Professional Documents
Culture Documents
Business English Idd
Business English Idd
1. Socialising
1. The Impact of Culture on Business
2. Telephoning
2. Telephoning across cultures
3. Presentations
3. Planning and preparation
4. Image, impact and making impression
5. The presentation
6. The end of the presentation
4. Meetings
7. Preparation for meetings
8. Participating in meetings
9. Ending the meeting
5. Negotiations
10. Know what you want
11. Getting what you can
12. Not getting what you dont want
6. Management
13. What is management?
14. Types of managers
15. The management process
16. Management level and skills
7. Companies and organisations
17. Company structure
18. The external environment of organisations
8. Production and products
19. Just-in-time production
20. Products and brands
9. Marketing, advertising, promotion
21. The centrality of marketing
22. How companies advertise
23. The four major promotional tool
10. Market structure and competition
24. Market leaders, challengers and followers
25.Takeovers, mergers and buyouts
26. Profits and social responsibility
11. Money and finance
3
Bibliografie
1. Socialising
Reading
The following text is about cultural diversity. Read it through once
and decide which of the three statements (A, B or C) given below the
extract offers the most accurate summary.
1. The Impact of Culture on Business
Take a look at the new breed of international managers,
educated according to the most modern management philosophies.
They all know that in the SBU, TQM should reign, with products
delivered JIT, where CFTs distribute products while subject to MBO.
(SBU = strategic business unit, TQM = total quality management, JIT
= just-in-time, CFT = customer first team, MBO = management by
objectives.)
But just how universal are these management solutions? Are
these truths about what effective management really is, truths that
can be applied anywhere, under any circumstances?
Even with experienced international companies, many wellintended universal applications of management theory have turned
out badly. For example, pay-for-performance has in many instances
been a failure on the African continent because there are particular,
though unspoken, rules about the sequence and timing of reward and
promotions. Similarly, management by objectives schemes have
generally failed within subsidiaries of multinationals in southern
Europe, because managers have not wanted to conform to the abstract
nature of preconceived policy guidelines.
Even the notion of human-resource management is difficult to
translate to other cultures, coming as it does from a typically AngloSaxon doctrine. It borrows from economics the idea that human
beings are resources like physical and monetary resources. It tends to
6
Language Checklist
Cultural diversity and socializing
7
Welcoming visitors
Welcome to
My names
Arriving
Hello. My names from
Ive an appointment to see
Sorry Im a little late / early.
My plane was delayed
Introducing someone
This is He/shes my Personal Assistant.
Can I introduce you to He/shes our (Project Manager).
Id like to introduce you to
Meeting someone and small talk
Pleased to meet you.
Its a pleasure.
How was your trip? Did you have a good flight / trip / journey?
How are things in (London)?
How long are you staying in (New York)?
I hope you like it.
Is your hotel comfortable/
Is this your first visit to (the Big Apple)?
Offering assistance
Can I get you anything?
Do you need anything?
Would you like a drink?
If you need to use a phone or fax, please say.
Can we do anything for you?
Do you need a hotel / a taxi / any travel information / etc.?
Asking for assistance
There is one thing I need
Could you get me
Could you book me a car / taxi / hotel / ?
Could you help me arrange a flight to?
Can you recommend a good restaurant?
Id like to book a room for tomorrow night.
8
Dress
Body language
Language.
Practice 1
Make a dialogue based on the following flow chart. If you need
help, look at the Language Checklist
Visitor
Receptionist
Introduce yourself
Say you have an appointment
with Sandra Bates.
Welcome visitor.
Explain that SB will be
along shortly.
Offer a drink / refreshments.
10
2. Telephoning
Reading
Language Checklist
Telephoning (1)
Introducing yourself
Good morning, Aristo.
Hello, this is from
Hello, my names calling from
13
You
Secretary
You
Secretary
You
Secretary
On
Secretary
Rang
message
call
speak
hello
moment
bad
put
ring
speaking
through
This datafile gives you many of the terms and phrases commonly used
in making telephone calls.
The directory
Look up their number in the directory. (UK).
Ill look up the number in the telephone book. (US).
The number is ex-directory. (UK).
The number is unlisted. (US).
