market_leader_3e_-_intermediate_-_course_book (851943), страница 20
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The deficithas led to protectionismagainst Chinese goodsand investment i n the US.The two countriesshould make 'defendingandpreservingthe40openness of the traderelationshipacorecommitment' , the WhitePaper said. ' Instances ofbetweenco-operationChina and US far exceedinstances of dispute.4550'An open US and anopen China will leadto sustained benefitsfor both US companiescitizensbackandhome,'saidHarleySeyedin, Chairman ofAmCham South China.'from China Daily84UNIT 9 •• INTERNATIONAL MARKETSArticle 2BY ANDREA HOPKINSChina of mani pulating its currency to giveThe US trade deficit with China cost2.3 million American jobs over six years.the Economic Policy Institute said onChinese companies an unfair advantagein international trade, and are pressing20Wednesday.sChina to continue to allow the yuan toEven when they found new jobs,rise against the U S dollar.workers who had lost jobs to ChineseChina has said the United Statescompetition saw their earnings decreaseby an average of S8, 146 each year becausethe new jobs paid less, according to the10should recognize how much its yuan25currency has already risen against thedollar-it is about 20 per cent higher sincereport, funded in part by labor unions.China revalued its currency in July 2005."(We hope) it will help to focus theChina has also said the fact thatdebate on trade to where it needs to beAmericans save much less of their incomesright now with respect to China," saidScott Paul, Executive Director of the1Sthan the Chinese do has increased the30trade deficit.
Chinese-made goods haveAlliance for American Manufacturing.USmanufacturers,laborbeen extremely popular in recent yearsunions,with US consumers looking for low prices.and many lawmakers have long accusedfrom ReutersIlLook at the articles again, Decide if the statements are true (T) or false (Fl,Article 11 The US should concentrate on being more competitive economically,2The US should be protectionist.3 The US should argue for a stronger Chinese currency in order to reduce the US's tradedeficit with China.4 The US and China should focus on the openness of their trading relationship.Article 25The US should recognise how much the Chinese currency has already risen againstthe doliar.6US labour unions say China has manipulated its currency to give Chinese companiesan unfair advantage in international trade.7 The Chinese save less of their income than Americans.8 Americans have recently bought Chinese-made goods at low prices.IIIIIFind the opposites of these words in the articles,1free trade2upturnsurplus4dispute5decreased6spendComplete the sentences with the words you found in Exercise C.1Economists know that2 The study was done in3 There has been a .
. .4 The figures show a tradeD3. and import taxes promote inefficiency.. with local businesses.. . i n the tourist trade.. . . . . . . . . of $4 billion.What do you think will happen to the trade situation between China andthe US?85UNIT 9••INTERNATIONAL MARKETS1"'@iBdii!i?i4'.I�Conditions••We use the first conditional when we think the expected outcome of a situation isvery likely.Ifyou give us a 10% discount, we'll place a firm order of 2,000 units.(This is a promise.)Ifyou don't deliver on time, we won't order from you again. (This is a threat.)Will you give us a discount if we double our order?We use the second conditional when the outcome is less certain or is imaginary.We also use it in negotiations to make the offer or proposal less direct.If you gave us a 5% discount, we would place a much bigger order.If they didn't have a guaranteed market, their business wouldn't survive.What discount would you offer us if we decided to go to another supplier?Cl Grammar reference page 150mChoose the correct verbs to complete the sentences.YOU8US / 'IIgive us a discount of 5%, wel!!!.pla�/ place a firm order.1If2Will you deliver / Do you deliver by November if we pay / 'II pay the transport costs?3 I f you will lower / lower your price by 5%, we buy / 'II buy at least 4,000 units.4 Would / Does it help you if we sent / ore sending the goods by air?Il5If you aren't improving / don't improve your delivery times, we 'll have / had to find anew supplier.6If we will join / joined an association of producers, we would get / will get a betterprice for our coffee.�)>> C02.17 Naoko Nakamura, a buyer for a large Japanese department store, isnegotiating with li Bai, Sales Director for a clothing company in Hong Kong.listen and complete the conversation.NaokoLiNaoko' 30,000 silk scarves, what discount will you offer us?If I.On 30,000, nothing.
But if you buy 50,000 scarves, then . . . . . . . . . . . . ' offer you 10%.OK, I'll think aboul that. And tell me, if we placed a very large order, say 80,000units,) to despatch immediately?We can normally guarantee to despatch a large order within three weeks. Butif you• at a peak time, like just before Chinese New Year, it will beimpossible to deliver that quickly.I take it your price includes insurance?Actually, no.
