂病论》日积月累.180508英汉短语翻译1.软实力soft power2.硕士生导师supervisor of postgraduate3.人才流失brain drain4.不要在错误的道路上越走越远refrain from going further down the wrong path5.21世纪数字丝绸之路a digital silk road of21st century6.down payment首付7.demographic dividend人口红利8.two centenary goals“两个一百年”奋斗目标9.Corpora语料库10.domesticating translation归化翻译日积月累.180509英汉短语翻译1.网络安全cyberspace security2.协同发展develop in a coordinated way3.朝鲜半岛局势the situation on the Korean Peninsula4.前沿领域cutting-edge areas5.谅解备忘录memorandum of understanding6.TPP跨太平洋伙伴关系协定7.independent intellectual property rights自主知识产权8.Silk Road Spirit丝路精神9.Abusive translation滥译10.Exoticism异国情调百科知识1.我国古代诗歌史上被称为“双璧”的一篇是《孔雀东南飞》，另一篇是（A）A.《木兰诗》B.《木兰辞》C.《离骚》D.《格萨尔王》2.著名的《大卫》像是谁的作品（C）A.拉斐尔B.达.芬奇C.米开朗琪罗D.阿古斯特尔3.现在美国国旗星条旗上有多少颗星（C）A.25B.30C.50D.604.有的学校实行学分制，在我国最早提倡学分制的是（B）A.鲁迅B.蔡元培C.吴玉章D.毛泽东5.相传我国古代能作“掌上飞”的是（B）A.杨玉环B.赵飞燕C.西施D.貂蝉日积月累.180510英汉短语翻译词条1.“三步走”战略Three-Step Development Strategy2.全面建成小康社会Build a moderately prosperous society3.积分落户points-based household4.按揭贷款mortgage loans5.朝韩首脑会晤inter-Korean summit6.IMF国际货币基金组织7.public rental housing公租房8.capability of independent innovation自主创新能力9.semantic translation语义翻译10.idiomatic translation语义翻译日积月累.180512英汉短语互译1.自由贸易试验区pilot free trade zone2.近海防御offshore waters defense3.医患纠纷patient-doctor disputes4.量子通信quantum communication5.春联Spring Festival Couplets6.Negative list负面清单7.intelligent vehicles智能汽车8.THAAD末端高空区域防御系统（萨德）9.pay by installment分期支付10.the Renaissance文艺复兴日积月累.180514英汉短语互译1.交流互鉴exchanges and mutual learning2.经济全球化economic globalization3.监测网络monitoring network4.伊朗核协议Iran nuclear deal5.工匠精神craftsmanship spirit6.bubble economy泡沫经济7.special effect特效8.Ferrari法拉利9.F.I.T国际翻译工作者联合会10.arms race军备竞赛日积月累.180515英汉短语翻译1.战略沟通strategic communication2.稳中求进to make progress while ensuring stability3.基础设施建设infrastructure construction4.反倾销措施anti-dumping measures5.轮值主席rotating presidency6.FTA自由贸易协定7.leap year闰年8.health resort疗养胜地，养生度假村9.singe one's wings损害自己的名誉或利益10.cohesion and coherence衔接与连贯日积月累.180516英汉短语翻译国产航母domestically built aircraft carrier退耕还林return cultivated land to forest or pastures传销pyramid selling房子是用来住的，不是用来炒的housing is for accommodation rather than speculation中等收入陷阱middle-income traphome with joint property rights共有产权住房the Doctrine of Mean《中庸》OTC非处方药cross-border e-commerce境外电子商务vape电子烟百科知识1.“月上柳梢头，人约黄昏后。

⏹Chapter 2 Economic Systems⏹Countries have different political, economic, and legal system. All thesedifference can and do have major implications for the practice ofinternational business. In this chapter we will focus on economic systems .⏹We can identity three broad types of economic systems----a market economy,a command economy, a mixed economy. Then we will discuss a markettransition economy.⏹ 1.0 Economic systems⏹ 1.1 Market economy⏹In a pure market economy, all productive activities are privately owned, asopposed to being owned by the state. The goods and services that a country produces are not planned by anyone.⏹For a market to work in this manner there must be no restrictions on supply.A restriction on supply occurs when a market is monopolized by a single firm.⏹Given the dangers inherent in monopoly, the role of government in a marketeconomy is to encourage vigorous competition between private producers.⏹ 1.2 Command Economy⏹In a pure command economy, the goods and services that a country produces,the quantity in which they are produced, and the prices at which they aresold are all planned by the government. In addition, in a pure commandeconomy, all businesses are state owned.⏹ 1.3 Mixed Economy⏹In a mixed economy, certain sectors of the economy are left to privateownership and free market mechanisms while other sectors have significant state ownership and government planning.⏹ 2.0 Political Economy and Economic Progress⏹Innovation and entrepreneurship are the engines of growth⏹Innovation and entrepreneurship require a market economy⏹Innovation and entrepreneurship require strong prperty rights⏹Democratic regimes are more conducive to long-terms economic growth⏹Economic progress begets democracy⏹ 3.0 States in Transition⏹from centrally planned and mixed economies toward a more free marketeconomic model⏹The major market transition countries are Russia, the eastern Europeannations, and China.