Communication in
International Business
Xie Juanjuan
Department of International
Economics and Trade
Nankai University
Course Outline
Text,Communicating in International
Business
(,国际商务函电, 陆墨珠）
Grading:There will be a final term test
which will have a weight of 70%,the
homework 20%,presentation 10%.
Learning Objectives
practical writing and communication skills;
the characteristics of effective models of
business and technical communications;
to write business letters,memos,
instructions,some business application and
certificate in business procedure;
the contract format used in different terms
of trade
Outline
1,Introduction
2,Enquiries and Replies
3,Offers and Sales Letters
4,Orders and Acknowledgments
5,Transport
6,Payment and Settlement of Accounts
7,Complaint and Adjustment
8,Consignment,Barter and Compensation
Trade
9,Joint Venture and Leasing
10,Agency
Unit 1.Introduction
1.How can you understand the
communication?
2.The Importance of communication
3.How will you do to be an
effective communicator?
Communication
(1)is a Two-way process;
(2)is circular;
(3)is divided into two categories:
Verbal
Nonverbal(NVC)
Importance
Getting the job you want;
Boosting your chances for promotion;
Helping you get things done;
Benefiting your own business;
Advancing you socially;
Ensuring your future;
Enhancing your other skills;
Know the strategy and the followings
? The objectives of communication;
? Whom will you communicate with;
? The cultural difference between two
countries;
The business writing style
We have for acknowledgement your
letter of 5th inst.,and are
appreciative of your information,At
the moment,we are interested in tape
recorders from your company,Would you
pleased be kind enough to send us
photographs and a price list of the
same.
looking forward to hearing from
you in the near future,we remain.
yours faithfully,
4.The principles of good Communication(7C’s)
(1)Consideration
(2)Courtesy
(3)Clarity
(4)Conciseness
(5)Concreteness
(6)Correctness
(7)Completeness
(1)Consideration
a.Try to put yourself in HIS place;
b.emphasize the YOU attitude;
c.emphasize positive,pleasant facts;
(2)Courtesy
a.more than Polite;
b.sincere,tactful,thoughtful and
appreciative;
c.avoid irritating,offensive or
belittling statements.
(3)Clarity
a.explain yourself clearly;
b.avoiding ambiguous sentences and
needless jargon;
c.statements in well-constructed
sentences and paragraphs;
(4)Conciseness
a.in the fewest possible words;
b.briefly but completely;
Example1(answers):
,Thank you for your information in
your letter dated 5th August 1999.
We are very interested in your
tape recorders,It will be highly
appreciated if you could send us
photographs and a price list of the
same.
Looking forward to hearing from
you soon.
sincerely
yours,
(5)Concreteness
a.To make the message specific;
b.don’t try to write in a literary style;
c.use action rather than camouflaged
verbs;
(6)Correctness
(7)Completeness
a.provide all necessary information;
b.Answer all questions asked;
c.give something extra,when desirable;
5,Structure or Layout (total 8 parts)
(1)the letterhead; include the sender’s
name and address.
(2)Date and reference; Ame and British
style
(3)inside address; including the title,
name,and full address of the person
or business concerned.
(4)salutation;
(5)subject;
(6)the body; refer to the format
(7)the complimentary close
e.g,Looking forward to;
with my best wishes/regards;
Best wishes;
Common close,yours faithfully,/truly
Personal and friendly closes:yours sincerely,
Formal close,yours respectfully,/very
respectfully yours,
(8)the signature
_______________________
typed name
e.g,________________________
G,Manager,Alice Brown
Others:
c.c,(carbon copy):
c/o,care of
Encl,enclosed (Encl 3 catalogue)
p.s.,postscript used in informal letter
6,Format
(1)Full block form
(2)Modified block form
(3)semi-block form
GUIDANCE ASSOCIATES
1695 Avenue of the Americas
New York,N.Y,10023
Mr,James Johnson
Jones Corporation
1234 7th Avenue,
Tanpza,Florida 33606
May 3,19
Gentlemen,
Re,The business letter
The body
Yours truly,
________________
signature
Unit 2,Inquiring and Replies
1,Establishing business relationship
Useful expression:
(1)We learn from your letter of April 1 that you are interested
in establishing business relations with us for the purchase
of our tools.
