- •Unit 1. Making contacts reading
- •I. Before reading the text learn the following the words.
- •Telephoning across cultures
- •II. Answer the following questions.
- •Discussion
- •I. Meeting people
- •I. Here are the words and phrases which are commonly used when we meet
- •Greetings
- •Farewells
- •Thanks and possible answers
- •First words
- •Ending the small talk
- •II. Phoning your contacts
- •II. Now make the telephone call yourself, using the words above. Try not to use the notes.
- •III. It is not always possible to follow your original plans. You, or your contact, may want to change an appointment. Study the expressions below.
- •Role-play the following telephone situation.
- •III. The telephone
- •I. This datafile gives you many of the terms and phrases commonly used in making telephone calls.
- •II. After studying the text and the datafile above, decide if the information below is true or false.
- •III. Insert the missing word.
- •IV. Choose the best answer for the phrase:
- •IV. Using the words and expressions you have studied try to explain the system of telephone dialing in our country. Unit 2. Business travel reading
- •I. Before reading the text find the meaning of the words below in the dictionary. Learn them by heart
- •Travellers’ tales
- •II. Answer the following questions.
- •III. You have just had one of the terrible experience described in the text. Tell your partner about it. Use your imagination to add more detail. Discussion
- •I. Calling the travel agency.
- •I. Read the dialogue and the text below and remember the words and expressions in bold type.
- •I. You are in London and you want to buy a ticket for Glasgow. Complete the dialogue.
- •Role-play the following situation.
- •II. On the plane.
- •III. At the airport.
- •I. Learn the words you may need for your flight.
- •II. Read the following dialogue. Work in pairs.
- •III. Complete the dialogue using the words you have studied.
- •IV. Use have to and some of the terms from exercise I to complete the following sentences.
- •V. Here are the phrases and questions which you may be asked when you have to pass through the Customs.
- •VI. Complete the dialogue. Work in pairs.
- •VII. Now, it’s your turn to go through the Customs. Make the dialogue. Unit 3. Meetings. Negotiations. Deals. Reading
- •I. Before reading the text find the meaning of the words below in the dictionary. Learn them by heart.
- •II. Answer the following questions.
- •IV. Read and translate the dialogue “Structure and functions of a bank”
- •Discussion meetings. Negotiations. Deals
- •Arranging a meeting
- •Getting a meeting under way
- •III. Negotiations
- •I. Dr. Smith is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are.
- •II. Read Dr. Smith’s rules and then look at the remarks in list a. These remarks are not good for negotiating. Instead, use phrase from list b.
- •V. Complete the questionnaire to find out if you are a good negotiator?
- •IV. Deals
- •I. The words below show some of the most common uses of the word deal.
- •II. Complete these sentences using each of the phrases above in the appropriate form.
- •Unit 4. Company structure reading
- •I. Before reading the text find the meaning of the words below in the dictionary. Learn them by heart.
- •Company structure
- •II. Answer the following questions.
- •Discussion the inner structure of a company
- •Unit 5. Marketing giving a presentation reading
- •Marketing
- •II. Answer the following questions.
- •III. Sort out the most important information from the text and retell it. Discussion giving a presentation
- •III. Read Mr. Lopez presentation.
- •IV. Below are some notes made by one of the colleagues of Mr. Lopez , some of them should be corrected. Write true or false against each statement.
- •V. Before reading the text, discuss these questions. Then read the text.
- •Zumo – creating a global brand.
- •Unit 6. Advertising reading
- •Before reading the text learn the following words.
- •Advertising
- •II: Sort out the most important information from the text and retell it.
- •Read the text about controversial advertising. Do you think the vw campaign was successful? sacrilege
- •Read the text in more detail and choose the best answer.
- •V. Find words or expressions in the text which correspond to the following definitions.
- •Discussion
- •Focus Advertising
- •Writing
- •Unit 7. Money reading
- •I. Before reading the text learn the following words.
- •The dollar
- •The pound
- •II. Answer the following questions:
- •Discussion
- •You and your money
- •I. Do the quiz individually. Then compare answers with a partner.
- •II. Translate the following phrases:
- •III. In your opinion, which of the following give the best return on your money? Which are very risky? Which are less risky?
- •I. Work in three groups. Each group reads a different text: either The South Sea Bubble or Tulipomania or The Wall Street Crash. Make notes on the key points. The south sea bubble
- •Tulipomania
- •The wall street crash
- •II. Form new groups of three people, each of whom has read a different text. Exchange information and complete the chart below.
- •III. Discuss these questions.
- •IV. Work in groups. Find words or phrases in the texts which are similar in meaning to the definitions below. The first group to finish is the winner.
- •Angel investment
- •Writing
- •Unit 8. Employment reading
- •I. Before reading the text learn the following words.
- •How to select the best candidates - and avoid the worst
- •II. Answer the following questions.
- •III. In another part of the article (not included here), the writer suggests that selectors should look for three qualities:
- •Discussion
- •Job interview. Dialogue
- •I. Read and translate the dialogue:
- •II. In pairs, make conversations using the prompts below.