⏹ 3.1 A brief Historic Review⏹ 3.2 The Demise of the Socialist System⏹ 3.0 States in transtion⏹ 3.3 The Realities of Economic Change⏹ 3.3.1 Infrastructure shortages⏹ 3.3.2 Capital Shortages⏹ 3.3.3 Demands Conditions⏹ 3.3.4 Knowledge Resources⏹ 3.3.5 Uncertainty⏹ 3.4 State Enterprises and Privatization⏹ 3.4.1 Reasons for the Existence of State-Owned Enterprises⏹National security and economic security⏹The investment required is too large to come from private sector⏹Rescue failing private enterprises⏹The state-owned firms may be more societal oriented⏹ 3.4 State Enterprises and Privatization⏹ 3.4.2 The Effect of State-Owned Enterprises on International Business⏹Market entry⏹The sourcing or marketing process⏹International competition⏹ 3.4.3 Privatization⏹Beginning in the mid-1980s governments and citizens came to recognize thedrawbacks⏹Through privatization, governments can cut their budget costs and stillensure services are provided to their citizens⏹The methods of privatization vary form country to country⏹ 4.0 The Role of the Multinational Firms⏹Multinational firms have experienced higher rates of success in transitioneconomies for a variety of reasons;⏹Foreign firms have had a tendency to enter-- at least initially – service sectorsthat allowed high profit potential with minimal capital investments.⏹The export orientation of the multinational firm is quite consistent with theeconomic policy goals of the transition economies.⏹Many multinationals find their access to local capital to be easier than ofother domestic borrowers.⏹Chapter 3 Politics and Laws⏹Politics and laws play a critical role in international business. Unexpectedpolitical or legal influences can interrupt company’s plan and cause serious results.⏹Political systems can be assessed according two dimensions: Collectivism andIndividualism; Democratic and Totalitarian.⏹ 1.0 Home-Country Perspective⏹ 1.1 Embargoes and Sanctions⏹The terms of sanction and embargo refer to governmental actions thatdistort free flow in goods, services, or ideas for decidedly adversarial and political, rather than economic purposes.⏹Sanctions tend to consist of specific coercive trade measures such as thecancellation of trade financing or the prohibition of high-technology trade.Embargoes are usually much broader in that they prohibit trade entirely.⏹ 1.2 Export Controls⏹ 1.3 Regulating International Business Behavior⏹ 2.0 Host-country Perspective⏹ 2.1 Political Action and Risk⏹ 2.1.1 Violence and Conflict⏹ 2.1.2 Expropriation, Confiscation, and Domestication⏹Expropriation is the transfer of ownership by the host government to adomestic entity.⏹Confiscation is similar to expropriation in that it results in a transfer ofownership from the firm to the host country. It differs in that it does not involve compensation for the firm.⏹The goal of domestication is the same-that is, to gain control over foreigninvestment- but the method is different, such as imposing local content.⏹ 2.2 Economic Risk⏹ 2.2.1 Exchange Control⏹ 2.2.2 Tax Policy⏹ 2.2.3 Price Control⏹ 3.0 Managing Risk⏹Demonstrating that it is concerned with the host country’s society and that itconsider itself an integral part of the host country.⏹Forming joint ventures with local partners.⏹The close monitoring of political developments⏹Taking out insurance to cover losses⏹ 4.0 Legal Differences and Restraints⏹ 4.1 Basic Systems of Laws⏹ 4.1.1 Common Law– based on tradition, precedent, and custom⏹ 4.1.2 Code Law – based on a very detailed set of laws organized into codes⏹ 4.1.3 Theocratic Law– based on religious teachings⏹ 4.2 Differences between Common Law and Code Law⏹ 4.3 Frequent Legal Problems⏹ 4.3.1 Legal Responsibilities of Alternative IB Organization Formats⏹ 4.3.2 Product Liability Law⏹ 4.3.3 Labor, Employment and Corporate Law⏹ 4.3.4 Antitrust Law⏹ 4.3.5 Intellectual Property⏹ 4.3.6 Contract Law⏹ 5.0 Managerial Issues of Legal Problems⏹ 5.1 Different Attitude about Legal Matters⏹ 5.2 “Repeat Users” and the “Occasional Users”⏹ 5.3 Managing Lawyers: Four Control Mechanism⏹Chapter 6 International Trade Theory⏹This chapter has two goals:⏹The first is to review a number of theories that explain why it is beneficial fora country to engage in international trade.