Список рекомендуемой учебной литературы:

1. Агабекян И.П., Коваленко П.И., Кудряшова Ю.А. Английский для экономистов: учеб. пособие. – М.: Проспект, 2012.

2. Богацкий И.С., Дюканова Н.М. Бизнес-курс английского языка. Словарь-справочник. Под общей ред. Богацкого И.С. – 5-е изд. Киев: ООО «ИП Логос-М», 2010.

3. Миловидов В.А. Все правила английского языка: справ. пособие/В.А. Миловидов. – М.: АСТ Астрель: Полиграфиздат, 2012.

4. Плюхина З.А. Английский для бухгалтеров и аудиторов + CD-ROM. - М.: ГИС, 2009.

Желаем Вам успеха!

I. Коммуникативные задания

NEGOTIATING A DEAL

UNIT ONE. YOU ARE WELCOME!

• Good morning, gentlemen. Before we get down to business let me introduce my colleague. This is Mr. Burov, our Marketing and Sales Manager.

• Nice to meet you, Mr. Burov. I am responsible for Overseas Sales. My name is Nick Willowson. You can call me Nick.

• Nice to meet you, Nick. Is this your first visit to Russia?

• No, I’ve been to Russia twice, but have never been to your city.

• How do you like it?

• I haven’t seen much of it, so far. It’s much bigger than the town we are based in. The headquarters of our company is in a small town called Vermont. Though, the company itself is rather big. You know, we began to operate internationally 9 years ago.

• In what countries do you work?

• Italy, Bulgaria, Poland and Ukraine. We hope, Russia will be the 5^th foreign partner of ours.

• So we do. Let’s get started.

TASKS

1. Make sure you know all words and word combinations. If not, write them down with their Russian equivalents.

2. Practice reading the dialogue in pairs.

3. Act out the conversation as close to the text as possible.

4. Work out your own scenario of the first meeting between business partners. Write it down in your exercise books.

UNIT TWO. THE VOLUME AND THE PRICE OF THE CONTRACT

- We are thinking of placing an order with you for some agricultural

produce – poultry, beef and dairy products.

- It’s possible. We act as middlemen for many farmers and big

wholesalers dealing in food products.

- Naturally, we are interested in buying what we need at reasonable

prices.

• Couldn’t you specify what you mean by reasonable prices? The total

price of the contract normally depends on its volume – the bigger the

order, the higher the discount, and, consequently, the lower the total

price.

- How do your prices compare with the world prices for the products

I’ve mentioned?

-They are very competitive given the quality of the produce we offer.

The starting price for meet is $ 2,000 per ton, but we can negotiate

it.

• What do you say to $ 1,700?

• It’s out of the question. $ 1,900 on condition you buy at least 100,000 tons.

• Supposing we did. How about $ 1.800 per ton of beef?

• You want us to give you a 10% discount. It’s too much for an order of this size. Let it be 7% which makes 1,760 dollars. It is a fair price, isn’t it?

• Agreed.

TASKS

1. Find English equivalents for the following words and expressions:

• предположим, да (мы согласимся)

• чем выше скидки, тем ниже общая стоимость контракта.

• по разумной цене

• конкурентоспособный

• что Вы скажете на …

• это даже не обсуждается. (это исключено)

• справедливая цена

• предоставлять скидку

• при условии, что …

• сельскохозяйственная продукция

• молочные продукты

• размещать заказ

• посредник, агент

• оптовик, оптовая фирма

2. Make up sentences matching phrases from the two columns.

If we agree to your price… … would you pay for the freight?

… paying in cash?

What do you say to … … will you give us a 7% discount?

… our offer?

How about… … increasing the size of the order?

… would you sign the contract?

Supposing we paid $ 550… … 120 roubles per unit?

3. Roleplay the dialogue in pairs.

UNIT THREE. NEGOTIATING DELIVERY TERMS

AND TERMS OF PAYMENT

• We have come to terms about the price of the contract. Now, let’s discuss delivery dates.

• I think we can deliver within 45 days of signing the contract.

• Is it the best delivery date you can meet? FrostFood promised us to deliver at the end of this month on condition we buy from them.

• Don’t they offer higher prices? As a result, they have fewer customers and can meet better delivery dates. Anyway, the choice is yours.

• Let’s stipulate in the contract it’s an urgent order. Could you deliver within a month, then?

• We think it might be possible if you make an advanced payment not later than next Thursday. One of our ships leaves on Monday, and it goes via St. Petersburg.

• The time is not enough to issue a letter of credit.

• Why don’t you pay by bank transfer? It will take 24 hours.

• That’s right, but it will increase our costs.

• You will save time, and time is money.

TASKS

1. Translate the dialogue into Russian.

2. Practice reading the dialogue aloud in pairs. Change roles.

3. Write out essential vocabulary related to terms of payment and delivery terms.

4. Make up your own sentences with these words and expressions.