Nouns and pronouns may change.

'My new sales team is difficult to manage.' He said (that) his new sales team was difficult to manage.

• When we report things that are either very recent or generally true, we often use the same tense as the speaker.

G.1. Complete these sentences with the correct form of say or tell.

l He said that he was finding it difficult to manage people.

гHe me that he was finding it difficult to manage people

3. She him to improve his performance.

4. She they would never agree:

5. My boss me not to pay the invoice.

6. He that he worked for General Electric.

G.2. Use say, tell and ask to report this dialogue between two company directors. For example, Philip told Amanda/said (that) he wanted to motivate their managers more.

Philip I want to motivate our managers more.

Amanda Are you delegating the less important decisions?

Philip I think so. And I'm making more time to listen to their suggestions

Amanda That's good. Responding to their ideas is really important.

Philip Is the department investing enough in training?

Amanda Yes, it is. This year's budget is bigger than last year's.

Useful language

Making excuses

It's very kind of you, but...

I'd like to take it easy/relax if you don't mind.

It's very kind of you, hut another time perhaps.

Making conversation

What do you like to do in your spare time? Where are you going for your holidav this year? Can you tell me about any interesting places to visit? What/How about you?

Showing interest

Interesting! Really?

Saying goodbye/Thanking your host

Thanks very much for your hospitality.

I really enjoyed the meal.

Thanks for snowing me round the city/town.

I'll be in touch soon.

Goodbye. All the best.

Unit 12

Conflicts

Smooth seas do not make skilful sailors.

African proverb

How good are you at managing conflict? Answer the questions in the quiz below. Compare your score with a partner

You are in a meeting. People cannot agree with each other. Do you

a) say nothing?

b) intervene and propose something new

c) take sides with those you like?

d) suggest a 10-minute break?

2. Your two closest friends have an argument and stop speaking to each other. Do you

a) behave as though nothing has happened?

b) bring them together to discuss the problem?

c) take the side of one and stop speaking to the other?

d) talk to each one separately about the situation?

3 You see two strangers. One begins to hit the other. Do you

a) pretend to be an off-duty police officer, aid ask them what is going on?

b) call the police?

c) shout at them to stop?

d] walk away quickly?

4 Your neighbors’ are playing very loud music late at night. Do you

A) ask them to turn it down?

b) do nothing?

c) call the police?

d) play your own music as loudly as possible?

5.. You are in the check-in queue at an airport. Somebody pushes in. Do you

A ) ask them to go to the back of the queue?

b) say nothing?

c)complain loudly to everyone about people jumping queues?

d) report them to an airport official?

6) A colleague criticises your work. Do you

a)consider carefully what they say?

b) ignore them?

c) get angry and criticise them?

d) smile, but wait for an opportunity to get back at them?

S.1.Work in pairs or small groups. Make a list of common causes of conflict in companies and organizations.

L.1. Eileen Carroll is Deputy Chief Executive of the Centre for Effective Dispute Resolution, an organisation that helps to resolve business conflict. Listen to the first part of the interview. Does Eileen mention any of the causes you listed in Exercise S. 1.?

L.1. Listen to the first part again and complete each cause of conflict with one word.

• …………. 'expectations about what a contract can deliver

• lack of……………..2 when expectations are not being met

• ………………………………..3 badly or not at all

• a change in…………………………….. 4

• change of……………………………… 5 structures

L.2 Eileen is a mediator, i.e. a person who tries to end a disagreement between two people or groups. Listen to the second part of the interview. What are the three key elements that help her resolve business disputes?

S.2. Tell your partner about any experience you have of:

1 a conflict which was handled well

2 a conflict which was handled badly.

Grammar

First conditional

if + present simple, will + base form of the verb This describes a possible condition and its probable result. If we meet our sales target, we'll get a bonus.

Second conditional

if+ past simple, would + base form of the verb This describes an unlikely condition and its probable result If he listened more, he'd be a better manager.

Conditionals and negotiating

Conditionals are often used when negotiating. If you give us an 8% discount, we'll made a firm order If we increased our order, they'd give us a bigger discount.

Correct the grammatical mistakes in these sentences.

1. If you give us a 10 % discount, we would place our order today.

2. If I would have more money, I would go on a cruise

3. If I will go to London next week, I'll visit their sales office.

4. If I would work from home, I would have more time with my children

Combine phrases from columns A and В to make conditional sentences. For example, If you pay in euros, we'll deliver within seven days.

more than one answer may be possible in each case

В

1. pay you a higher commission

2. offer you a special discount

3. reduce the price

4. give you a signing-on bonus

5. pav all the transport costs

6. give you a 5% discount

7. deliver within seven days

8. give vou the day off tomorrow

apayineuros

2. ordertoday

3. finisheverythingtonight

4. deliver by the end of the month

5. give us a one-year guarantee

6. exceedthesalestarget

7. payalltheadvertisingcosts

8 sign the contract now

Discuss these questions in pairs.