⏹The second goal is to explain the pattern of international trade that weobserve in the world economy.⏹ 1.0 Mercantilism⏹The first theory of international trade emerged in England in the mid-16thcentury. Referred to as mercantilism, its principal assertion was that gold and silver were the mainstays of national wealth.⏹The mercantilist doctrine advocate government intervention to achieve asurplus in the balance of trade.⏹They viewed trade as a zero-sum game.⏹ 2.0 Absolute advantage and the division of labor⏹In his 1776 landmark book the Wealth of Nations, Adam Simth attacked themercantilist assumption that trade is a zero-sum game.⏹Courtiers should specialize in the production of goods for which they have anabsolute advantage and then trade these for goods produced by other countries.⏹An example of absolute advantage⏹ 3.0 Comparative advantage⏹David Ricardo, in On the Principles of Political Economy and Taxation,noted that even if a country possessed absolute advantage in the production of two products, it still must be relatively more efficient than the other country in one good’s production than the other. Ricardo ter med this the comparative advantage.⏹Each country would then possess comparative advantage in the production ofone of the two products, and both countries would then benefit by specializing completely in one product and trading for the other.⏹An example of comparative advantage⏹ 4.0 Factor Proportions Trade Theory⏹Ricardo’s theory stresses that comparative advantage arises form differencesin productivity.⏹Swedish economists Heckscher and Ohlin put forward a different explanationof comparative advantage. They argued that comparative advantage arises from differences in national factor endowments.⏹The Hechscher-Ohlin theory predicts that countries will export those goodsthat make intensive use of factors that are locally abundant, while importing goods that make intensive use of factor that are locally scarce.⏹ 5.0 The competitive advantage of nations⏹Existing theories of international trade told only part of the story. They cannot explain why a nation achieves international success in a particular industry.⏹The leader in this area of research has been Michael Porter. He arguedinnovation is what drives and sustains competitiveness. A firm must avail itself of all dimensions of competition, which he categorized into four major components: Factor endowments; Demand conditions; Related and supporting industries; Firm strategy, structure, and rivalry.⏹ 5.1 Factor Endowments⏹Basic factor⏹Advanced factor⏹The relationship between advanced and basic factors⏹ 5.2 Demand Conditions⏹Firms are typically most sensitive to the needs of their closest customers.Thus, the characteristics of home demand are particularly important in shaping the attributes of domestically made products and in creating pressures for innovation and quality.⏹ 5.3 Related and supporting industries⏹The benefits of investments in advanced factors of production by related andsupporting industries can spill over into an industry, thereby helping it achieve a strong competitive position internationally.⏹One consequence of this process in that successful industries within a countrytend to be grouped into clusters of related industries.⏹ 5.4 Firm strategy, structure, and rivalry⏹Different nations are characterized by different management ideologies,which either help them or do not help them to build national competitive advantage.⏹Vigorous domestic rivalry induces firms to look for ways to improve efficiency,which makes them better international competitors.