To Withdraw or to Change

Cart: Good morning, Mr. Klimov. We have received a fax-message from Moscow. I think it is urgent to reply.

Klimov: May I see the document, please … . It says that TST Systems wants to make some amendments to the list of equipment to be delivered. They have made more precise calculations and found out … .

Cart: Oh, such a nuisance! … But that involves a chain of complications. First, … .

Klimov: Please, do forgive us. My director also feels terribly sorry about it. However, both you and I often come across different changes in business: … .

Cart: Well, right. If you insist we can do that for you. I’ll contact the person responsible immediately … Hello, Mr. Watson! Our Russian partners would like to … .

Klimov: You see, Mr. Klimov, we always comply with the wishes of our clients. Miss Elliot, please inform the customers about … .

Cart: Concerning our future cooperation I think you must influence your management not to make any other amendments to the contract. You see it’s a difficult task for us to deal with our eastern partners. However we always do our best to achieve consensus.

Klimov: Thank you, John, I’ll try … .

Cart: Settled.

Ex. 12. Act out your own dialogues based on situations 1–3.

1. Tell your colleague the rules he / she must know before signing a contract.

2. Speak about the way differences between the contracting parties are settled.

3. Negotiate delivery periods for uniform for air company personnel you have ordered with the supplier.

Listening

Ex. 13. Listen and put these sentences into the correct order to reconstruct a dialogue between two American colleagues preparing to negotiate a contract. Act out the dialogue.

1. We could ask for $60 per hour for standard courses.

2. That’s a good idea, but what do you think we should do about our specialized programs?

3. I think we should reduce our charges so that we’re more competitive.

4. I agree. We’re far more expensive that other training companies. But what do you think we should charge?

5. That sounds good to me. I’ll let the rest of the team know our decisions.

6. How do you feel about charging $100 – they do take longer to prepare?

Unit 4. Marketing Warming up

Ex. 1. Read the text and discuss the questions below.

Image is the general opinion most people have of a company or product. Brand image is the opinion people have of a brand. A brand usually has a name, a logo (or a symbol) and a design which everyone can easily recognize and which helps to identify it. Marketing experts work hard to create brands and promote the brand image through advertising campaigns. This process of branding is an important part of marketing. Most customers feel happier buying a famous brand than a product they don’t know. The image of the brand has to appeal to the target market.

1. Why is it necessary for a company to have an image?

2. How can brand help the company development?

3. Do you feel happier buying a famous brand?