- •Contents
- •Структура підручника
- •Unit 1 looking for a job
- •Words to Remember:
- •Job Hunting
- •Job advertisement
- •An application form
- •Text: Resume or Curriculum Vitae (cv)
- •Types of resume
- •Sample: Chronological resume
- •Sample: Functional resume
- •Sample: Targeted Resume
- •Cover Letter
- •Interview
- •Cv (Resume)
- •Sample Thank-You Letter
- •Supplementary text
- •Gain a wealth of experience
- •Unit 2 the structure of a company
- •Words to Remember:
- •Text a Basic Forms of Business Organisation
- •Words to Remember:
- •Text b Business structure. Staff of the enterprise
- •Board of Directors
- •Text c Corporate Culture
- •Unit 3 telephoning
- •Useful language
- •Cross-cultural communication on the phone.
- •Unit 4 marketing
- •What is marketing?
- •Branding
- •If you can make it, they can fake it
- •Unit 5 presentation
- •1. The introduction
- •2. The main body.
- •3. Summarizing and concluding
- •4. Questions and discussion
- •Using visual support
- •Unit 6 promotion
- •Unit 7 advertising
- •Is it important to adapt advertising for different cultures? What differences in advertising have you noticed when travelling abroad?
- •Information sheet
- •Effects of Advertising
- •Unit 8 payment
- •Me and my money
- •Here are some abbreviations you can meet
- •In business documents:
- •Exercise 17 Read and translate the dialogue ‘Discussing the price problem’.
- •Unit 9 business letters
- •Structure of a Business Letter
- •Letters of Enquiry
- •Letters of Offer
- •Letters of Order
- •Letters of Complaints
- •Unit 10 negotiations
- •Effective negotiating requires clear thinking and a constructive approach
- •Stages of Negotiation Opening statement
- •Dealing with conflict
- •Ending / Breaking off negotiations
- •Unit 11 business contracts
- •Contract № 123
- •Insurance
- •Unit 12 transport logistics
- •1 Multimodal ▪ 2 piggyback ▪ 3 intermodal ▪ 4 unaccompanied
- •5 Block train ▪ 6 single-wagon
- •Instructions ▪ fit ▪ distribute ▪ exceeded ▪ diagonally
- •1 Commercial invoice
- •1 Advance payment 2 cash on delivery 3 open account
- •4 Documents against payment 5 documentary credit 6 bank guarantee
Ending / Breaking off negotiations
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I’d like to run through the main points that we’ve talked about. Can we summarize the proposals in a few words (the progress we’ve made / the important points of our/your offer)? We look forward to a successful partnership. I think we’ve gone as far as we can. I’m sorry, but I don’t think we’re going to agree to a deal. It’s a pity we couldn’t reach agreement this time. Unfortunately we appear unable to settle our differences. It would be better if we looked for some independent arbitrator. |
Exercise 14 Emily Schmidt, a conference organizer, is coming to the end of her negotiation with a soft-drinks supplier. Read and decide if these statements are true or false.
1. Emily has ordered over 400 bottles of mineral water.
2. The supplier will deliver the order to the conference venue.
3. Emily will pay the supplier by the end of the month.
4. Emily and the supplier still need to discuss the details of the delivery.
Emily: So, can I just go over what we’ve agreed? You’re going to supply us with 100 bottles of still and 200 bottles of sparkling water, to be delivered directly to the Hotel Splendido in Milan on the 15th of March. The total cost to us will be €456, which we have agreed to pay in full within 25 working days of receiving the delivery. Have I missed anything out?
Supplier: No, I think that’s all. Emily ... oh, one final point we need to agree. I think, is a suitable delivery time.
E: Oh, yes, as I said before, the earlier the better! Shall we speak on the phone next week?
S: Good idea. Emily. I’ll ring you on Thursday.
E: OK. I look forward to speaking to you again then. By the way, good luck with your tennis match on Saturday!
S: Oh, thanks. I'd almost forgotten about that. Goodbye!
Exercise 15 Translate the following sentences.
1. Більшість формальних переговорів мають вступну промову. 2. Як ви знаєте, ми маємо дуже напружений порядок денний. 3. Чи можу я почати з того, щоб коротко викласти деякі основні думки, які ми обговорюватиме на цієї зустрічі. 4. Я би хотів закінчити та надати вам можливість відповісти. 5. Я впевнений, що нами буде досягнуто домовленість з ... 6. Я би хотів передати повноваження моєму колезі. 7. Ми хочемо, щоб відшкодування відобразило нашу роботу. 8. За умови, що ви надасте нам 5% знижку, ми погодимось сплатити за товар при доставці. 9. Це здається припустимим. 10. Ми повинні подивитися на вигоди, які отримають обидві сторони. 11. Здається, ми маємо перерватись на деякий час. 12. Я вважаю, що це у наших спільних інтересах прийняти рішення стосовно цієї проблеми. 13. Я вважаю, що більш важливим буде подумати над тим, що може трапитись, якщо ми не досягнемо домовленості/згоди. 14. Найбільш очевидним наслідком буде те, що обидві сторони втратять питому вагу на ринку даного товару. 15. Ціна, яку ви запросили вище, ніж ми очікували. 16. Отже, я підсумую важливі пункти нашої пропозиції. 17. Ми з нетерпінням очікуємо на успішне партнерство.
Exercise 16 Role play. Divide into two groups, A and B. Read the notes for A and B below. In groups prepare a negotiation position. Then choose a partner from the other group to negotiate with. Try to reach the best solution.
Group A
You are sales managers in a large automotive components manufacturer. You are having a meeting with a leader of your team of sales representatives to negotiate new contacts. Sales have not increased in the past year and so you do not want to increase the reps’ pay or their commissions.
Group B
You are the leader of a team of sales representatives. Your pay and commission have not increased for three years. You have a meeting with your sales manager to try to renegotiate your contacts.
When you have finished, report of your negotiation.
Exercise 17 Work with a partner. Choose an item that one of you owns and the other would like to buy, for example a house or a car. Work separately to prepare a negotiation based on the sale of the item you choose.
Decide on various bargaining points, including price, extra benefits, guarantees, payment terms, delivery time, part exchange of other item(s), etc.
After brief preparation, begin your negotiation, each making an opening statement before beginning bargaining over the details of the agreement.
Note: you must reach agreement