What would you do if:

1. you saw two colleagues having an argument⁷ I wouldn’ t get involved

2. A colleaguecriticisedyou?

3. You saw a colleague stealing something?

4. Your boss never listened to your ideas?

5 your boss asked you to work till midnight?

Which of the following are good ways of dealing with conflict in a negotiation?

1 Avoid eye contact. 6 Say'Isse what you mean.'

2 Smile a lot. 7 Find out why the other side is unhappy.

3 Sit back and appear relaxed. 8 Focus on the issues, not on personalities

4 Stop the discussion and come back to it later. 9 Say something humorous.

5 Say nothing for a longtime. 10. Speak calmly and slowly.

L. 10.3 A union representative meets a general manager. The representative is angrу because the company's staff are no longer allowed to use the company car park. Listen to the conversation and answer these questions.

What is the general manager's first suggestion to solve the problem?

Why does the union representative reject the suggestion?

What solution do they finally agree on?

L. 10.3 Listen again and complete the extracts.

1 Look, Tracy, I ..understand what you're ………………..but it just isn't possible anymore.

2 We've got to do something about it. OK…………………………………… this?............................. we keep five spaces for staff, and it's first come, first served?

3 There is another…………………………………………… How about if the staff park their cars in the car park near the station7

4 OK, Tracy. What if we………………………………. help towards the cost? We………………………..be able to pay. say, 30 per cent.

Discuss whether the extracts in Exercise С are examples of canning people

Useful language

Calming down

I understand what you're saying.

I can see your point of view.

Well, I know/see what you mean

Why don't we come back to that later?

Let's have a break and come back with some fresh ideas.

You don't have to worry about...

Creating solutions

A compromise could be to ... How about if ... What if...

Let's look at this another way.

Another possibility is...

Closing a negotiation

Let's see what we've got.

Can I go over what we've agreed?

Let's go over the main points again.

OK, I think that covers everything.

We've got a deal.

Fine. Right. That's it then.

Unit 13

New business

What conditions are important for people starting new businesses? Choose the three most important from this list. Can you think of any others?

• low taxes • good transport links

• skilled staff • training courses

• low interest rates • high unemployment

• cheap rents • a strong currency

• stable economy • government grants

Ql Many economies contain a mix of public- and private-sector businesses. Think of companies you know in the areas below. Which are public-sector companies and which are private-sector companies?

• post office • rail

• TV/newspapers • water

• energy • telecoms

• cars • airlines

V1. Match the economic terms (1-10) to their definitions (.a-j).

L 11.2 Professor Roger Mumby-Croft is Head of the Enterprise Centre in the Business School at Oxford Brookes University. Listen to the first part of the interview. What are the main problems facing new businesses, in his experience?

L .2 Listen to the second part and decide which of the following was the interviewer's question.

1 What advice do you give to people starting their own companies?

2 Why are there so few agencies which really help new businesses?

3 How can new businesses get help to grow and become successful?

4 Why do so many new companies have problems with business planning?

L 3 Listen to the third part of the interview. Decide whether these statements are true (T) or false (F).

1 The managing director was confident that the electrical engineers would be able to build and grow a business.

2 The engineers needed help in order to develop their product.

3 The product they developed was problematic from an environmental point of view.

4 It tool< two years to develop their business skills.

5 Their turnover this year will be o\ er a million pounds.

Grammar

Time clauses provide information about actions and events in the past present and future.

1 We often use when to introduce time clauses.

• He remembers when he first joined the company .... (past time)

• When there are few jobs, young people tend to study more (present time)

• When I'm on the plane, I'll read all the contracts, (future time)

We can also use while, before, after, until and as soon as to introduce time clauses.

• Many new high-tech companies started while the economy was growing.

• Wе need to arrange our finance before we can develop the business

• After we meet the candidates we'll decide how many to employ.

• Until inflation is under control, planning will be difficult.

When we use a time clause to talk about the future, the verb in the time clause is m the present tense or the present perfect tense.

• As coon as they sign the contract, we'll annovnce the deal.

Language review

Time clauses

• We '11 make tne decision when we've finished the budget. Match the sentence halves to make appropriate sentences.

