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Unit 24 Business Negotiations 181
2. Persuade “Motor” representatives to come to our offices in Santa Monica.
3. Principle objective: delivery of first 20 engines in six months; other objectives:
flexible payment, strong quality guarantees, price less important, but aim for US
$500,000 per engine, find out more about “Motor’s” priorities.
4. Ralf says that “Motor” are in financial difficulty: they badly need orders.
5. Will accept price up to US $550,000 if specifications are good.
6. “Motor” well-known in the industry for its ‘strong’ negotiating techniques.
Ex. 27 Look at the steps in the part 3 of the text. Arrange these phrases John
uses at the beginning of the negotiation in the correct order.
1. As you all probably know, Mr. Walt and I met at the Aerospace Trade Fair in
Frankfurt last year and we had a very interesting discussion about the possibility
of our two companies working together.
2. I believe you’re flying back on Friday evening, so that gives us three days. I
think two days should be enough to cover all the points. On the third day,
Friday, if we have an agreement, I’ll ask our lawyers to finalize conditions for
the contract with you.
3. Mr. Walt, good to see you again. How are you? Let me introduce my colleagues:
Sandra Listy, our chief purchasing officer, and this is Fern Sun, head of
production at “EastWings”.
4. Will we go to the conference room and make a start?
5. Well we’ve looked at the potential market for our new plane, and it looks as if
we will need 100 engines over the next three years.
6. Would you like some coffee or tea, or would you prefer juice? How was the
flight?
Ex. 28 Mr. A is in another country in order to try and get a multi-million
dollar order from Mr. В and his assistant, Mr. C. Put each problem that occurs in
their meeting under one or more of the headings in the part 3 of the text.
1. Mr. A wanted to start the negotiations immediately, but Mr. В suggested a
sightseeing tour of the city and a game of golf the next day.
2. Mr. В started asking Mr. A about his wife, home and family.
3. When Mr. С made an important point, Mr. A was silent for two minutes before
replying. This made Mr. С very nervous.
4. When talking, Mr. В looked directly at Mr. A and his two assistants in turn,
giving them equal attention. Mr. A started to look annoyed.
5. During a break for coffee, Mr. В put his arm around Mr. A’s shoulders in order
to be friendly.
6. When Mr. A was talking, Mr. С frequently interrupted him.
Ex. 29 Match the replies (1-6) to the probing questions (a-f).
a) What is the situation on production at your plant at the moment?
182 Section 6: Business Communication
b) What sort of quantities are you looking for?
c) What are we looking at in the way of discount?
d) What did you have in mind regarding specifications?
e) What were you thinking of in terms of delivery dates?
f) How important to you is the currency for payment?
1. Perhaps 100 units per year over five years.
2. We can offer ten per cent if the quantities are right.
3. We’d like to see a ten per cent improvement in performance.
4. We’d prefer US dollars.
5. We’ll need the first 30 units in six months.
6. We’re operating at full capacity.
Ex. 30 The “EastWings” – “Motor” negotiations continue. Use expressions
from the model to complete John’s phrases below, using the correct form of the
words in brackets.
Model: | will | be able to (+ infinitive)
| can | agree to (+ infinitive)
… then we | could | consider (+ -ing)
| may | offer (+ noun)
| might | offer to (+ infinitive)
1. If you offer more flexible payment conditions, might / consider pay / higher
price.
2. As long as engine performance improves by ten per cent, may / offer / price /
$550,000 per unit.
3. On condition that you deliver 20 engines by May, will / be able to / consider /
more flexible / price.
4. Supposing that you provide good technical support, might / be able to / increase
/ order.
5. Provided that you supply documentation in English, could / consider / send
personnel / you / training.
6. Providing that this contract works out OK, might / agree / work / you / future.
Ex. 31 Match the sentence beginnings (1-5) with the correct endings (a-e).
The sentences all contain expressions from the part 6 of the text.
1. “Boeing” offered the idea of a 600-plus seat jet to airlines last autumn. …
2. The country’s trade negotiators are trying all sorts of tricks to protect their
farmers, …
3. The TV presenter gave his bosses an ultimatum that he would leave the show …
4. The company said they would fire all of us if we didn’t accept the deal …
5. Over the past two years, Mersey Docks has made a number of ‘final’ offers, …
Unit 24 Business Negotiations 183
a) … for example, allowing only whole chickens to be imported, not chicken parts.
b) … But European plane industry executives are convinced that “Boeing” is
bluffing.
c) … the last one being £28,000 to each docker involved in the dispute.
d) … if Miss Taylor was allowed to stay as co-presenter.
e) … but we called their bluff – we refused and six months later we still have our
jobs!