⏹Chapter 7 Foreign Direct Investment⏹Foreign direct investment (FDI) occurs when a firm invests directly in facilitiesto produce and /or market a product in a foreign country.⏹FDI takes on two main forms:⏹green-field investment; acquisition⏹ 1.0 Foreign direct investment in the world economy⏹ 1.1 The growth of FDI⏹ 1.2 The Direction of FDI⏹ 1.3 The source of FDI⏹ 2.0 The theory of FDI⏹ 2.1 Why Foreign Direct Investment?⏹ 2.1.1 Impediments to Exporting⏹When transportation costs are added to production costs, it becomesunprofitable to ship some products a long distance.⏹Much FDI is undertaken as a response to actual or threatened trade barrierssuch as import tariffs or quotas.⏹ 2.1.2 Impediments to Licensing⏹Licensing may result in a firm giving away valuable technological know-how toa potential foreign competitor⏹Licensing does not give a firm the tight control over manufacturing, marketing,and strategy.⏹Some know-how capabilities are often not amenable to licensing.⏹ 2.2 The pattern of foreign direct investment⏹ 2.2.1 Strategic behavior⏹FDI flows are a reflection of strategic rivalry between firms in the globalmarketplace.⏹Many forms imitative behavior can occur in an oligopoly.⏹Imitative behavior does lead to foreign direct investment.⏹ 2.2.2 The product life cycle⏹Stage one: The new product⏹Stage Two: The maturing product⏹Stage Tree: The standardized product⏹ 2.2.3 The eclectic paradigm⏹Ownership advantage⏹Internalization advantage⏹Location advantage⏹ 3.0 Political ideology and FDI⏹ 3.1 The radial view⏹The Multinational enterprise (MNE) is an instrument of imperialistdomination.⏹No country should ever permit foreign corporations to undertake FDI.⏹ 3.2 The free market view⏹FDI is a benefit to both the source country and the host country.⏹ 3.3 Pragmatic nationalism⏹FDI has both benefits and costs⏹ 4.0 The benefit of FDI to host countries⏹ 4.1 Resource-transfer effects⏹Capital⏹Technology⏹Management⏹ 4.2 Employment effects⏹ 4.3 Balance-of-payments effects⏹ 5.0 The cost of FDI to host countries⏹ 5.1Adverse effects on competition⏹ 5.2 Adverse effects on the balance of payments⏹ 5.3 National sovereignty and autonomy⏹ 6.0 The benefits and cost of FDI to home countries⏹ 6.1 Benefits of FDI to the home country⏹Balance of payments⏹Employment⏹Valuable skills⏹ 6.2 Cost of FDI to the home country⏹Balance of payments⏹Employment⏹Chapter 8 Global Monetary System⏹ 1.0 Types of Monetary Systems⏹ 1.1 Floating exchange rate⏹ 1.2 Pegged exchange rates, dirty float and fixed exchange rate,⏹ 2.0 Evolution of the Global Monetary System⏹ 2.1 The Gold Standard⏹ 2.2 The Bretton Woods Agreement(1 944-1971)⏹ 2.3 Floating Exchange Rates,1973-Present⏹ 3.0 Fixed versus floating exchange rate▪ 3.1 The case for floating exchange rates▪ 3.1.1 Monetary policy autonomy▪ 3.2.2 Trade balance adjustments▪ 3.2 The case for fixed exchange rates▪ 3.2.1 Monetary discipline▪ 3.2.2 Speculation▪ 3.2.3 Uncertainty▪ 3.2.4 Trade balance adjustments⏹ 4.0 Types of foreign Exchange Risks⏹ 4.1 Transaction exposure⏹ 4.2 Accounting exposure (Translation exposure)⏹ 4.3 Economic exposure (Operating exposure)⏹ 5.0 Managing Foreign Exchange Risks⏹ 5.1 Transaction exposure management⏹ 5.2 Managing economic exposure⏹ 5.2.1 Prevention⏹ 5.2.2 Margin strategy and share strategy⏹Chapter 9 The Strategy of International Business⏹In this chapter, we look at how firms can increase their profitability byexpanding their operations in foreign markets.⏹ 1.0 Strategy and firm⏹ 1.1 Value Creation⏹Π=P-C P relative to V⏹V-C=Value created per unit⏹Two basic strategies: low cost and differentiation⏹ 1.2 The Firm as a Value Chain⏹ 1.2.1 Primary activities–design, creation, and delivery of product; itsmarketing ; and its support and after-sale service.⏹ 1.2.2 Support activities–materials management; human resource function;information systems; company infrastructure.