Ill ring Directory Enquiries. (UK).
Ill ring information. (US).
The receiver
Can I help you?
Putting you through.
Im afraid hes not available at the moment. (UK).
Im afraid hes tided up at the moment.
Youre welcome. Goodbye.
The line
Hes on the other line.
Would you like to hold the line?
The line is engaged. (UK).
The line is busy. (US).
The operator (in the public telephone system)
Dial 100 for the operator. (UK).
Dial 0 (zero) for the operator. (US).
Id like to make a reverse charge call. (UK).
Id like to make a collect call. (US).
Id like to make a transfer charge call. (UK).
The dial
Dial 123 for the correct time. (UK).
Listen for the dialling tone.
All lines to the country you have dialled are engaged.
Please try later. (UK).
The codebook
Im on a long distance (or international) call.
The STD code is (UK).
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Receptionist
Good morning, Gorliz and
Zimmerman.
Introduce yourself.
Ask to speak to Mr. Conrad Bird.
Mr. Bird is not in.
Ask when you can contact him.
Explain that he is away
offer to take a message.
You want Mr. Bird to call you.
Repeat your name.
Give your number.
Confirm the information.
End call.
End call.
Practice 2
In the following conversation, a Singaporean exporter plans to
send goods from Singapore to Greece. He wants to have a meeting
with a Greek shipping company, Intership.
Suggest suitable phrases for each step in the conversation, then
practice the dialogue with a colleague.
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Caller (Computech)
Greeting.
Introduce yourself.
Check name.
Confirm / correct.
Offer to help.
Ask for appointment
with Mr. Dionis.
Ask what its about.
Explain that you want
to discuss transport of goods
from Singapore to Athens.
Acknowledge ask when
would be a good time.
Suggest next week.
Reject Mr. Dionis is away.
Suggest beginning of next
month.
Agree.
Suggest Monday 3rd.
Reject On Monday Mr.
Dionis is busy all day.
Suggest Tuesday.
Agree. Suggest 10.00 a.m.
Agree ask for fax to
confirm.
Offer to book hotel.
Agree to fax hotel booking
is not necessary.
Signal end of call.
End call / thanks / refer to
fax, etc.
End call.
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Language Checklist
Telephoning (2)
Stating reason for a call
Im ringing to
Id like to
I need some information about
Making arrangements
Could we meet some time next month?
When would be a good time?
Would Thursday at 5 oclock suit you?
What about July 21st?
That would be fine.
No, sorry, I cant make it then.
Sorry Im too busy next week.
Changing arrangements
Weve an appointment for next month, but
Im afraid I cant come on that day.
Could we fix an alternative?
Confirming information
So
Can I check that? You said
To confirm that
Can you / can I confirm that by fax?
Ending a call
Right. I think that all.
Thanks very much for your help.
Do call if you need anything else.
I look forward to seeing you / your call / your letter / your fax / our
meeting.
Goodbye and thanks.
Bye for now.
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Skills Checklist
Telephoning (2)
Voice
Speed
Clarity
Volume
Structure
Background information
Key information
Repetition, emphasis and confirmation
Possible confirmation by fax
Style
Formal / informal
Cold call / new contact / established contact
In-company vs. Customer / Supplier / Outside agent
Colleague / friend / business associate / public
Company image
Structure of a call
Beginning
Introduce yourself
Get who you want
Small talk
State problem / reason for call
Middle
Ask questions
Get / give information
Confirm information
End
Signal end
Thank other person
Small talk
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22
Mr. Rossi? Its Jenny Kinsella here. From B.I.G. Im sorry but my
colleagues cant all make it on Thursday afternoon. Could I suggest
we meet on Tuesday instead?
Er yes why not? OK Well, thank you very much.
Hello again, Tim Brown here again. I forgot; I have some other
customers visiting on Friday morning. How about a meeting on
Thursday sometime, if thats all right with you?
Right. Sorry to be difficult. Thanks a lot, Mr. Rossi. Bye now.
Mr. Rossi? Good morning. Im ringing for Mr. Lund of Lund and Lund
Associates. Hes very sorry, but he wont be able to manage
Wednesday afternoon. Could I suggest Friday afternoon instead?