Ex. 32 John Olive is trying to deal with some problems in the “EastWings”
–“Motor” negotiations. Match the expressions (1-5) to the points expressed in the
part 6 of the text.
1. With currency values changing so quickly, you want to think further about the
currency you want to be paid in.
2. If you can increase the performance of the type of engine we’re interested in, we
may be willing to pay a little more.
3. Well, the currency for payment would seem to be the problem here.
4. We’ve reached agreement on the number of engines you are willing to buy, and
that’s very positive.
5. We’ve definitely reached a consensus on price – that much at least is agreed.
Ex. 33 The “EastWings” – “Motor” negotiations are ending. Arrange the
phrases John uses to close negotiations in the correct order.
1. Let me just run over the main points. On engine quantities, …
2. I think that covers everything.
3. If you agree to the proposal, we’ll draw up a contract based on those points.
4. … payment to settle, and there is also still the outstanding issue of
documentation.
5. … we agreed that you would improve the power of the engine by ten per cent.
6. … we agreed that you would supply us with 120 units over four years. As far as
performance is concerned, …
7. We still have the question of the currency for …
8. We’ll send you a written proposal on these last two issues.
Ex. 34 Answer the questions.
1. What qualities make a good negotiator?
2. Do you have to negotiate? Do you like negotiating? Why / why not?
3. What are the normal social ‘rules’ in your place in the context of a buyer-
customer negotiation?
4. Is every negotiation potentially a win-win one?
5. Do you think that that making a goodwill gesture is a good idea, or should you
always demand concessions in return for the concessions that you make?
6. Do you think people should tell the complete truth when negotiating?
184 Section 6: Business Communication
7. What sort of agreements or contracts does your organization or educational
establishment have with others? Who draws them up?
8. Think for some recent negotiations in your place. What stages did they go
through?
?
24.4 Comprehension
Ex. 35 Find the mistakes and correct them (See “Grammar”, G.25.2). If
there is no mistake, write right.
1. Have ever you been to Thailand?
2. What means this word?
3. How much costs it to fly to Australia from here?
4. We can’t remember where did we put our passports.
5. Had the play already started when you got to the theatre?
6. Now, come and sit down. Would you like to explain what is the problem?
7. How long did it you take to get here?
8. Now I understand why didn’t you tell me about your job!
9. Excuse me. Can you tell me where the dictionaries are?
10. Why people in your country don’t show more respect to the elderly?
Ex. 36 Choose the right answers (See “Grammar”, G.25.2).
1. ... there a good connection from the airport to the city?
a) Are b) Does c) Is
2. ... Washington the first city in history to be built for the purpose of
governments?
a) Was b) Did c) Were
3. ... you know where I can change my flight booking?
a) Are b) Does c) Do
4. Is the US legislative branch made up of two ... three houses?
a) or b) than c) and
5. May the writer criticize ... praise the actions of some public officials?
a) or b) but c) than
6. Are there billions ... millions of stars in the Galaxy?
a) if b) whether c) or
7. Do the citizens take part in national elections directly ... indirectly?
a) if b) and c) or
8. Let’s go to the party tonight, ...?
a) will you b) will us c) will we
9. Don’t be late, ...?
a) will you b) do you c) don’t you
10. We could turn down the road, ...?
a) did we b) could we c) couldn’t we
11. She is perfectly willing to listen to reason, ...?
a) is she b) isn’t she c) does she
12. There was no national election last month, ...?
a) was there b) was it c) is there
Unit 24 Business Negotiations 185
13. Who ... America?
a) did discover b) does discover c) discovered
14. Why ... the navigators ... to find new trade routes in the 15th century?
a) do ... tried b) has ... tried c) did ... try
15. What ... booms and depressions in free economies?
a) causes b) is caused c) does cause
16. What role ... G. Washington ... in the American Revolution?
a) had been ... played b) is ... played c) did ... play
17. Where ... Washington, D.C. ...?
a) does ... locate b) is ... located c) has been ... located
18. How many imposing buildings ... in Washington, D.C.?
a) there are b) are there c) are where
19. When ... the Civil War ...?
a) did ... end b) had ... ended c) was... ended
20. How long ... you to answer all the questions?
a) was it take b) did it take c) it took
Ex. 37 Use the expressions below to complete these extracts.
1. The Government’s approach of ‘If you do this, then we’ll do that’ seems to
owe more to political ... than good policy-making.
2. When London was chosen as the site of the European Bank for Reconstruction
and Development, France insisted that a Frenchman get the top job. When
Frankfurt was chosen for the European Central Bank, the French again wanted
a similar ....