⏹ 2.0 Profiting from the global expansion▪ 2.1 Location economies▪Creating a global web▪Some caveats▪ 2.2 Experience effects▪ 2.2.1 Learning effect▪ 2.2.2 Economies of scale▪ 2.2.3 Strategic significance▪ 2.3 Leveraging core competencies▪ 2.4 Leveraging subsidiary skills⏹ 3.0 Pressures for cost reductions and local responsiveness⏹ 3.1 Pressures for cost reductions⏹ 3.2 Pressures for local responsiveness⏹ 3.2.1 Differences in consumer tastes and preferences⏹ 3.2.2 Differences in infrastructure and traditional practices⏹ 3.2.3 Differences in distribution channels⏹ 3.2.4 Host-Government demands⏹ 3.2.5 Implications⏹ 4.0 Strategic choices⏹ 4.1 International strategy⏹There are weak pressures for local responsiveness and cost reductions.⏹ 4.2 Localization strategy⏹There are high pressures for local responsiveness and low pressures for costreductions.⏹ 4.3 Global standardization strategy⏹There are strong pressures for cost reductions and where demands for localresponsiveness are minimal.⏹ 4.4 Transnational strategy⏹When a firm faces high pressures for cost reductions, high pressures for localresponsiveness, and where there are significant opportunities for leveraging valuable skills within a multinational’s global network of operations.。

商务谈判技巧英文版(共3篇)商务谈判技巧英文版(共3篇)篇一：商务谈判强大英语技巧商务谈判中的英语技巧与外商进行商务谈判时大多用英语进行，所以这个时候我们要注意避免跨国文化交流产生的歧义，交谈时尽量用简单、清楚、明确的英语，不说易引起对方反感的话语，如下列这些词语中就带有不信任色彩，可能会客户不愿积极与我们合作。

“to tell you the truth”，“I’ll be honest ith you…”，“I ill do my best．”“it’s none of my business but…”。

为了避免误会，我们可用释义法确保沟通顺利进行。

如，“e ould accept price if you could modify your specifications．”我们还可以说：“If I understand you correctly, hat you are really saying is that you agree to accept our price if e improve our product as you request．” 最后，为确保沟通顺利的另一个方法是在谈判结束前作一个小结，把到现在为止达成的协议重述一遍并要求对方予以认可。

另外在商务谈判还应注意下列问题：I “会听” 要尽量鼓励对方多说，向对方说：“yes”，“please go on”，并提问题请对方回答，使对方多谈他们的情况。

II 巧提问题用开放式的问题来了解进口商的需求，使进口商自由畅谈。

“can you tell me more about your campany?”“hat do you think of our proposal?” 对外商的回答，把重点和关键问题记下来以备后用。

进口商常常会问：“can not you do better than that?” 对此不要让步，而应反问：“hat is meant by better?”或“better than hat?”使进口商说明他们究竟在哪些方面不满意。

Chapter 5 Strategies of English Teaching in SchoolsSection 11. How should we arrange the seats in the classroom? How should we give instructions to our students? What interaction patterns should we employ in class? What should we do if there are discipline problems? After reading this chapter, do you know what strategy they belong to? What kind of management strategy did your teachers use? What are the similarities and differences among their management strategies? Why do you think they used them? Can you summarize your own ideas on effective management strategies?Key: 1) The seats of the classroom should be arranged according to the size of the class. The arrangement should meet different kinds of classroom activities. Meanwhile, it should help the teacher to monitor the class and students to see the teacher’s presentation.2) Different interaction patterns may be adopted based on the needs. It can be the interaction between teacher and the whole class and can also be the interaction between one student and another student, one student and several other students or a group of students and another group of students.3) If discipline problems arise, teachers should be calm enough to evaluate the situation and be flexible enough to make judgments as to whether some changes should be made.4) They belong to the teacher-strategy since they are concerned with how the teacher manages and leads the class.5) For classroom management, my teachers invariably adopt the orderly rows, since the class is very big and much of the time is spent on listening to the teacher. Not many movements are involved. As for instruction strategy, my teachers demonstrate after giving out clear instructions and always check whether we have understood their meaning. And for activity-selection strategy, they combine the participation-oriented strategy and the goal-oriented strategy.6) They all want to ensure the discipline of the class and make sure the