国际商务中的五项关键职场技能

5 Essential Workplace Skills for International Business

案例研究：有效利用技能提升竞争优势

在过去的七年里，我们为中国大陆及海外的众多企业提供了职场技能培训。尽管客户的需求各不相同——包括外国企业的分支机构和本地企业 - 我们发现了一个共同的趋势，即本地员工在与海外客户和同事打交道时反复被要求具备一些关键技能。

虽然跨文化意识和理解在与外国商业伙伴打交道时始终是一个普遍的需求，但客户的培训选择却一再突显了五项核心技能，这些技能是他们的员工为了在国际化职场中日常工作中有效发挥作用所必需的，这些员工包含从普通员工到管理层，从新入职者到经验丰富的高级职员。这五项技能本身并不新颖，挑战在于如何将其有效地应用到国际环境中。

Over the course of the last seven years we have provided work skills training to numerous companies, located right across China and overseas. Despite the varied requirements of our clients - both branches of foreign businesses and local enterprises - we became aware of a pattern emerging in terms of key skillsets requested repeatedly for local trainees needing to deal with overseas clients and colleagues.

Whilst there are always ongoing general requirements for cross-cultural awareness, sensitivity, and improved understanding when dealing with foreign business associates, our clients’ repeated training choices have highlighted the core essential skills (five in total) that their employees - from general employees to management, and both new hires and experienced senior staff - require to be able to effectively function on a day-to-day basis within an internationally facing workplace. The five skills are, in themselves, nothing new - the challenge lies in effectively configuring them to the international arena.

中国企业需要其员工在与外国客户和同事互动时保持并提升这些核心技能的原因有很多，具体包括：

• 全球市场扩展

• 提升竞争优势

• 建设多语种团队

• 加强谈判和冲突解决

• 支持国际项目管理

• 促进创新和知识共享

• 适应不同的商业实践

  
  

无论是出于以上任何原因，当前已经参与国际业务或计划参与国际业务的中国企业，都需要将注意力集中在以下五项核心技能上，以确保商业效率和员工的有效产出：演讲技能、跨文化沟通技能、会议技能、书面沟通技能、日常谈判和事务性技能。

案例研究：苏州与上海的12周核心技能项目

Case Study: 12 Week Essential Skills Programs, Suzhou and Shanghai

自2023年第四季度开始，我们与中国通信制造业的一家大型客户合作。该公司是一家国内企业，已经与众多全球知名企业建立了广泛的合作伙伴关系。

我们被要求设计一个短期但深入的技能开发课程，课程主要以英语授课，但提供双语材料，并可适应全中文授课。目标受众是分布在中国大陆各地办公室的各部门中国员工，以及即将派往海外进行短期工作任务的关键员工。

我们决定将这五项核心技能融合到一个为期12周的密集项目中，课程包含线上线下部分，并根据实际商业场景进行定制，不仅关注语言能力，还注重在国际商务环境中常见场景中的实际技能需求。

此外，英语语言部分着重提升行业相关和商务英语词汇、短语和表达的全面理解，提升在职场中使用行业和商务英语的口语能力，目标是在特定行业领域内实现更高水平的双语能力。

Since the start of Q4 in 2023 we have worked with a major Chinese client in the communications manufacturing sector. They are a domestic company and already have extensive global partnerships with foreign businesses; including some internationally famous household names.

We were tasked to create a short, but immersive, skills development course to be delivered primarily in English, but with bilingual materials and adaptable to full Chinese language delivery. The target audience was Chinese staff across all departments based at various offices across China, as well as for some key staff due to be posted to various overseas locations on short-term assignments.

It was decided to merge the essential five skills into an intensive, 12 week program; including both live and online components and with customisation of each component to focus not just on language capabilities, but on the actual skills required in commonly encountered scenarios within international commercial situations.

In addition, the English language component focused on attaining comprehensive understanding of industry-specific and business-related English vocabulary, phrases, and expressions, enhanced speaking proficiency when using industry and business English in the workplace; with an overall aim to achieve a higher level of bilingual proficiency within the specific industry sector.

主要挑战在于如何在短短12周内为客户提供足够且可衡量的学习成果，同时克服时间安排和地理位置的问题。

我们的解决方案是在客户位于苏州的办公室每周提供一次面对面的培训互动和技能练习，同时通过一个微信小程序，提供每周最多六天的全定制、可衡量的额外培训和练习支持。这些线上内容由我们内部开发，结合了自动化AI技术，每位参与者都可以通过手机访问，从而实现高性价比的培训效果。

A major challenge was to make a short 12 week program worthwhile in terms of sufficient and measurable learning outcomes for the client, as well as overcoming scheduling and geographical issues.

Our solution was to offer a weekly face-to-face training interaction and skills practice at the client’s offices in Suzhou, together with an immersive set of daily tasks, tests, and practices across the rest of the week - all supporting and enhancing the weekly live training topics and practicing all four language skills - speaking, listening, reading, and writing.

