market_leader_3e_-_intermediate_-_course_book (852196), страница 19
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Use agood dictionary to help you.barrierso�e"bordersfree portdeveloping industriesdumpingtariffsstrategic industriesrestrictionsquotaslaissez-faireliberalisecustomsderegulationsubsidiseregulationsOpen marketsProtected markets(Trade without restrictions on themovement of goods)(Trade with restrictions o n the movement ofgoods, for example, import taxes)open border,ba rriers83UNIT 9 •• INTERNATIONAL MARKETSDMatch the sentence halves.1We're trying to break intoa) all regulations if you want the deliveryto go through without problems.2You should carry outb) the delivery date, let us know as soonas possible.3If you would like to placec) insurance cover for the shipment.4 If you can't meetd) a market survey before you make amajor investment.5 They've quotedme) the Japanese market.6let us know if you want us to arrangef) an order, press one now.7It's essential to comply withg) us a very good price for the consignment.Find verb + noun partnerships in the sentences in Exercise F.EXAMPLE:1 to break ioto a marketWhich of them is normally done by:a) the supplier?IIISee the OVO-ROMfor the i-Glossary.1 To what extent do you have free trade in your country?VTrade betweenChina andthe USc) both the supplier and the buyer?Discuss the q uestions.�READI N Gb) the buyer?m2Should certain industries in your country be protected? If so, which ones?3Is free trade always a good thing, in your opinion?Work in pairs.
Read the two articles quickly and choose the best title foreach one.a) US-China trade has cost 2.3 million American jobsb) US protectionism is not the way forwardc) Stop blaming China for US trade deficitd) Yuan needs to rise against the US dollarArticle 1by Xin Zhiming510'Theshouldusfocusonimprovingits overall economiccompetitiveness insteadof seeking protectionismto combat its economicslowdown,' said thelatest2008WhitePaper:AmericanBusinessIIIChina.And i t should not arguefor a stronger currency toreduce its trade deficitwith China, since thevalue of the yuan is notthe fundamental causeof the deficit,' said theWhite Paper,which2025•153035was released by theAmerican Chamber ofCommerce (AmCham)China,AmChamShanghai and AmChamSouth China Tuesday.The US economy iscurrently slowing, whileits trade deficit withChin<l remains high,standing at $ 1 63.3 billionlast year.
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 . . . .
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