class goes on as expected. The difference is that some teachers are too focused on one single strategy and are at a loss when something goes wrong.7) They use the strategies partly because they are effective and best for the existent circumstances, partly because they are the most common strategies know to the teaching circle.8) Effective management strategies are important in that they are part of the teaching. Whether management strategies are effective or not will decide the quality of teaching and learning. Without proper management strategies, all the preparation work might become futile.2. Do you still remember the way that your teachers gave instructions? Use the principles mentioned in this section to evaluate if they were effective.Key: When my teachers were giving instructions, they would first clearly state the instructions and then they will demonstrate how to do the tasks. Finally, they willask “Do you understand?” to check our understanding. If the questions are too easy to understand, they will not spend too much time explaining. They are effective because most often we can complete the tasks effectively.3. What types of activity have you experienced in your English learning experience? Key: There are many kinds of activities, such as: the whole class work, pair work, group work, presentation, role-play and so-on. They are effective in that they can successfully fulfill the purposes of teaching and invites students’ participation as well.Section 2How many types of questions are mentioned in this section? What are they? What are their respective features?Key: 1) Seven questions are mentioned in this section.2) They are knowledge questions, comprehension questions, application questions, inference questions, analysis questions, synthesis questions and evaluation questions.3) Knowledge questions are used to elicit factual answers; comprehension questions are used for interpretation and elaboration; application questions are used to supply information to new situations; inference questions are used to infer extra information from the materials; analysis questions are used to break down one question into several parts; synthesis questions are used to combine elements into a new pattern; evaluation questions are used to elicit judgments.Section 3How many presentation strategies are mentioned in this section? What are they? What are their respective features?Key: Fifteen strategies are mentioned. They are:1) Use previous knowledge to introduce new knowledge: it’s easier for students to accept the new knowledge;2) Use realia or pictures: it is vivid and interesting; 3) Use performance: it can arouse students’ interest; 4) Use daily communication: it is common and east to understand; 5) Do it step by step: it’s gradual and can facilitate understanding; 6) Use translation: it can attract students’attention to the new content; 7) Use circular presentation and practice: students can become familiar with the content taught ; 8) Use the new language items in advance: it can arouse curiosity; 9) Ask our students to solve problems: it can push students to find the answer by themselves; 10) Use questions: it can push students to think; 11) Use explanation: it can clarify points; 12) Use inductive learning: it can help students understand the general; 13) Use deductive learning: it can develop students’ analytic ability;14) Use inquiry learning: it invites students to be active learners; 15) Use exemplification and imitation: it is vivid and lifelike.Section 4After studying this section, have you deepened your knowledge of classroom assessment strategies? Think about the purpose of classroom assessment andspecific strategies.Key: The purpose of classroom assessment is to check the quality of teachers’teaching and students’learning. The strategies include self-assessment, peer assessment and teacher assessment, which can be conducted with the help of questionnaires, quantitative surveys, question and answer and verbal discussions.。