Well, I think that should be all right. Ill give you a cal this afternoon
to confirm. Thank you. Goodbye.
Monday, 12 November
Morning
Arrive Sydney airport 8.30 a.m.
Afternoon
3 p.m. Tim Brown (agent) at hotel
Tuesday, 13 November
Morning
10 a.m. Mr. Whitley, Australian Chemical Bank
Afternoon
Wednesday, 14 November
Morning
Afternoon
2 p.m. Lund & Lund Associates (Mr. William Lund)
Thursday, 15 November
Morning
Afternoon
3 p.m.
Distribution)
Jenny
Kinsella
23
colleagues
(B.I.G.
Friday, 16 November
Morning
11 a.m. Tim Brown
Afternoon
flight 390, Depart Sydney 6 p.m.
Practice 3
Use the flow chart below as the basis for a telephone conversation
involving a complaint. Refer to the Language Checklist if you
need to.
Berraondo S.A.
Greeting.
Introduce yourself.
Offer to help.
Explain problem.
Order HF5618 for 20 printers.
Only 17 have arrived.
Express surprise.
This is second time you have
received an incomplete delivery.
Suggest possible error in
order administration.
Agree say you need the
other three printers urgently.
Delays are costing you goodwill
unhappy customers.
Explain stock problems.
Ask for a promise of delivery
date ASAP.
Promise next Monday.
Complain you want despatch now.
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Language Checklist
Telephoning (3)
Stating reason for the call
Im calling about
Unfortunately, theres a problem with
Im ringing to complain about
Explaining the problem
There seems to be
We havent received
The doesnt work.
The quality of the work is below standard.
The specifications are not in accordance with our order.
Referring to previous problems
Its not the first time weve had this problem.
This is the (third) time this has happened.
Three months ago
We had a meeting about this and you assured us that
Threatening
If the problem is not resolved
Well have to reconsider our position.
Well have to renegotiate the contract.
Well contact other suppliers.
The consequences could be very serious.
Handling complaints and other problems
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Skills Checklist
Telephoning (3)
If you receive a complaint:
Consider your companys reputation
Express surprise
Ask for details
Suggest action
Promise to investigate
Make reasonable suggestions, offers to help.
Consider your customer and:
Show polite understanding
Use active listening
Reassure customer.
If you make a complaint:
Prepare for the call
Be sure of the facts
Have documentation available
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Who is to blame?
Who is responsible?
Are you talking to the right person?
Was your order or your specifications correct?
Were you partly responsible for arrangements which went wrong, e.g.
transport?
Does responsibility actually lie elsewhere, i.e. with a third party?
If you do not get what you want:
Keep control state what you need calmly
Do you need to continue to do business with the other side?
If you do, keep a good relationship
Express disappointment not anger
Dont use threats unless you have to!
Read the text, then mark the sentences that follow as True (T)
or False (F).
3. Presentations
3. Planning and preparation
Language Checklist
Structure (1) The introduction to a presentation
Greeting
Good morning / afternoon ladies and gentlemen.
(Ladies and) Gentlemen
Subject
I plan to say a few words about
Im going to talk about
The subject of my talk is
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Structure
Sequence
beginning, middle, end
Repetition, summarizing
Delivery
Style
Formal / informal
Enthusiasm / confidence
Voice
Variety / speed
Pauses
Body language
Eye contact
Gesture / movement
Posture
Visual aids
Type / design / clarity
Relevance
Practice
Tape recorder
Script or notes
Room
Size / seating
Equipment (does it work?)
Sound quality
Language
Simple / clear
Spelling
Sentence length
Structure signals
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Practice 1
Look at the following situations.
A medical congress in Tokyo with papers
on new techniques in open heart surgery.
The Purchasing and Product Manager of
a Taiwanese company interested in buying
some production equipment from your company.
An internal meeting of administrative
staff to discuss a new accounting procedure.
A staff meeting to discuss a charity event for
earthquake victims.
Imagine you have to give a brief presentation in two of the above
situations. Make brief notes on the following:
a. Will your talk be formal or informal?
b. What are the audiences expectations in terms of technical detail,
expertise, etc.?
c. What is the audiences probable level of specialist knowledge?
