market_leader_3e_-_intermediate_-_course_book (851943), страница 28
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lace. Stones ava'\by well.known fashion magazi �r.and marcasite. All chains are Silve.60$80-$ 100; earnngs $40Necklaces $ 1 00-$ 120; braceletsNo informationgoo d5 a replaced; remainder payable W11en50% deposit when ordershippedNo informationucts areAll quantities of the prodlarge ordersin slock, but severalmust takefOf important custo merspriority.'made jewel lery with semIHandesfeaturctProduy ofprecio us stones in a varietreflecting localcolou rs and designs,culture.etsNecklaces $20-$40; bracel(USS)Unit cost$25-$50 .$20-$30; earringsnmatioNo inforDeliverysoo � ��Pay the full amount asPaymentno mltlaithe goods are shipped;payment required.No informationDiscountinformationReturned goods NoNo informationGuaranteeQuant ity1Read the information about each supplier.
Someinformation is missing. Which supplier looks themost attractive at this stage? What problems,if any, could there be with each supplier?2 Work in groups of three buyers and three•Necklaces and earrings: all quantitiesare in stock and will be availableby15 November. Bracelets:only 1 ,000available by 1 5 November as ordersfrOI11 important customers mustbeserviced firs t.Product features Beautiful, elegant jewellery madefrom precious stonesVibrant colours, high standardofcraftsmanshipUnit cost (USS) Necklaces S60$70; bracelets $40$60; earrings $60-$90DeliveryNo informationPayment40% deposit when orderplaced;remainder to be paid after 30 daysOn receipt of the company's invoiceDiscountNo informationReturned goods No informationGuaranteeNo information3Each buyer meets one of the suppliers.
find outthe missing information concerning delivery,discount, returned goods and guarantees.Negotiate to get the best terms for your company.4 Buyers: meet and discuss how the negotiationsuppliers.went. Decide which supplier to use.Buyers 1-3: Turn to page 139.Suppliers: meet and discuss how the negotiationwent.
What are you happy and unhappy about?What would you do d ifferently next time?Supplier 1: Turn to page 143.Supplier 2: Turn to page 145.Supplier 3: Turn to page 1 45 .5 Buyers: announce your decision and,diplomatically, explain why you rejected thesuppliers who were not chosen .Suppliers: say how you would negotiatedifferently next time.WritingWrite an e·mail to the person you were negotiating with confirming the detailsof your negotiation and any outstanding points to be agreed.=:)Writing file page 127Watch the Case studycommentary on the �DVD·ROM.V1194 Communication stylesIn groups, answer the questions.1How close do you like to be when speaking with a business colleague?2 How much eye contact are you comfortable with?3 Are you comfortable with long periods of silence?4How do you feel about interruptions?o ">D (02.41 listen to a short talk at the beginning of a workshop on communicationstyles and cultural awareness.
Complete the table with the appropriate cultures.CommunicationCulturecomfortablesilenceEart Ariao, Arabuncomfortableinterruptionsseen as rudeseen as acceptableone metrehalf a metretwelve centimetres�-{ �[:::::::::Jr:::eye con tactL���....... ........ ............ ...... . .... . . .". ..6mostm id d leleastE�. ........ .
...... . ............Do you agree with the information presented?eLook at the audio script on page 165 and list the sentence(s) which:1use rhetorical questions to get the audience's attention2 give the topic of the talk3describe the speaker's expertise4 outline what the audience will gain from the talke5emphasise that something is important6outline the structure of the talk7ask the audience a question.In groups, discuss some of the things that would be seen as rude in yourculture and also any things that you know would be rude i n other cultures..•CULTURAL AWARENESS .. COMMUNICATION STYLESPrepare a short presentation to a group ofbusinesspeople who wish to do businessin your country, but who do not know muchabout your culture, customs and etiquette.Choose four topics from the list below totalk about in your presentation.•••••ProximityInterruptionsEye contactGreetingsSaying goodbye•••••Gift givingDining etiq uettePunctualityDress etiquetteBusiness cardsUse the following structure for your talk:•••••••gain the audience's attention at the beginningstate the topic of the short talkdescribe your expertisestate what the audience will gain from the talkoutline the structure of the talkgive the main body of the talkask a question at some point to keep theaudience involved.Look at the audio script on page 165 forhelp with the language of how to organiseyour presentation.
Give your presentationto other members ofthe group. Discusswhich was the most interestingpresentation and why.12110 EthicsVOCABU LARY1 Match the words from column A to those from column B to make wordpartnerships.ABmoneytestingsexlaunderinganimalgoodscounterfeitfixingpricediscrimination2Choose the correct word partnership from Exercise 1 to complete thesentences.1A few years ago, British Airways and Korean Air were each fined $300m by the USlustice Department for their roles in separate . .