1 We'll have breakfast in thd hotel a) could you check tnese figures.

2 Please talk to your line manager b) when the conditions are right.

3 Until we have full employment, \ 0 as soon as interest rates fall.

4 We won't hire new staff \ <0 until we get new business.

5 While you're waiting for the fax, e) before you sign the contrart.

6 we can set up in that country V 0 our ecoromy will not improve

7 While I'm with this company, g) before we go to the office.

8 Consumer spending rises h) 1 want opportunities for

training.

Answer these questions.

What is the population of your a) country? b) city? How many people work for your company/study at your institution? What is the average salary in your country? What is the inflation rate? Roughly how many people are unemployed? What is the interest rate for savings?

L 1 7 Listen to the following extracts from a radio business news programme. Underline the numbers you hear.

Useful language

Saying large numbers

For example, 912,757,250 =

912, 75 7, 250

nine hundred and twelve million, seven hundred and fifty-seven thousand, two hundred and fifty

British and American English differences

twenty (AmE)

0 = zero (AmE)

and twenty (BrE)

320 = three hundred 0 = nought / oh (BrE)

Decimals

1.25 = one point two five 0.754 = nought point seven five four (BrE) zero point seven five four (AmE) point seven five four (BrF/AmE)

Fractions

5/7 = five-sevenths 2A = two-fifths

Percentages

65% = sixty-five percent

Currencies

У2 = a half % = a quarter

£3,000,000 = three million pounds €16,000 = sixteen thousand euros

Unit 14

Financial system of KZ

Economic development of Kazakhstan

I. Try to discuss the main aspects of economy of the Republic of Kazakhstan considering the following points:

Economic situation in early 90’s

The strategy of economical development

Natural resources

Industry of Kazakhstan

Agriculture

Transportation system

Necessary vocabulary

Market economy –

Profit –

Producer –

Consumer –

Growth rate –

Supply –

Demand –

Enterprise –

Stock exchange/stock market –

Raw materials –

Oil field –

External debt –

GNP (Gross national product) –

GDP (Gross domestic product) –

Per capita –

Domestic market –

Investment –

Revenue –

Expenditure –

Budget –

National fund –

Sustainable development –

Non-ferrous metals –

Ferrous metals –

Economy of Kazakhstan in brief

The economy of Kazakhstan has lived through a difficult period of modernization and change from planning economy to the market economy. There are several strong points of the economy of Kazakhstan. First of all in terms of resources Kazakhstan is one of the richest regions on the planet. In terms of the reserves of zinc, wolfram and barium the republic is ranked first in the world, in terms of silver, lead – second, in terms of copper – third, in terms of gold – sixth.

Today Kazakhstan exports fuel, energy resources (oil, gas, and coal) and metals (iron, chrome, steel, copper, aluminum, zinc and lead). According to the latest estimations the general reserves of gas and oilfield make 23 billion tons.

The agricultural sector is an important sector of country’s economy. The north Kazakhstan climate provides ideal conditions for growing wheat, oats, and other grain crops and also allows developing vegetable production, industrial crops – sunflower, tobacco etc. In the south there are cotton, sugar beet, rice fields.

As for international economic relations, the main partners of Kazakhstan are the Russian Federation, the People’s Republic of China, the countries of Central Asian region, European Union and others.

The main export goods are: oil and oil products (35%), nonferrous metals (17%), ferrous metals (16%), grain crops (9%). The basic imported products are cars, equipment, instruments and machines, chemicals, food products, ready products and consumer goods.

Main figures

GDP growth in 2008 105% in comparison to 2007

Unemployment rate – 6.3% in 2008

External trade – in 2008 42,5% more than in 2007

Revenues – increased for 21.7%

Expenditures – increased for 27,2% in 2008

II. Answer the questions using the information from the text

1. What are the main sectors of economy? 2. Name the natural resources Kazakhstan is rich in? 3. Who are the main partners of Kazakhstan? 4. What are the main export goods? 5. Tell about the agricultural sector

III. Make a research

1. What are the main figures now compared to 2008. 2. Compare the export as in 2008 and now. 3. Name the strongest points of our economy. 4. Name the biggest companies in each area of economy. 5. Are there any new industries opening in Kazakhstan? Name them.

IV. Fill the table including the information about industry, economical strong points of each region of Kazakhstan

Aktobe region

Atyrau region

West Kazakhstan region

Mangystau region

Akmola region

Pavlodar region

North Kazakhstan region

Kostanai region

Almaty region

South Kazakhstan region

Kyzylorda region

Zhambyl region

Karaganda region

East Kazakhstan region

Individual work

Make a presentation on one sector of economy and one big company. Include statistical information.

1

2

3

4

5

6