Are they experts or non-experts?
d. How long will your talk be: five minutes, twenty minutes, half an
hour, or longer?
e. What is your policy on questions? Will the audience interrupt or
will they ask questions afterwards? Will there be any discussion?
f. How will you help the audience to remember what you tell them?
Practice 2
In any presentation the beginning is crucial. Certainly some things
are essential in an introduction and others are useful. Here is a list
of what could be included in an introduction. Mark them
according to how necessary they are using the following scale:
Essential
Useful
Not necessary
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Using visuals
Types of visual support
Visual: film / video / picture / diagram / chart / pie chart / plan / map
Table graph
x axis / horizontal axis
y axis / vertical axis
left hand / right hand axis
Line graph
solid line
dotted line
broken line
Equipment
(slide) projector
slides (B.E.)
diapositives (Am.E.)
overhead projector (OHP)
transparency (B.E.)
slide (Am.E.)
flip chart
whiteboard
metaplan board
Introducing a visual
Id like to show you
Have a look at this
This (graph) shows / represents
Here we can see
Lets look at this
Here you see the trend in
Comparisons
This compares x with y
Lets compare the
Here you see a comparison between
increase / fall
To increase / fall
dramatically
markedly
significantly
slightly
Describing trends
To go up
To increase
an increase
To rise
a rise
To climb
a climb
To improve
an improvement
To recover
a recovery
To get better
an upturn
To level out
a leveling out
To stabilize
To stay the same
To reach a peak
a peak
To reach a maximum
To peak
To undulate
an undulation
To fluctuate
a fluctuation
To go down
To decrease
To fall
To decline
To deteriorate
To get worse
a decrease
a fall
a decline
a deterioration
a downturn
34
Skills Checklist
Using visual supports
Visual must be:
well prepared
well chosen
clear
Available media
Use media which suit the room and audience size.
Overhead projector (OHP)
- Transparencies / OHTs / slides (Am.E.)
Slide projector
- Slides / diapositives (Am.E.)
Video / computer graphics / flip chart / whiteboard
Use of visual aids
Combination of OHP and flip chart with pens often good.
First visual should give the title of talk.
Second show structure of talk main headings.
Keep text to minimum never just read text from visuals.
Do not use too many visuals guide is one per minute.
Use pauses give audience time to comprehend picture.
Never show a visual until you want to talk about it.
Remove visual once finished talking about it.
Switch off equipment not in use.
Use of colour
For slides, white writing on blue / green is good. Use different colours
if colour improves clarity of message (e.g. pie charts.).
Use appropriate colour combination: yellow and pink are weak
colours on white backgrounds.
Use of room and machinery
Check equipment in advance.
Check organization of room, equipment, seating, microphones, etc.
Use a pointer on the screen (not your hand).
Have a good supply of pens.
Check order of your slides / OHTs, etc.
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Practice 3
Draw a line graph for use in a presentation. Choose any situation
or subject, real or imagined. If possible draw the picture on an
overhead transparency.
Then present the graph as you would in a presentation. Your
description should last no more than one minute.
If possible, construct a graph that makes comparisons possible.
Use solid, dotted or broken lines (or colours) to make the picture
clear.
5. The presentation
Reading
Read the following passage and identify at least six
recommendations about speaking technique which can help to
make the message in a presentation clear.
Youre lost if you lose your audience
Clear objectives, clear plan, clear signals: the secrets of
presentation success.
Any presentation requires a clear strategy or plan to help you
reach your objectives. The aim is not to pass away twenty minutes
talking non-stop and showing a lot of nice pictures. It is to convey a
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Second part
Third part
Practice 4
The information below is part of a Product Managers notes for a
presentation on an advertising mix for a new range of beauty
products, with the brand name Cheri. He is talking to a marketing
team set up to promote the new range. Use the notes to give a
presentation of about 5 minutes using listing, linking and
sequencing where necessary.
38
Below-the-line advertising
in-store
e.g.
displays,
merchandising
free samples
on-pack
targeted
e.g.
mailing
coupons,
competitions,
joint promotions
Begin as follow:
Good morning, everyone. Id like to talk about the advertising mix
for the new Cheri range of beauty products. We are planning two
categories of advertising, above-the-line and below-the-line. Ill talk
first about
Vocabulary
Merchandising: Any direct efforts to encourage sales of a product,
increase consumer awareness, etc.