Usually, you'd be responsible for that. But if the order . . . . . .really large, that would be negotiable, I'm sure.What about payment?To be honest, we'd prefer cash on delivery, as this is our first contact with you.6 a regular customer,If you.. . .. 7 you 3 0 days'credit, maybe even a little more.That's all right. I quite understand.Look, how about having some lunch now, and continuing later this afternoon?Then we could meet for an evening meal. I know an excellent restaurant inWanchai.Yes, let's continue after lunch.
If I had more time, . . .... .' . . ............8to have dinner with you, but unfortunately my flight for Tokyo leaves at eighttonight. and I need to be at the airport by six.. . . .. . . . . . .. . . . . . . .. . . .Li. . . . . . . .. . . .. . . . . . . . . .. ... . . . . . . . .
.. . . . . . . . . . . .NaokoLiNaokoLi.. . . . . . . . . . . .NaokoLiNaokoII. . . .... . . .. ..... . . . .. . . . . . . . . ... . . . . .Make a list of the conditional sentences in the dialogue i n Exercise B. Foreach sentence, decide if the events are:a) very likely86. . . .
. . .b) less certain or imaginary.UNIT 9LISTE N I NGTraining fornegotiatingmIII••INTERNATIONAL MARKETS�I)) C02.18 Andy Simmons is a partner at The Gap Partnership and is an experton negotiating. Listen to the first part of the interview. What three thingsdoes Andy say are important in negotiating?�I» C02.19 Listen to the second part and complete the gaps.In fact, this concept of . . .
. . . . . . . . . 1 - that's what we teach - says that there is no one way,. . J, very highnegotiations that are generally win-lose, all the way through to the very, very . . . .negotiations, which are deemed as . . . . . . . . . . . '. And there's no right or . . . . . . . . . . . ', or there'sthere are many . . . . . . . . . .
. . 2 ways, ranging from the veryno good or bad, it's just what's appropriate to the . . . . . . . . .Andy SimmonsDmWatch theinterview onthe DVD-ROM.�I» CD2.20 Listen to the final part and answer the questions.1What behaviours are appropriate for being a good negotiator?2How do you tell if there is more scope for negotiation?Discuss the questions.1What do you think makes a really good negotiator?2Do you prefer high-conflict win-lose negotiations o r cooperative win-win negotiations?3How common is negotiating in your country?Work in pairs. Try to sell something you have on you (a watch, bracelet, etc.)or a household object to your partner.IIIDDiscuss the questions.1Were you pleased with the outcome of the negotiation in Exercise A?2What strategy or tactics did your partner use to achieve his/her objective?In his book The Art of Winning, Harry Mills says that most negotiations haveseven stages.
These are listed below, but i n the wrong order. Put the stagesin order. What word do the initial letters of the stages spell?oTie up loose endsConArm what has been agreed. Summarise the details on paper.•Explore each other's needsBuild rapport. State your opening position. learn the other side's position.oReady yourselfPrepare your objectives, concessions and strategy. Gather information about theother side.oProbe with proposalsMake suggestions and And areas of agreement.oClose the dealBring the negotiation to a clear and satisfactory end.•Signal for movementSignal that you are prepared to move from your original position. Respond to signalsfrom the other side.•Exchange concessionsGive the other side something in return for something you need or want.87UNIT 9 •• INTERNATIONAL MARKETSmII�)i (02.21 Listen to seven extracts from a negotiation between two buyersfrom an exclusive department store in Moscow and Pierlucci, an Italiansupplier of leather goods.
Match each extract (1-7) to one of the stages ofHarry Mills's list (a-g).Extract 1a) Tie up loose endsExtract 2b) Probe with proposalsExtract 3c) Ready yourselfExtract 4d) Close the dealExtract 5e) Explore needsExtract 6f) Signal for movementExtract 7g) Exchange concessionsStudy the Useful language box below, then role-play these negotiations.Try to get a good outcome in each situation.Student A: Look at this page.Student B: Look at page 138.Student A1 You are a handbag supplier.Because there is strong demand for your new range of handbags, you want to:•••increase your list prices by 20%increase your delivery time to three weeksonly offer the buyer a one-year contract.2 You are an agent for an overseas kitchen equipment company.You exceeded your sales target by 25% last year.
You want the company to:••••increase your commission on sales from 5% to 10%invite you for a visit to their head office and pay all the expenses of the tripmake you an exclusive agent for their goodsoffer you a five·year contract.USEFUL lANGUAGESTARTINGPOSITIONSMAKING OFFERSAND CONCESSIONSREFUSING ANOFFERWe'd like to reach adeal with you today.If you order now,we'll give you adiscount.I'm not sure aboutthat.Right, let's try to get10% off their listprices.EXPLORINGPOSITIONSWe'd be preparedto offer you abetter price if youincreased your order.Can you tell me alittle about ...
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