3. The unions suspended the strike until next week as a goodwill ... aimed at
reopening negotiations with employers’ organizations on ending the strike.
4. She is a hard, unforgiving businesswoman making ... to no one.
5. When too many customers turn up, some airlines have introduced
compensation packages to persuade them to take a later flight. Experienced
travellers then ... to get an even better package.
6. Buyer and seller enter into a legally ... contract once an offer has been
accepted.
7. DAF is bidding for a ... contract to supply trucks to the British army.
8. If two people have agreed on something and signed a sheet of paper, is that a ...
contract?
9. Peters claimed that Schaffer was only an employee in his company, but
Schaffer asserted that an unwritten, ... contract made them partners.
10. She had an ... contract due to expire later in the year and wanted to take time
off work to have children.
__________________________________________________________________
Gesture, oral / verbal, haggle, binding, horse-trading, employment, concessions,
commercial, trade-off, binding / legal.
186 Section 6: Business Communication
UNIT 25. BUSINESS DOCUMENTS
1. Грамматика: конверсия, интернациональная лексика, многозначность
(the Conversion, International words, the Polysemy).
2. Аудирование: текст “Modern Means of Transport in Japan”.
3. Лексика: текст “Shipping Documents” и упражнения.
4. Лексико-грамматический тест.
25.1 Grammar: the Conversion, International words, the Polysemy
(See section “Grammar”, G.27)
Ex. 1 Translate the sentences paying attention to the words founded with the
help of the conversion.
1. Besides his work Einstein liked most of all playing the violin and boating.
2. He didn’t know her likes and dislikes.
3. A small boat couldn’t hold so many people.
4. They supply us with all necessary information.
5. Our supplies of fuel have come to an end.
6. When was this ship built?
7. The supplies are shipped to Antarctic Stations in summer.
8. It was a fine day, and many people were boating on the lake.
9. There was no wind and the sails were down.
10. The ships sailed across the Atlantic as early as the 15th century.
11. A submarine of this design can cross the Arctic under water.
12. Large supplies of fuel were stored during summer.
13. Fuelling stations are situated along the highway.
14. Will you step aside, please?
15. He took one step forward.
16. Can your repair my watch?
17. The house needs only small repairs.
18. I didn’t like this last remark.
19. He remarked on the kind of work they would have to carry.
Ex. 2 Read the following international words and give their translation (See
“Grammar”, G.27).
Story, progress, communication, barrier, canyon, central, parallel, cable, lift,
peak, ventilate, automobile.
Ex. 3 Work with the international words (See “Grammar”, G.27). Translate
the following sentences.
1. Is your watch accurate?
Unit 25 Business Documents 187
2. These are his actual words.
3. The house was built of steel and concrete.
4. Have you got any concrete proposal?
5. He lost control of his motor car and met with an accident.
6. I lost control of myself and hit him.
7. All copies of the magazine were sold out.
8. I want to have a copy of my document.
9. His data are quite reliable.
10. 3, 5, 7 are figures.
11. The girl has a nice figure.
Ex. 4 Translate the sentences paying attention to the words formed by the
conversion.
1. a) I have no doubt
b) He doubted
c) He doubts
2. a) He is said to have published a paper that concerns
b) Everyone filled with concern
c) It does not concern
3. a) It’s dark here, be careful not to fall
b) A heavy fall
c) The fall
of the regime occurred in 1986.
4. a) They hope to have your support
b) Hard rock provides a strong support
c) He supports
5. a) Mother wants to feel secure
b) By strengthening the river banks, the city secured
c) Is this bridge secure
6. a) Having reached the river they stopped as it was unsafe to move further.
b) After the discussion they carried on further
c) The house was on the further
about it.
the results of the experiment.
your honesty.
drug abuse.
when news came about the accident.
me.
down.
of snow was expected.
.
.
a big family.
about her children’s future.
itself against floods.
?
research.
side of the hill.
Ex. 5 Translate the sentences paying attention to the so-called false friends
of an interpreter (See “Grammar”, G.27).
1. There was some thin film on the surface.
2. A new film is shown in the club.
3. You will find some interesting articles in this magazine.
4. What’s the object of your visit?
5. What's that little black object?
6. The operation of this machine is rather easy.
7. Only an operation will help him.
8. Some changes have been made in the original design.
9. It was quite an original idea.
188 Section 6: Business Communication
10. His principal problem was lack of time.
Ex. 6 Find the necessary meanings of the underlined words.
1. I want a room with two beds
2. People try to explore the ocean bed
3. They crossed a dry river bed.
4. The machine rests on a bed
5. They shared
6. He shared
the money equally between five men.
his dinner with a friend.
7. He does more than his share
8. The two children shared
9. The table was piled
with books.