Above-the-line advertising: Mass media advertising, such as
television, radio and newspaper.
Below-the-line advertising: Forms of advertising at the point of sale or
directly on the product, such as packaging, shop displays, etc.
Language Checklist
Structure (2) The main body
Signaling different parts in a presentation:
Ending the introduction
So that concludes the introduction.
Thats all for the introduction.
Beginning the main body
Now lets move to the first part of my talk, which is about
So, first To begin with
39
Listing
There are three things to consider. First Second Third
There are two kinds of The first is The second is
We can see four advantages and two disadvantages. First, advantages.
One is Another is A third advantage is Finally
On the other hand, the two disadvantages.
First Second
Linking: Beginning a new part
Lets move to (the next part which is)
So now we come to
Now I want to describe
Sequencing
There are (seven) different stages to the process
First / then / next / after that / then (x) / after x theres y, last
There are two steps involved.
The first step is The second step is
There are four stages to project.
At the beginning, later, then, finally
Ill describe the development of the idea.
First the background, then the present situation, and then the prospects
for the future.
Skills Checklist
Structure (2) The main body
Organization of presentation
Logical progression of ideas and/or parts of presentation.
Clear development.
Sequential description of processes.
Chronological order of events, i.e. background -- present -- future
Topic
Main parts
Sections
Subsections
a.
b.
ii.
40
i.
a.
b.
ii.
iii.
C
a.
b.
c.
a.
b.
i.
ii.
42
Be polite.
Check understanding if necessary by paraphrasing.
Listen very carefully.
Dont say anything youll regret later.
Ask for repetition or clarification.
Agree partially before giving own opinions: Yes, but
Keep calm.
Tell the truth (most of the time!)
Practice 5
Imagine that you have given a talk on Marketing in Japan at a
conference on business trends. What would you say in these
situations? If you need to, refer to the Language Checklist.
1. At the end of your presentation, move to comments / discussion /
questions.
2. A member of the audience suggests that you said that many small
retail outlets, small shops, had actually closed down in recent
years. In fact, you said this process has been going on for a long
time. Politely correct the other person.
3. Ask the audience for comments on why this has happened.
4. Agree with someones suggestions, but suggest other factors. One
is the increasing number of take-overs of smaller companies.
5. A member of the audience says the following: I understand
that a report showed that 700 new drinks came out in Japan in
1990 and one year later 90 % had failed. Thats a pretty amazing
figure Paraphrasing this, ask if in the USA or Europe that could
not happen.
6. Someone suggests that in Japan there has always been an
emphasis on quality and on products. In the West market research
has been more developed. Agree, but say the situation is changing.
7. A speaker says something you dont understand. What do you
say?
43
Language Checklist
The end of presentation
Ending the main body of the presentation
Right, that ends (the third part of) my talk.
Thats all I want to say for now on
Beginning the summary and/or conclusion
Id like to end by emphasizing the main point(s).
Id like to finish with
A summary of the main points.
Some observations based on what Ive said.
Some conclusions / recommendations.
A brief conclusion.
Concluding
There are two conclusions / recommendations.
What we need is
I think we have to
I think we have seen that we should
Inviting questions and/or introducing discussion
That concludes (the formal part of) my talk.
(Thanks for listening) Now Id like to invite your comments.
Now we have (half an hour) for questions and discussion.
Right. Now, any question or comments?
So, now Id be very interested to hear your comments.
Handling Questions
Understood but difficult or impossible to answer
Thats a difficult question to answer in a few words.
it could be
in my experience
I would say
I dont think Im the right person to answer that. Perhaps (Mr.
Holmes) can help
44
45
Inviting questions implies that the audience is less expert than the
speaker.
Beware of the nightmare scenario total silence! Have one or
two prepared questions to ask the audience.
Keep control of the meeting.
Discussion
Inviting discussion gives the impression that the audience have
useful experience, so is often more diplomatic.
You still need to control the discussion.
Inviting discussion and questions
Offer the best solution.
Keep control, limit long contributions, watch the time.
