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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 . .
. . . . . .advertiseformf) an i n t e rvi ewg)for a jobpotential employer will often ask job seekers to . . .idea of t hei r personality.. . . . . . . . inorder to form a better3 Many companies would never . . . . . . . . . . . whose contact e-mail address is anything like'coo I_d ude 198 7@bluedreams.net'.4 The successful applicants will be req uired to . .
. . . . . . . . . . of six months, during wh ic h timetheir5suitability for the post will be assessed.Before you . . . . . . . . . . . . , it is useful to know what kind o f company o r institution is offeringthe position, so do your homework!93UNIT C •• REVISION3 look at the Case study on pages 80-81. You have decided to appointMartha Gomez to the job. Complete the letter with the correct words.Dear Ms GomezIt was a . . .
. . . . . . . . .' meeting you here at our Fast Fitness headquarterslast Tuesday. As you certainly realised, the panel was extremelyinterested in your innovative fitness programs and how you wouldintroduce those in our clubs.Since then, we have . .positive.. . . . . .' your . . . .
. . . . . . .' , and all three were veryTherefore, we are . . . . . . . . . . . .· [0 offer you the . . . . . . . . . . . .' of GeneralManager for our chain of health and fitness clubs.We can offer a starling salary of $75,000 a year, plus an excellent. . . . . . .
. . . . .' package, including free accommodation and insurance.We expect you to commence work on September 1. However, wewould like you to . . . . . . . . . . . .' a two·day induction meeting at ourheadquarters on 3-4 August, which will help you to get to know thecompany and some of your future . . . .
. . . . . . ...Please could you . . . . . . . . . . . .' that you wish to take up this post andalso let us know whether you are able to come to New York for theinduction course?We look forward to . . . . . . . . . . ." from you.Sincerely1a) welcomeb) pleasurec) goodd) enjoy2a) foundb) checkedc) controlledd) written3a) employersb) managersc) sponsorsd) referencesb) informingc) delightedd) decidingb) workc) skilld) employment6 a) benefitsb) assetsc) bonusd) profits7 a) attendb) assistc) participated) take part8 a) collegesb) workmenc) colleaguesd) workers9 a) informb) confirmc) preferd) refer10 a) hearb) heardc) have heardd) hearing4 a) please5WRITINGWrite a letter to one of the applicants who failed to get the job.
Include thefollowing points:•••94a) positionthank the applicant for coming to the interviewexplain why you are not able to offer him/her the job, despite his/her skills andexperiencesay you will keep his/her name on file and let him/her know about any future jobopenings.UNIT C •• REVISION9VOCABU LARYInternational marketsMatch the verbs (1-6) to the nouns (a-f).1to comply witha) a market2to carry outb) a price3to break intoc) an order4to placed) a market survey, an enquiry, an investigation, tests5 to quote6CONDITIONSto meete) the delivery date, a deadlinef) the regulations, a rule, an order1 Match the sentence halves.1If they didn't offer such good terms,a) we'll have to cancel it.2If you ordered a larger quantity,b) the consignment will reach us in time.3I f we offer them a 10% discount,c) we can start production as scheduled.4If you don't confirm your order soon,d) we wouldn't do business with them.5 As long as we get the parts in May,e) we could negotiate a better price.f) they say they'll place an order today.6Provided that it is sent by air,2Complete the sentences with '/I, 'd, won't or wouldn't.1We .
. . . . . . . . . . . have to look for another supplier if you can't deliver this month.2 you . . . . . . . . . . . get such a good commission if you didn't win so many deals.SKI LLS3We . . . . . . . . . . . cut the price by 10% if you gave us a firm order in advance.4If we don't retrain our staff, they . . . . . . . . . . . . be able to use the new software.5Unless we hear from you within five days, we6If you met your sales targets, we . .
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