market_leader_3e_-_intermediate_-_course_book (851943), страница 21
Текст из файла (страница 21)
?CHECKINGUNDERSTANDINGWhat do you havein mind?Have I got this right?What do you mean?If I understand youcorrectly, ...You mean, if weordered ... , would ... ?Are you saying ... ?88That's more than weusually offer.That would bedifficult for us.ACCEPTING ANOFFERSounds a good ideato me.
As long aswe ...Good, we agreeon price, quantity,discounts ...PLAYING FOR TIM EI'd like to thinkabout it.I'll have to consultmy colleagues aboutthat.CLOSING THE DEALI think we've coveredeverything.Great! We've got adeal.FOLLOWING U P T H EDEALLet me know if thereare any problems.If there are any otherpoints, I'll e-mailyou.An Argentinian exporter is negotiating to sell into the US m a rket.I t must reach a deal on the best possible terms while seeking to b u i lda long-term relationship with its distributor.BackgroundThe Pampas Leather Company is based in BuenosAires, Argentina.
This well-established businessexports leather and fur jackets, as well asaccessories such as handbags, belts and wallets,to world markets. It uses the best quality leather,introduces creative designs in its collections,has excellent quality control and a reliabledelivery service.A major US distributor in Seattle, West CoastApparel (WCA) , has contacted Pampas Leatherabout marketing a range of Pampas's men's leatherjackets under the WCA brand name. WCA has achain of stores in all the large cities on the WestCoast of the US. WCA's President, Brad Schulz,wants to put three models of the jackets on themarket: the Clubman (the most expensive model),the Nightrider and the Look.It is now May.
Pampas Leather has agreed to makethe jackets and have them ready for shipment toSeattle early in November. This will not be easy,as Pampas has to fulfil several large orders beforedealing with the WCA order.Several points of the contract need to be negotiated.Roberto Gonzalez of Pampas has flown to Seattleto meet Brad Schulz. The Marketing Director ofeach company will also be present at the meeting.The purpose of the meeting is to make a dealacceptable to both sides, which could be the basisfor a long-term relationship.You are negotiating as either:••the Pampas Leather team (Roberto Gonzalezand his Marketing Director): Turn to page 138.the WCA team (Brad Schulz and his MarketingDirector): Turn to page 142.Read your i nformation files, identi fy yourpriorities and work out your strategy and tactics.Then negotiate so that you get the best dealfor your company.WritingAs the owner of either the PampasLeather Com pany or West Coast Apparel,write an e-mail summarising the pointsagreed during the negotiation.
Indicateany terms of the contract requiring furtherdiscussion or clarification.� Writing file page 127Watch the Case studycommentary on the OVO·ROM.3 Doing business in ternationallyo Tim Collins goes to Saudi ArabiaTim Collins, Sales Manager, travelled to Riyadhto present his company's TV sets to Karim Aljabri, president of a retail group.The meeting, arranged for Monday, waspostponed two days later. When Collins finallymet Al-jabri, he was surprised that several otherSaudi visitors attended the meeting.
He turneddown Al-jabri's offer of coffee, and when askedabout his impressions of Riyadh, said that hehad been too busy dealing with paperwork tosee the sights.During the meeting, Al-jabri often interruptedthe conversation to take telephone calls. Collinswanted to get down to business, but Al-jabriseemed to prefer to talk about English footballteams. When Collins admired a painting on theoffice wall, Al-jabri insisted on giving it to himas a gift. Collins was very embarrassed.Two days later, Collins presented his company'snew products. A large number of staff attendedand asked technical questions which Collinscouldn't answer.
The following day, Collins askedAl-jabri if he wanted to place an order for the TVsets. 'If God pleases: was the answer. Collinsthought that meant 'Yes'.Collins did not secure the contract. When hee-mailed Al-jabri a month later, he was informedthat Mr Al-jabri was away on business.1 Tim Collins made severalm istakes because he lackedknowledge of the localbusiness culture. In pairs,discuss his mistakes andnote them down_2Turn to page 138 and checkyour answers_3 Draw up a list of advice youwould give a visitor like TimCollins_oCarson Martin visits JapanCarson Martin, Managing Director of a Canadian golfequipment company, travelled to Osaka to meet VasuoMatsumoto, General Manager of a sportsgoods business.Martin arrived punctually for his meeting withMatsumoto.
He hoped it would be with Matsumotoalone, but some of Matsumoto's colleagues werealso present. After introductions, they exchangedbusiness cards. When Martin received Matsumoto'scard, he put it away in his wallet. However,Matsumoto examined Martin's card closely forsome time.After a short discussion, Martin said, 'Well, areyou willing to be an exclusive agent for us or not?'Matsumoto looked embarrassed, then he said, 'Itwill be under consideration.' Martin was not clearwhat Matsumoto meant.
Matsumoto went on to saythat he had to consult many colleagues in otherdepartments before they could make a decision.After the meeting, Matsumoto invited Martin to joinhim for dinner. Matsumoto complimented Martinon his ability to use chopsticks.