(2)Having had your name and address from the Commercial
Counselor’s Office of our Embassy in the U.K.,we avail
ourselves of this opportunity to write to you and see if we
can establish business relations with you.
(3)Through the courtesy of Mr,Freemen,we are
given to understand that you are one of the
leading importers of electric goods in your area
and wish to enter into business relations with us.
(4)We have come to know the name of your
corporation and have the pleasure of writing this
letter to you in the hope of establishing business
relations with you.
(5)We are willing to enter into business relations
with you firm on the basis of equality and mutual
benefit.
(6)We write to introduce ourselves as one of the
leading exporters of a wide range of electric fans
and air conditioners.
(7)To acquaint you with the light industrial goods
we handle,we are sending you,by separate
airmail,several pamphlets for your reference.
(8)Specializing in the export of Chinese foodstuffs,
we wish to express our desire to trade with you
in this line.
2,Enquiry/Inquiry 询盘 /询价
----Enquire/inquire v,
e.g,We should like to inquire if you are interested in
expanding your business to this area.
(我们想了解你们是否有意将业务拓展到本地。 )
----Textbook P23
----Examples
(1)我们想了解你方是否有意将业务拓展到本地。
(2)如蒙报你方在‘经济日报’上广告推销的电子设备，
我方不胜感激。
(3)请寄一份商品目录,以便转交可能的买主,
(4)贵公司是由我国驻墨尔本商会推荐给我们的。
3.structure:
Para 1.Explain how you got the recipient’s address,
and state the main purpose of the letter.
Para 2,Add a few details about yourself and what
you require.
Para 3,Give the recipient an incentive to reply;
Para 4,Encourage a prompt reply;
Reply to inquiry
Para 1
Express your appreciation of the inquiry
Para 2
Refer to enclosure of a quotation,a discount
and samples;
Para 3
Refer to delivery guarantee and invite an early
order
Para 4
Conclude your letter in a polite way;
International Business
Xie Juanjuan
Department of International
Economics and Trade
Nankai University
Course Outline
Text,Communicating in International
Business
(,国际商务函电, 陆墨珠）
Grading:There will be a final term test
which will have a weight of 70%,the
homework 20%,presentation 10%.
Learning Objectives
practical writing and communication skills;
the characteristics of effective models of
business and technical communications;
to write business letters,memos,
instructions,some business application and
certificate in business procedure;
the contract format used in different terms
of trade
Outline
1,Introduction
2,Enquiries and Replies
3,Offers and Sales Letters
4,Orders and Acknowledgments
5,Transport
6,Payment and Settlement of Accounts
7,Complaint and Adjustment
8,Consignment,Barter and Compensation
Trade
9,Joint Venture and Leasing
10,Agency
Unit 1.Introduction
1.How can you understand the
communication?
2.The Importance of communication
3.How will you do to be an
effective communicator?
Communication
(1)is a Two-way process;
(2)is circular;
(3)is divided into two categories:
Verbal
Nonverbal(NVC)
Importance
Getting the job you want;
Boosting your chances for promotion;
Helping you get things done;
Benefiting your own business;
Advancing you socially;
Ensuring your future;
Enhancing your other skills;
Know the strategy and the followings
? The objectives of communication;
? Whom will you communicate with;
? The cultural difference between two
countries;
The business writing style
We have for acknowledgement your
letter of 5th inst.,and are
appreciative of your information,At
the moment,we are interested in tape
recorders from your company,Would you
pleased be kind enough to send us
photographs and a price list of the
same.
looking forward to hearing from
you in the near future,we remain.
yours faithfully,
4.The principles of good Communication(7C’s)
(1)Consideration
(2)Courtesy
(3)Clarity
(4)Conciseness
(5)Concreteness
(6)Correctness
(7)Completeness
(1)Consideration
a.Try to put yourself in HIS place;
b.emphasize the YOU attitude;
c.emphasize positive,pleasant facts;
(2)Courtesy
a.more than Polite;
b.sincere,tactful,thoughtful and
appreciative;
c.avoid irritating,offensive or
belittling statements.