. . . . . . . . . . conspiracies in both their cargoand passenger operations.2 According to a survey, 91 % of doctors believe . . . . . . . . . . . is important to medicalprogress.3An anti·. . . . . . . . . . . . directive was passed to prevent the proceeds of organised crimecirculating through the financial system.4 In 2008, it was estimated that $13Sbn of . . .
. . . . . . . . were sold online.5 Banks were recently accused of.. . , as apparently female staff are often paid40% less than their male counterparts.NARRATIVE TENSESChoose the correct tenses to complete the text.Two years ago, we had a lot of trouble with one of our new shampoos. It was selling reallywell, but then one day dozens of customers . . . . . . . .
. .' (started / had started) phoning.and complaining that the shampoo was burning their scalp. The newspapers .(heard / were hearing) that one of our products . . . . . . . . .' (caused / was causing) allergiesnationwide, and of course they started calling us too to ask what we . . . . . . . . . . . .' (did / weredoing) about this problem....Honestly, we didn't understand what .
. . . . . . .' (happened / was happening). We are aresponsible company and, as you would expect, we . . . . . . . . . . . .' (were testing / had tested)the shampoo for months before launching it, and there had been no bad reaction to itwhatsoever. We had invested a lot of money in the testing and marketing and now we. . . .
. . . . . . . .' (were losing / had lost) money because of bad publicity. We. . . .' (realised Ihad realised) that the growing number of complaints was harming our image, so we. . . . . . . . . . . .' (decided / had decided) to recall the shampoo.SKILLS122Read the e-mail on the opposite page. In each line (1--6), there is one wrongword. Find them and correct them.UNIT 0Dear1••REVISIONMr Pattison,Please find attached Ihe expenses claim form that you sendto our AccountsDepartment last2 wee k.
I was afraid we cannot process it as it is, because it is i nco m p lete .3F i rstly,4look I h e m We also need to know the reason for£60 that you enlering under 'sundry expenses'. Finally, we would like to remind you that allexpenses h ad to be authorised by your manager.56we need 10 know Ihe names of Ihe customers that you taken for lunch on May 1 2 , aswell as the name of the restaurant which you.Ih eBest wis h es ,lisa RisticAccounts1 1 LeadershipVOCABULARY1 Complete the keyword in the statements about leadership qualities.1Someone who is a p p2 An3_nc_ _ _ _ __ _ _ _ _ _ _ _ _is friendly and easy to talk to.i n g person gives you confidence o r hope.Someone who isIisprobably impossible to achieve._ _ _ __ _ _4 If you describe people as_ _ffbelieves firmly in something which is good but_ _ _n t, you mean that they do not have muchconfidence in themselves.5_ _people are determined to get what they want and do not care if they hurtI h___5other people.6 Someone who is_ _ _ _erv_ _ _ _ _is unwilling to accept changes and new ideas.2Write the phrasal verb which can form word partnerships with all thenouns and noun phrases in each line .1to .
. . . . . . . . . . .. . . . . . . . . . . . . the job / the standards / someone's expectations2 to. your homework / your keys when you leave the hotel / yourresignation3to .4 to .5 to6RELATIVEto. . . . . . . . . . . . . . . . extra work / responsibility for something. . . . . . . . . . . .
. . . . . . . . . . . . . . a hard time / heavy criticism. . . . . . . . . . . ... . . . • . . . . . . .issues / enquiries / complaints / problems. . . . . . . . . . . . . . . . . . an argument / a plan / a suggestion / a proposal... ..Complete the sentences with a relative clause using the information in the box.CLAUSESHe came from Brazil.It organised business travel for top execulives.It was on my desk this morning.tl-had-reremmefltleda ..ell,sltep-to-t&.She is fluenl in four languages.We had inviled some speakers.We had put forward some proposals.You are going to attend a talk.123UNIT 0 •• REVISION1We went to the workshop .i:h.at Li..J:,.a.d.
.��"o.��"0. d.�. d . .to. .v.r2 Most of the proposals . . . . . . . . . . . were eventually accepted.3The firm, . . . . . . . . . . , went bankrupt last month.4What's the title of the talk . . .. .. . . . . . . ?5Mrs Martens, .
. . . . . . . . . . . , heads our translation service .6 Two of the speakers. . . . were unable to come.7My favourite manager was a young man8Where is the report.. ?12 CompetitionVOCABU LARYComplete the idioms in the sentences with the words in the box.I ball1fieldgamegoalpostshorseseatneckDave's views on management may have seemed practical and attractive 20 years ago,but now he's just flogging a dead .
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