- •3.4. Business negotiations: “How to make negotiations successful”
- •How to Make Negotiations Successful
- •Glossary
- •3.5. Business correspondence: “English Business Letters”
- •1.4. Circle in the list the words and expressions you know. Write down their translation in the table and calculate the percentage of your lexical competence.
- •English Business Letters
- •Glossary
- •Class work
- •Introduction
- •1. Study the words and word combinations and circle in the list the lexis you know. Try to find the verbs that are synonyms:
- •2. Fill in the missing words in the story below. Choose them from the following:
- •3. Match the quotes (a-k) with statements (1-11) about the meeting.
- •4. Language focus: Past Indefinite Tense
- •4.6. Business negotiations
- •Introduction
- •Read the vocabulary and tick the words and expressions you know.
- •Match the sentence beginnings (1-8) with the correct endings (a-h).
- •Look at the negotiating scenario in the text from home-reading. Arrange these phrases
- •The negotiations are ending. Arrange the phrases Jose uses to close negotiations in the correct order.
- •Language focus: Modal verbs
- •Situation. Discuss these questions in class:
- •4.7. Business correspondence
- •Introduction
- •1. Before making exercises read the vocabulary and tick the words and expressions you
- •2. Match the letters (a-n) with the different parts of the letter (1-14) Great Eastern Associates (a)
- •1 Nottingham Road
- •Www.Greas.Co.Uk (n)
- •3. Match each of the extracts from business letters with the type of letter from which it is taken. Put prepositions where necessary:
- •4. Read the dialogue about sending and receiving faxes. Reproduce your own dialogue using the word combinations put in italics.
- •5. Language focus: Future Indefinite
The negotiations are ending. Arrange the phrases Jose uses to close negotiations in the correct order.
Let me just run over the main points. On engine quantities,
I think that covers everything.
If you agree to the proposal, we’ll draw up a contract based on those points.
payment to settle, and there is also still the outstanding issue of documentation.
We agreed that you would improve the power of the engine by ten per cent.
We agreed that you would supply us with 120 units over four years. As far as performance is concerned,
We still have the question of the currency for
We’ll send you a written proposal on these last two issues.
Language focus: Modal verbs
Look at the expressions given below and use them when making the Activity 5.
will be able to (infinitive)
can agree to (infinitive)
could consider (ing)
may offer (noun)
might offer to (infinitive)
might be able to (infinitive)
Example: If you offer more flexible payment conditions, then we (consider / pay) a higher
price.
If you offer more flexible payment conditions, then we could consider paying a
higher price.
As long as engine performance improves by ten per cent, we (offer / price) 550$ per unit.
On condition that you deliver 20 engines by May, then we will (consider) more flexible
price.
Supposing that you provide good technical support, we (be able / increase) our order.
Provided that you supply documentation in Portuguese, we (consider / send) our personnel to you for training.
Providing that this contract works out OK, we (agree / work) with you in future.
Situation. Discuss these questions in class:
Do you consider people should tell the complete truth when negotiating?
Is every negotiation potentially a win-win one?
- What qualities make a good negotiator? Did you have to negotiate? Do you like it?
4.7. Business correspondence
Introduction
Correspondence is an essential part of business. In spite of telephone, telex, telegraphic and faximile communication the writing of letters continues. In fact most telephoned and telegraphed communications have to be confirmed in writing. Every letter no matter what kind it is, should be laconic, precise, to the point and positive. Letters are written on various occasions and on various subject matters. Many business letters are connected with establishing business relations, doing business and various questions.
1. Before making exercises read the vocabulary and tick the words and expressions you
know.
essential
to confirm
precise
to the point
occasion
to establish
salutation
letterhead
introductory paragraph
enclosures
complimentary close
signature
addressee
rejection
application
2. Match the letters (a-n) with the different parts of the letter (1-14) Great Eastern Associates (a)
1 Nottingham Road
Derby DE 1 3AB (b)
Tel: 01322 55887
Fax: 01322 55888
e-mail: enquiry@insane.co.uk
7 February 2005 (c)
Mary Jones
Frescos Business Services
Bethllhem House (d)
Zelda Road
London
W3 6HJ
Dear Mary, (e)
I write to you to thank you for another year of fruitful cooperation between our two companies. You are one of our most loyal and valued customers and we always try to give you as high level of service as possible at an extremely competitive price. We are sure that this is the right approach. (f)
This is why we want you to be one of the first to know about our plans to improve our future prospects through expansion. We have already invested a large sum of money in up-to-date distribution facilities and negotiations for further financing now are entering a critical stage.
The result of all this will be easy ordering more accurate figures on the status of your orders and guaranteed satisfaction for all.
Of course, there has been a mixed reaction from some of our newer customers, but I am sure that you will be patient with us during the period of transition.
These changes will make a positive contribution to our continuing partnership and I can assure you that we shall continue to operate by verbal agreement on telephoned orders in the future as we had in past. (g)
Please contact me if you need more information.
We look forward to hearing from you. (h)
With best regards (i)
Signature: (j)
Alfredo McKay (k)
Customer Relations Manager (l)
Enc. GE Associates brochure (m)