Later, Martin gaveMatsumoto two gifts: a guide book for Ontario,Canada, wrapped in red paper, and a bunch ofbeautiful white water lilies for his wife. 'I hopethey appreciate my gifts: he thought.He did not hear from Matsumoto for some while.However, six months later, he received an e-mailfrom Matsumoto: 'Please return to Osaka as soon aspossible. We would like to meet you to discuss theagency agreement.'Read the case, then discuss the questionsin pairs.1Why was Martin disappointed when:a) he first entered Matsumoto's office?b) Matsumoto said, 'It will be underconsideration'?2 What mistakes did Martin make when he:a) exchanged business cards?b) asked the question about an exclusive contract?c) gave Matsumoto's wife white water lilies?�)>> (02.22 Listen to an expert onJapanese culture analysing thecase_ Make notes and discussher comments.GSven Selig travelsto BrazilSven Selig, Chief Executive ofa retail store group in Denmark,went to Sao Paulo to discuss a joint·venture project with Pedro Oliveira,owner of a shoe manufacturing firm.
On hisreturn, he talked about the visit with a colleague.1�)>> CD2.23 listen to the first part of thed ialogue and answer the questions.a) What topics of conversation did Seligand Oliveira talk about:•during the meeting?•at the restaurant?b) What did they do at the business club?2 �)>> CD2.23 listen again and answer thequestions.a) What mistakes do you think Selig maderegarding:•a cup of coffee?•the topics he introduced at the meal?b) What topic at the lunch generated a lotof discussion?3 �)>> CD2.24 listen to the second part andanswer the question. How does Seligfeel about working with Oliveira onthe joint venture?a) Delays in giving his presentation1 Do you think Selig will be ableto work with Pedro on the jointventure? Give reasons for youranswer.b) The agenda not being followed24 �)>> CD2.24 listen again. Which of thefollowing upset or frustrated Seligduring his visit?c) Language problemsd) Too many questions during his presentatione) Participants didn't accept his ideasf) Participants were too noisyg) No progress at the meetingYou are Pedro Oliveira.
Write ashort report about your meetingwith Selig for the company'sdirectors. Describe how youfelt about the meeting andrecommend whether or not thecompany should proceed withthe joint venture.7VOCABULARYCultures1 Put the words in the correct order to make idioms.1to / on / a / fire / get / house / like / on2to / in / one's / foot / it / put3 to / ice / the / break2Use the correct form of the idioms from Exercise 1 to complete thesentences.1I .
. . . . . . at the party when I asked for a glass of wine. It was soft drinks only!2I n some countries, talking about the weather for a minute or two is a way to........ . . . . . . . . •3 My new manager has a great sense of humour, and we really . . . . . . . . . . . . .ADVICE,OBLIGATION ANDN ECESSITYComplete the sentences with should(n't), must(n't) or (don't) hove to.If you want my advice, you . . . . . .
. . . . . have a big meal before a meeting. It will make youfeel sleepy.12 You . . . . . . . . . . . . use your mobile phone in the plane. The flight attendants are very strictabout this.3 you . . . . . . . . . . . . respect the speed limit at all times, otherwise your licence will be taken away.4 We . .
. . . . . . . . . . work next Monday because it's a public holiday.WRITINGSI f you plan to do business in a foreign country, you . . . . . . . . . . . . learn some of thelanguage. That's always greatly appreciated wherever you go.6If you . . . . . . . . . . . refuse an invitation to dinner, make sure you have a valid excuse.1 Complete the e-mail on the opposite page with the words and phrasesi n the box. You will not need all of them.best wishesfaithfullyinvitedinvitingvery much hopemeet youseeing youwould be delightedsincerelywould like towanted2Write Mr Ferreira's reply to Erman Bayar.•Thank Mr Bayar for the invitation.•92are willingExplain briefly what your presentation is about and mention that the abstractis attached.•Mention your fee.•Explain why you cannot be there for the second day of the conference.UNIT C •• REVISION, To:, From:Subject ·e�rrei ra) I�J�.�F;���====================�) I Erma n BayarI Forthcoming IRTA Sales ConferenceDear Mr Ferreira,We .
. . . . . . . . . . . 1 invite you to attend our international sales conference,which is being held in Izmir this aulu m n . You r latest book on cross-culturalcommunication, Bridges to Success, has become a best-seller throughoutthe region. Therefore, we ...2if you could deliver a 30-minute keynoteaddress al this event.The conference will be on Wednesday and Thursday, November 4-5, from9.00 till 15.00.If you .
. . . . . . . . . . . ) to accept this invitation, could you please send u s theabstract of your speech at your earliest convenience and also let us knowwhat your fee is.You r are also cordially . . . . . . . . . . . . " to the dinner which will be given in honour ofthe presenters and of our prominent guests on Thursday evening.We . . . . . . . . . . . .5that you can accept this invitation and look forward to .
. . . .Yours . . . . . . . . . . .61Erman Bayar8 Human resourcesVOCABU LARY1 Match the verbs (1-7) to the nouns (a-g).apply1to2to fill3toinatten da) a can did a teb) a probationary periodc) a psychometric test4 to workd) a vacancy5to shortliste) an application6to7to take2Choose the correct verb-noun combinations from Exercise 1 to completethe sentences.1A2If the selection panel members consider that your application has sufficient merit, youwill be contacted and invited to .
![](https://s.studizba.com/z.php?f=/templates/si/i/noavatar.png&w=100&h=100&t=1"){kind=avatar}
