- •Unit 1. Making contacts reading
- •I. Before reading the text learn the following the words.
- •Telephoning across cultures
- •II. Answer the following questions.
- •Discussion
- •I. Meeting people
- •I. Here are the words and phrases which are commonly used when we meet
- •Greetings
- •Farewells
- •Thanks and possible answers
- •First words
- •Ending the small talk
- •II. Now make the telephone call yourself, using the words above. Try not to use the notes.
- •III. It is not always possible to follow your original plans. You, or your contact, may want to change an appointment. Study the expressions below.
- •III. The telephone
- •I. This datafile gives you many of the terms and phrases commonly used in making telephone calls.
- •II. After studying the text and the datafile above, decide if the information below is true or false.
- •III. Insert the missing word.
- •IV. Choose the best answer for the phrase:
- •IV. Using the words and expressions you have studied try to explain the system of telephone dialing in our country.
- •II. Answer the following questions.
- •I. You are in London and you want to buy a ticket for Glasgow. Complete the dialogue.
- •II. On the plane.
- •III. At the airport.
- •I. Learn the words you may need for your flight.
- •II. Read the following dialogue. Work in pairs.
- •III. Complete the dialogue using the words you have studied.
- •IV. Use have to and some of the terms from exercise I to complete the following sentences.
- •V. Here are the phrases and questions which you may be asked when you have to pass through the Customs.
- •VI. Complete the dialogue. Work in pairs.
- •VII. Now, it’s your turn to go through the Customs. Make the dialogue. Unit 3. Meetings. Negotiations. Deals. Reading
- •I. Before reading the text find the meaning of the words below in the dictionary. Learn them by heart.
- •II. Answer the following questions.
- •IV. Read and translate the dialogue “Structure and functions of a bank”
- •Discussion meetings. Negotiations. Deals
- •III. Negotiations
- •I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are.
- •II. Read Dr. Smith’s rules and then look at the remarks in list a. These remarks are not good for negotiating. Instead, use phrase from list b.
- •V. Complete the questionnaire to find out if you are a good negotiator?
- •IV. Deals
- •I. The words below show some of the most common uses of the word deal.
- •II. Complete these sentences using each of the phrases above in the appropriate form.
- •Unit 4. Company structure reading
- •I. Before reading the text find the meaning of the words below in the dictionary. Learn them by heart.
- •Company structure
- •II. Answer the following questions.
- •Discussion the inner structure of a company
- •II. Using the information above answer the following questions.
- •III. Give your view on features listed below. Which of them are the most important for the manager? Which ones are not so essential?
- •IV. Read the text about mts Systems Corporation and complete the following “fact file” organisation chart below.
- •V. Now read the text again and complete the organisation chart
- •VI. Circle the word that does not belong in each horizontal group.
- •Marketing
- •II. Answer the following questions.
- •III. Read Mr. Lopez presentation.
- •IV. Below are some notes made by one of the colleagues of Mr. Lopez , some of them should be corrected. Write true or false against each statement.
- •V. Before reading the text, discuss these questions. Then read the text.
- •Zumo – creating a global brand.
- •Unit 6. Advertising reading
- •Advertising
- •II: Sort out the most important information from the text and retell it.
- •Sacrilege
- •V. Find words or expressions in the text which correspond to the following definitions.
- •Discussion
- •Focus Advertising
- •Writing
- •Unit 7. Money reading
- •I. Before reading the text learn the following words.
- •The dollar
- •The pound
- •II. Answer the following questions:
- •Discussion
- •You and your money
- •I. Do the quiz individually. Then compare answers with a partner.
- •II. Translate the following phrases:
- •III. In your opinion, which of the following give the best return on your money? Which are very risky? Which are less risky?
- •I. Work in three groups. Each group reads a different text: either The South Sea Bubble or Tulipomania or The Wall Street Crash. Make notes on the key points. The south sea bubble
- •Tulipomania
- •The wall street crash
- •II. Form new groups of three people, each of whom has read a different text. Exchange information and complete the chart below.
- •III. Discuss these questions.
- •IV. Work in groups. Find words or phrases in the texts which are similar in meaning to the definitions below. The first group to finish is the winner.
- •Angel investment
- •1. The Business
- •Writing
- •Unit 8. Employment reading
- •I. Before reading the text learn the following words.
- •How to select the best candidates - and avoid the worst
- •II. Answer the following questions.
- •III. In another part of the article (not included here), the writer suggests that selectors should look for three qualities:
- •Discussion
- •Job interview. Dialogue
- •I. Read and translate the dialogue:
- •II. In pairs, make conversations using the prompts below.
- •II. Discuss these questions.
- •III. Match the adjectives in column a to the nouns in column b. Make six word partnerships.
- •IV. Now complete these sentences with word partnerships from the list.
- •Writing
- •II. Write your own letter of application in reply to the following advertisement:
- •Unit 9. Cultures in business reading
- •I. Before reading the text learn the following words.