- •Read the two case studies on the opposite page and answer these questions.
- •II. Discuss these questions.
- •III. Match the adjectives in column a to the nouns in column b. Make six word partnerships.
- •IV. Now complete these sentences with word partnerships from the list.
- •Read the opening descriptions of the three people’s jobs. What do you think these expressions mean?
- •Read the text. All the people answer the same six questions. What do you think the questions were?
- •Which of these adjectives do you think describes each person best?
- •Writing
- •II. Write your own letter of application in reply to the following advertisement:
- •Unit 9. Cultures in business reading
- •I. Before reading the text learn the following words.
- •The impact of culture on business
- •I. Which do you think of the three statements (a, b, or c) given below the extract offers the most accurate summary.
- •II. Read the text again. Identify the following:
- •Ian Hamilton Fazey examines a ten-point guide to doing export business in Japan.
- •Discussion
- •Visitors from china
- •Writing
- •Unit 10. Business correspondence reading
- •I. Before reading the text learn the following words.
- •Letters (formal, informal, transactional)
- •Differences between British and American Letters
- •Discussion
- •Read the extracts and discuss the questions:
- •II. Put an f for formal and an I for informal language. Give reasons.
- •III. Read the two models and find out which model:
- •IV. Match these phrases with the types of letters. Give more opening phrases and endings for each type of letter.
- •VI. Read the following questions and identify the type and style of each letter. Then write any two of them. Write your answer in the appropriate style, using 120-180 words. Do not include addresses.
- •Writing
- •II. Read the instructions below and write a reply including all the information given.
- •Additional information the layout of letters
- •Additional reading the scope of economics
- •How to study economics?
- •Employment
- •Minimum wage
- •Types of inflation
- •Competition
- •Money illusion
- •Money supply
- •Fiscal policy
- •Foreign direct investment
- •Free trade
- •Globalisation
- •Taxation
- •An advertisement for the new ford puma
- •Eye contact
- •Letters and documents
- •Contents
Discussion
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What is culture? Choose the four factors below which you think are the most important in creating a culture.
Climate institutions ideas and beliefs cuisine
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language arts religion geography
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social customs and traditions historical events ceremonies and festivals
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What do you miss most about your country or culture when you go abroad?
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Why is cultural awareness important for buisiness people? Give examples.
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Do you think cultures are becoming more alike? Is this a good or bad thing? For example, think about:
improved communications chip foreign travel
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Global business Trading groups (EU, ASEAN, etc.)
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How important are the following things when doing business in your country? Are they: a) important b) not important, or c) best avoided?
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Visitors from china
Background
Toyworld is a profitable toy retailer based in Seattle, US, with subsidiaries in over 30 countries. Toyworld buys its products from suppliers all over the world.
Mr Lee Chung, head of a toy manufacturing firm based in Guandong, China, is going to visit the Toyworld subsidiary in your country. He will be accompanied by his Export Manager, John Wong. The purpose of his visit! is to get to know Toyworld's management better and to learn more about the company. I He may set up a joint venture with Toyworld il he has confidence in them and considerl them to be a suitable partner. This is Mrj Chung and Mr Wong's first visit to youfl company, and to your country.
Task
You are members of the planning committee for Mr Chung's visit. Read the documents. Then, plan a draft programme in small groups. After that, compare your ideas with the rest of the class and produce the final programme.
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Chinese relationships are built on personal trust and respect. Everything you do during the visit must show that you consider Mr. Chung and Mr. Wong to be important people.
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Relationship building activities and a successful social programme will be more important than the business meeting.
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Mr. Chung communicates fairly well in English, but has some problems understanding difficult expressions. Mr. Wong has a much higher level of English.
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Both men are rather fussy about food. For example, Mr Chung was unhappy when he had to attend a wine and cheese party last year he hates cheese! They both enjoy high quality alcoholic drinks.
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Your visitors will expect to have some basic information about Toyworld, and to be offered activities which give them a better understanding of the company.
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Mr. Chung and Mr. Wong will be particularly interested in your warehousing facility and in your sales network.
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Be careful about topics for discussion at social events. Do not embarrass your visitors by introducing 'difficult' topics.
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They will be eager to learn about life in your country and about its culture.
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Punctuality is very important to Mr. Chung. He gets angry if people arrive late for a meeting - he thinks it shows a lack of respect.
10. 'Sincerity' is a word which Mr. Chung and Mr. Wong use frequently. They value it a lot.
Best wishes,
Kenneth Eng
Key questions for the planning committee
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Where will the visitors stay?
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Who will meet them? What transport will be used?
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What arrangements should be made for meals?
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When will the business meeting take place?
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What topics would be suitable for discussion at meals?
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How will the visitors be entertained? Trips? Special events?
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What gifts would be suitable? When and how should they be given?
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Should there be local press and television coverage?
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Is it necessary to provide an interpreter?
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Any other arrangements to encourage 'relationship building'?