International Business Negotiation

Author: Luo Shumin et al.
Publisher:
Publish Date: 2004-10-01
Features: Based on the research and forecast by McKinsey & Company of the United States on the current state of global economic development, 20% of the world's GDP in 2001 was created by international trade, and by 2007, this share would reach 80%. This indicates that the world economy is undergoing extremely significant changes. Due to the mutual establishment of trade and investment barriers by countries, geographical distances, time zone and language differences, varying regulations set by governments, as well as diverse cultural and business systems, national economies have been isolated from one another. However, they are now gradually moving from this state of isolation toward a globally interconnected economic system where countries are interdependent. The rapid rise of economic globalization has brought many challenges to both large and small businesses. It creates various business opportunities to expand revenue, reduce costs, and increase profits, while simultaneously presenting challenges and risks that previous business managers had never encountered. The increasing number of international market competitors and the growing trend of competitiveness have made product uniqueness no longer exist. The deepening of cooperation between businesses and frequent international exchanges have provided a vast stage and increasingly standardized operations for international business negotiations, making the practice and theory of international business negotiations more and more attracting global attention. To meet the needs of economic development, we organized teachers from the Business Negotiation Teaching and Research Section who have long been engaged in teaching business negotiation courses to compile this teaching material. This book focuses on case analysis and case teaching, making it suitable for students of higher vocational colleges and training courses in marketing-related fields. It is also suitable for all individuals engaged in business, especially international business activities. Managers and sales personnel of professional foreign trade companies, as well as company marketing staff, will acquire negotiation skills and avoid common mistakes by reading this textbook. International Business Negotiation is a teaching material compiled by professional teachers from the Marketing Teaching and Research Section of Shanghai Finance University, consisting of eleven chapters.