- •The impact of culture on business
- •I. Which do you think of the three statements (a, b, or c) given below the extract offers the most accurate summary.
- •II. Read the text again. Identify the following:
- •Ian Hamilton Fazey examines a ten-point guide to doing export business in Japan.
- •Discussion
- •Visitors from china
- •Writing
- •Differences between British and American Letters
- •Discussion
- •II. Put an f for formal and an I for informal language. Give reasons.
- •III. Read the two models and find out which model:
- •IV. Match these phrases with the types of letters. Give more opening phrases and endings for each type of letter.
- •VI. Read the following questions and identify the type and style of each letter. Then write any two of them. Write your answer in the appropriate style, using 120-180 words. Do not include addresses.
- •Writing
- •II. Read the instructions below and write a reply including all the information given.
- •Additional information the layout of letters
- •Additional reading the scope of economics
- •How to study economics?
- •Employment
- •Minimum wage
- •Types of inflation
- •Competition
- •Money illusion
- •Money supply
- •Fiscal policy
- •Foreign direct investment
- •Free trade
- •Globalisation
- •Taxation
- •An advertisement for the new ford puma
- •Eye contact
- •Letters and documents
- •Contents
III. Negotiations
I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are.
Ten rules for negotiating.
1. Find out how many points are to be negotiated.
2. Start from an extreme position.
3. Assume the other person owes you a concession.
4. Don’t concede without exchange.
5. Don’t give what you can sell.
6. Exaggerate the value of your concessions, minimize the value of the other person’s.
7. If they insist on “principle”, expect a concession in return.
8. Only threaten what you are prepared to carry out.
9. Don’t show disrespect to the other person.
10. If you’re happy with the result, don’t shout “I’ve won”
II. Read Dr. Smith’s rules and then look at the remarks in list a. These remarks are not good for negotiating. Instead, use phrase from list b.
A
a) You see? I knew I'd win!
b) I know what you want to discuss, so let's start.
c) I can reduce the price. Does that help?
d) Delivery? That's no problem; no extra charge.
e) It's against your policy to give discounts? OK.
f) What a ridiculous idea! Don't be stupid.
g) Another half per cent? Yes, that's a very generous offer you're making.
h) This is my final offer. If you refuse, I'll cancel everything.
В
1) If you increase the order, then we may be able to reduce the price.
2) Very well, but if you can't give discounts, I'm sure you can extend . . .
3) If you can't accept this, I may have to reconsider my position.
4) I think we can agree on these terms.
5) I'm afraid that will not be possible.
6) May we go through the points to be discussed before we begin?
7) Half a per cent is a very small amount.
8) Delivery? Well it may be possible but only if ...
III. Below are the stages of a negotiation and some expressions which you may find useful at each stage.
1. Conversation
I'm sure/confident we can reach agreement. (optimistic)
I'm sure there's room for negotiation.
We have a lot to discuss.
Let's see how we get on. (cautious)
2. Presenting your position
This is our position.
This is how we see it.
We think the following is reasonable/appropriate.
Our approach is this.
3. Questioning the other's position
How do you explain your attitude?
How do you justify.. . ? account for . . . ? arrive at... ?
Why do you want . .. ?
Why such a high charge?
Why such a long delivery period?
Why such a low discount?
4. Refusing to accept
I'm sorry, I can't accept 2%.
You'll have to do better than that, I'm afraid.
I'm afraid it's not enough.
Other firms offer more than 2°/o.
5. Refusing to move
I'm afraid I can't agree to that.
increase the rate.
lower the price.
shorten delivery.
We've done our best for you.
We have to maintain a policy.
I have my instructions.
6. Suggesting a compromise
May I make a suggestion?
If you . . . then we may be able to ...
We may be able to ... but only if you . . .
Unless you ... there is no question of our being able to . . .
7. Reaching agreement
Let's just go through the terms.
Let's summarize the conditions.
IV. Now you have the opportunity to negotiate. You speak in turn until an agreement is reached. Refers back to exercise III, if you don’t know the answer.
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Supplier:
You: Supplier:
You: Supplier:
You: Supplier: You: Supplier:
You: Supplier:
You: Supplier:
You:
Supplier:
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Well, let's get started. You know, with this delivery problem I'm sure here's room for negotiation. (1: cautious) Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that. (3: long delivery period) Well, these are in fact the usual periods. It's pretty normal in this kind of operation. Did you expect we could deliver any quicker? (2: 6 weeks maximum delivery; 4 weeks installation) I see what you mean, but that would be very difficult. (4: too late) Ah-ha! Well, look ... er ... You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you could not take it any later, but couldn't your engineers find a way to re-schedule just a little, say another week? (5: refuse) Well, you really are asking us for something that is very difficult. I've already offered you seven weeks. I'll have to consult with my colleagues and come back to you, but I can't see what we can do. (6: if deliver in 6 weeks perhaps talk about further order) Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms. (7: 6 weeks delivery; 4 weeks installation; decision on next order by 26th of this month) Exactly. If you could confirm this in writing I ...
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