对于每一项核心技能，我们不仅需要关注语言学习，还必须考虑中国职场人士在与外国同事打交道时，需要了解对方国家和文化的态度、价值观和行为模式，并将这些因素整合到每项技能中。

For each of the five core skills involved in the course, we needed to look beyond the language learning component to consider what a Chinese business professional should specifically need to know about a foreign counterpart’s likely attitudes, values, and common behavioural patterns (identified by client selected countries and cultures); together with their potential actions and reactions with regard to these. These points were then factored into each skillset.

五项核心技能的具体内容包括

Some specific areas addressed for each of the five core skills include:

• 演讲技能：针对特定外国受众规划、开发和准备演讲，演讲各个部分的有效沟通技巧，以及如何处理问题的时机和方法。

• 跨文化沟通技能：基于客户指定的文化进行霍夫斯泰德文化维度（Hofstede）以及特朗佩那斯（Trompenaars）人际和商业动态的分析，文化对沟通、商业实践、社交互动的影响，高语境和低语境文化的区别。

• 会议技能：参与会议的技巧，提出观点、请求意见、表达同意或不同意、打断、澄清、建议、说服和妥协的技巧。

• 书面沟通技能：组织、开始和结束信息的技巧，如何确保信息被阅读、写作中的说服力、有效的请求与回复、跟进、如何礼貌拒绝和处理投诉。

• 日常谈判和事务性技能：职场中日常的谈判和事务处理技巧，建立融洽和信任，避免认知偏差，建立共识，采用适应性策略。

“国际商务职场技能”课程的整体效果可以通过2024年早期在苏州完成的第一阶段培训，以及当前在上海进行的第二阶段和正在计划的第三、第四阶段来衡量。在面临诸多挑战的全球经济中，拥有掌握目标国际商务技能的员工，不仅具备语言能力，还为企业提供了明显的竞争优势。

• Presentation Skills: Planning, developing, and preparing presentations for specific foreign audiences, effective communication techniques for the start, main body, and conclusion of presentations, how and when to handle questions.

• Cross-Cultural Communication Skills: Hofstede’s national cultural norms (client specified), Trompenaars’ interpersonal and business dynamics (client specified), cultural impacts on communication, business practices, social interactions, high and low context language cultures.

• Meeting Skills: Techniques for full meeting participation, presenting arguments, giving and requesting opinions, levels of agreement or disagreement, interrupting, clarifying, suggesting, persuading, compromising.

• Written Communication Skills: Techniques to organise, begin, and conclude messages, getting messages opened and read, persuasion in writing, effective requests and replies, following up, saying no, complaint handling.

• Workplace Negotiation and Transactional Skills: Day-to-day workplace negotiation and transactional skills for effective functioning in workplaces, building rapport and trust, avoiding cognitive bias, building consensus, adaptive strategies.

The overall effectiveness of the ‘Workplace Skills for International Business’ course can best be measured by the successful completion of Phase #1 in Suzhou earlier in 2024, current delivery of Phase #2 in Shanghai, and planning for Phases #3 and #4 at both locations. In a global economy facing numerous challenges, having a workforce proficient in targeted international business skills, not just the language, gives a business a clear competitive edge.

作者简介：Shaun Corrigan 是BMC Partnership的首席执行官，这是一家中英合资企业，自2018年起在上海成立。如需了解更多市场测试过的定制业务培训产品及国际认证课程（英语或中文授课）

请直接联系，WeChat: charlie_heyu

Email: charlie01@bmconsulting.c

About Us

"International standards of service, leveraging local expertise"

BMC Partnership was founded and registered in Shanghai, China at the start of 2018. The company is a partnership and is wholly owned by its two founding partners, Shaun Corrigan (CEO from UK) and Charlie He (Managing Director from China).

Shaun and Charlie realised the ongoing need in the Chinese business services market for products of an international standard and the poor quality of many of the existing provider offerings - largely due to a lack of real world business experience and inability to offer tailored solutions.

Since 2018, we have maintained and developed our shared vision: offering clients cost-effective, fully customised professional solutions as a service standard.

To further benchmark our service standards we are also the licensed China Centre for City & Guilds – the UK’s premier vocational training provider since 1878 – offering accredited business qualifications in English with university entrance pathways.

Our ongoing commitment to quality, service, and value has allowed us to continue our growth beyond the Chinese market and to develop an increasing range of market-tested customised business products and services.

我们对质量、服务和价值的持续承诺，使我们能够在中国市场之外继续增长，并开发出越来越多的经过市场测试的定制商业产品和服务。

如果您有兴趣进一步拓展以上知识，请与我们联系，一同探讨我们经过市场测试的全定制培训计划。

Contact (English & Chinese):

Charlie He - Managing Director, BMC Partnership (Shanghai) / Head of Centre, City&Guilds China Centre

Tel: (+86) 186 2187 6930

Email: charlie01@bmconsulting.cn

WeChat: Charlie_HeYu

Company address: 上海市黄浦区人民路885号淮海中华大厦615室 / Room 615, Huaihai China Tower, Ren'min Road 885, Huangpu District, Shanghai China

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