10. The house was built on piles
.
.
of concrete.
of the work.
a room.
.
Ex. 7 Find a noun, translate it.
1. a) recognize b) precaution c) pave d) promote
2. a) tend b) deepen c) density d) destroy
3. a) round b) readings c) raw d) restore
4. a) observe b) operate c) alone d) observer
5. a) capability b) capable c) cloudy d) cut
6. a) distant b) directly c) distance d) due
7. a) skilled b) settlement c) slowly d) smooth
8. a) backwardness b) beat c) backward d) because
9. a) convert b) chiefly c) connect d) conversion
10. a) merely b) meaning c) main d) mean
Ex. 8 Find in the right column the words formed of the words in the left one.
1. skill a) steel b) ship
c) sail d) skilled
2. avail a) available b) aircraft
c) arouse d) above
3. recognize a) replace b) recognition
c) repair d) restore
4. capable a) charge b) chiefly
c) capability d) capacity
5. adopt a) advantage b) adoptive
c) advanced d) alone
6. observe a) opportunity b) obtain
c) observer d) weather
7. read a) reading b) order
c) region d) remark
8. particular a) precaution b) protection
Unit 25 Business Documents 189
c) particularly d) pavement
9. dense a) design b) dependence
c) independent d) density
10. cloud a) convert b) cloudy
c) low d) longer
11. tend a) trouble b) tendency
c) thickness d) timber
12. backward a) branch b) building
c) backwardness d) break down
Ex. 9 Translate the sentences with the words formed by the conversion.
1. a) There is a great demand
b) He was stopped by a man who demanded
c) He demanded
to be told everything.
2. a) The two boats were linked with an iron chain
b) The dog was chained
c) They saw a chain
3. a) They objected
to our change in the plan.
b) There were some strange objects
c) He always objects
4. a) The ground was full of cracks
b) Some parts of the structure cracked
c) Boiling water will crack
5. a) The engineer was asked to estimate
b) I do not know enough about him to form an estimate
c) We estimated
that it would take three months to finish the work.
6. a) I hope he would mention
b) He made no mention
c) There was no mention
for cars in many countries.
his name and address.
.
to the tree.
of mountains in the distance.
in the corner.
to being treated like a child.
after the hot dry summer.
.
a glass.
the costs for the repair of the vessel.
of his abilities.
my name too.
of the fact.
of Popov’s invention in the book.
Ex. 10 Find a noun, translate it.
1. a) dependent b) durable c) depend d) dependence
2. a) reliable b) replace c) replacement d) run
3. a) developing b) development c) developed d) develop
4. a) provide b) providing c) provision d) provided
5. a) attend b) attention c) attentive d) attending
6. a) knowledge b) smaller c) know d) knows
7. a) better b) keep c) keeper d) kept
8. a) finder b) finding c) finds d) harder
9. a) build b) better c) built d) builder
10. a) behaviour b) therefore c) until d) think
190 Section 6: Business Communication
Ex. 11 Remind the different meanings and usage of the words will, should,
would and translate sentences with them (See “Grammar”, G.15.1.3, G.17,
G.20.4, and G.26.4).
1. I will take my examination in June.
2. This new car will be tested tomorrow.
3. Will I go on reading?
4. You should do it by all means.
5. They know that I would fly to London.
6. I said I wouldn’t change my plants.
7. They should do what the chief tells them.
8. She said she would be at the Institute.
9. He would sit for hours on the shore looking at the water.
Ex. 12 Give the necessary meaning of the underlined word.
1. The workers piles
2. In the middle of the room there was a pile
3. We all have civil
4. Try to be civil
5. He left army and entered civil
6. The work of the conference was suspended
7. The water was not pure. There was some suspended
8. The child was fast
9. If you take a fast
bricks on each other.
carpet.
right and civil duties.
to her.
life.
.
matter in it.
asleep.
train you can get there in two hours.
Ex. 13 Translate the sentences paying attention to the so-called false friends
of an interpreter (See “Grammar”, G.27).
1. Progressive loss of sight in old age is inevitable.
2. This is a progressive firm that used the most modern systems.
3. The boat-race is a popular kind of sport at Cambridge.
4. They were making a record of his speech.
5. She broke the record for long distance swimming.
6. Solid water is called ice.
7. He is a man of solid build.
8. Squares are studied in plane geometry.
9. After the accident they had to replace the fuel tank.
10. The tank attack began at night.
Ex. 14 Translate the sentences with the Modal Verbs and their equivalents
paying attention to the international words (See “Grammar”, G.27, G.20).
1. Much more complicated problems are to be solved.
2. They will have to complete the experiment next month.
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