International business operations - Part 1

International business has never been more dynamic, interconnected, and yet fragmented than it is today. Different challenges and the changes in the business environment almost on a daily base due to the digital technologies developments, geopolitical tensions, sustainability imperatives etc., fundamentally transforms the way companies operate abroad. Organizations are increasingly required not only to understand and follow international markets but also to be very flexible in the conditions of constant uncertainty. These developments have made the study of international business operations more relevant than ever.

In this context, the current textbook is aimed to provide a comprehensive yet practical overview of the essential concepts, processes, and contemporary developments in international business operations. It combines established theoretical views with current business practices. The different chapters discuss topics like the impact of globalization and deglobalization, digital transformation, international market entry strategies, international negotiations, contractual relationships, intermediary operations, organized markets, and the documentation required for successful international transactions. Real-world examples, comparative analyses, discussion questions, and practical cases are incorporated in the textbook with the primary purpose to bridge the gap between theory and practice and to encourage critical thinking. The intention is not only to explain how international business functions but also to develop analytical skills that enable readers to evaluate complex international environments and make informed managerial decisions.

It is my sincere hope that this textbook will contribute to a deeper understanding of international business operations, export and import deals in particular, and will inspire readers to approach international markets with clear knowledge that doing business abroad is not an easy task and requires strategic thinking, professional competence, and an appreciation of the challenges that the global business environment hides.

УНСС
София 1700
жк Студентски град Христо Ботев, ул. 8-ми декември 19
v.mitev@unwe.bg

Preface
Introduction to international business context

• Introduction
• Globalization and deglobalization processes
• International Business: definitions and main characteristics
• Actors in international business
• Current trends

Methods for analysis of the international business environment

• Introduction
• Domestic versus international business environment
• Factors influencing international business
• Tools for analysis of the international business environment
• Digital trends in international business environment analysis

International market entry modes

• Introduction
• Internationalization
• Foreign markets entry
• Current developments

International sale transaction

• Introduction
• Evolution of international business transaction
• International sale: definitions and characteristics
• International business transaction technical cycle
• Preparation for the international business transaction

International sale transaction: practical preparation

• Introduction
• 1. Conclusion of international business transaction upon buyer's initiative
• 2. Conclusion of international business transaction upon seller's initiative
• 3. Other activities in international business communications
• 4. Conclusion of the deal

Implementation of international sale of goods

• Introduction
• Documents related to the good itself
• Transportation documents
• Payment documents
• Customs documents
• Purpose of international trade documentation

International business negotiations

• Introduction
• General about negotiations
• Key factors influencing international business negotiations
• Communication channels in international business negotiations
• Stages of negotiation
• Negotiation styles
• Negotiation tactics
• Influence of culture on the international business negotiations

International sale contract

• Introduction
• Essence of international sale contract
• Clauses of the international sale contract
• INCOTERMS

International business operations with intermediaries

• Introduction
• Factors stimulating and limiting the use of intermediary operations
• Re-sale (distribution) operation
• Operation for commercial agency
• Commission operation
• Consignment operation
• Comparison of the intermediary operations
• Current developments in the intermediary operations

Other types of international business operations

• Introduction
• Re-export
• Cut-make-trim
• Compensation operations
• International leasing

Organized markets

• Introduction
• Organized markets and their specifics
• Exchanges and exchange trade
• Emission trading exchanges
• Auction trading

Annexes