(3)Clarity
a.explain yourself clearly;
b.avoiding ambiguous sentences and
needless jargon;
c.statements in well-constructed
sentences and paragraphs;
(4)Conciseness
a.in the fewest possible words;
b.briefly but completely;
Example1(answers):
,Thank you for your information in
your letter dated 5th August 1999.
We are very interested in your
tape recorders,It will be highly
appreciated if you could send us
photographs and a price list of the
same.
Looking forward to hearing from
you soon.
sincerely
yours,
(5)Concreteness
a.To make the message specific;
b.don’t try to write in a literary style;
c.use action rather than camouflaged
verbs;
(6)Correctness
(7)Completeness
a.provide all necessary information;
b.Answer all questions asked;
c.give something extra,when desirable;
5,Structure or Layout (total 8 parts)
(1)the letterhead; include the sender’s
name and address.
(2)Date and reference; Ame and British
style
(3)inside address; including the title,
name,and full address of the person
or business concerned.
(4)salutation;
(5)subject;
(6)the body; refer to the format
(7)the complimentary close
e.g,Looking forward to;
with my best wishes/regards;
Best wishes;
Common close,yours faithfully,/truly
Personal and friendly closes:yours sincerely,
Formal close,yours respectfully,/very
respectfully yours,
(8)the signature
_______________________
typed name
e.g,________________________
G,Manager,Alice Brown
Others:
c.c,(carbon copy):
c/o,care of
Encl,enclosed (Encl 3 catalogue)
p.s.,postscript used in informal letter
6,Format
(1)Full block form
(2)Modified block form
(3)semi-block form
GUIDANCE ASSOCIATES
1695 Avenue of the Americas
New York,N.Y,10023
Mr,James Johnson
Jones Corporation
1234 7th Avenue,
Tanpza,Florida 33606
May 3,19
Gentlemen,
Re,The business letter
The body
Yours truly,
________________
signature
Unit 2,Inquiring and Replies
1,Establishing business relationship
Useful expression:
(1)We learn from your letter of April 1 that you are interested
in establishing business relations with us for the purchase
of our tools.
(2)Having had your name and address from the Commercial
Counselor’s Office of our Embassy in the U.K.,we avail
ourselves of this opportunity to write to you and see if we
can establish business relations with you.
(3)Through the courtesy of Mr,Freemen,we are
given to understand that you are one of the
leading importers of electric goods in your area
and wish to enter into business relations with us.
(4)We have come to know the name of your
corporation and have the pleasure of writing this
letter to you in the hope of establishing business
relations with you.
(5)We are willing to enter into business relations
with you firm on the basis of equality and mutual
benefit.
(6)We write to introduce ourselves as one of the
leading exporters of a wide range of electric fans
and air conditioners.
(7)To acquaint you with the light industrial goods
we handle,we are sending you,by separate
airmail,several pamphlets for your reference.
(8)Specializing in the export of Chinese foodstuffs,
we wish to express our desire to trade with you
in this line.
2,Enquiry/Inquiry 询盘 /询价
----Enquire/inquire v,
e.g,We should like to inquire if you are interested in
expanding your business to this area.
(我们想了解你们是否有意将业务拓展到本地。 )
----Textbook P23
----Examples
(1)我们想了解你方是否有意将业务拓展到本地。
(2)如蒙报你方在‘经济日报’上广告推销的电子设备，
我方不胜感激。
(3)请寄一份商品目录,以便转交可能的买主,
(4)贵公司是由我国驻墨尔本商会推荐给我们的。
3.structure:
Para 1.Explain how you got the recipient’s address,
and state the main purpose of the letter.
Para 2,Add a few details about yourself and what
you require.
Para 3,Give the recipient an incentive to reply;
Para 4,Encourage a prompt reply;
Reply to inquiry
Para 1
Express your appreciation of the inquiry
Para 2
Refer to enclosure of a quotation,a discount
and samples;
Para 3
Refer to delivery guarantee and invite an early
order
Para 4
Conclude your letter in a polite way;