Handling questions
Listen very carefully.
Ask for repetition or clarification if necessary.
Paraphrase the question to check you understand it.
Give yourself time to think perhaps by paraphrasing the
question.
Check that the question is relevant. If not, dont answer if you
dont want to.
Refer questioner to another person if you cant answer.
Suggest youll answer a question later if you prefer.
Check that the questioner is happy with your answer: eye contact
and a pause is often sufficient.
Keep control.
Dont allow one or two people to dominate.
Be polite.
Signal when time is running out Time for one last question.
At the end, thank the audience.
46
Incorporated are concerned; as you see we are using both the new-size
glass bottle and the miniature metal cans.
Finally, lets look at the major attractions of the product. In spite of
the higher price it will compete well with existing brands; the design
is more modern than any of the current rival products, and incidentally
the flavour is more realistic and natural its low calorie, too.
O.K., so just before closing, Id like to summarize my main points
again We have KOOL-OUT, a new design concept, aimed at a
relatively new age and income group; its designed to be consumed on
its own, as a soft drink, or to be used as a mixer in alcohol-based
drinks and cocktails. It comes in both bottle and can and this will
mean a slightly higher price than we are used to; but the improved
flavour and the package design should give us a real advantage in
todays market well, thats all I have today for the moment, thank
you for listening, now if there are any questions, Ill be happy to
answer them
Replies
1. I take your point but have you taken into account the improved
durability?
2. Ill be coming to that in a moment.
3. Youre right, but on the other hand our product has a number of
unique design features.
4. Our technical department will be able to give you an answer on
that.
5. Let me clarify that for you.
Exercise 4 Anticipating questions
It is a very good policy to try to anticipate questions or problems and
to deal with them before your audience raises them. Here are some
examples of how you can anticipate.
I can hear you say: why is this so costly?
Anticipates
I wonder why its so expensive?
Now, you may well ask, what does the mean by up-market?
49
Anticipates
Whats up-market?
You will have noticed that I havent given any figures.
Anticipates
Wheres the statistical data?
An obvious problem at this stage is the choice of colours.
Anticipates
Does it only come in black?
How would you anticipate the following questions? Example: Why is
it so heavy? An obvious problem is the weight.
a.
b.
c.
d.
e.
4. Meetings
7. Preparation for the meeting
Language Checklist
Chairing and leading discussion
Opening the meeting
Thank you for coming
(Its ten oclock). Lets start
Weve received apologies from
Any comments on our previous meeting?
Introducing the agenda
Youve all seen the agenda
On the agenda, youll see there are three items.
There is one main item to discuss
Stating objectives
Were here today to hear about plans for
50
Secretary
Obtain agenda and list of participants.
Inform participants and check:
Room, equipment, paper, materials.
Refreshments, meals, accommodation, travel.
Participants
Study subjects on agenda, work out preliminary options.
If necessary, find out team or department views.
Prepare own contribution, ideas, visual supports, etc.
The role of the Chair
Start and end on time.
Introduce objectives, agenda.
Introduce speakers.
Define time limits for contributions.
Control discussion, hear all views.
Summarise discussion at key points.
Ensure that key decisions are written down by the secretary.
Ensure that conclusions and decisions are clear and understood.
Define actions to be taken and individual responsibilities.
Practice 1
Suggest phrases which could be used by a chairperson in the
following situations in a meeting.
a. To welcome the participants to a meeting.
b. To state the objectives of the meeting.
52
c.
d.
e.
f.
g.
h.
i.
j.
k.
l.
Practice 2
1. In groups, work out a brief agenda, with an appropriate order,
for a meeting of the marketing department of Axis Finance Ltd., a
medium-size financial services company. Your agenda should
include the points listed here:
Any other business
New products
Minutes of previous meeting
Marketing plans for next year
Date of next meeting
Review of marketing performance in the current year
Personnel changes
Chairs opening address
Apologies for absence.
2. In pairs, prepare a brief opening statement by the chair to
introduce the meeting above:
Think about what the opening statement from the chair needs to say
Use your agenda as a guide
Refer to the Language Checklist
53
Practise in pairs
8. Participating in meetings
Language Checklist
Discussion in meetings
Stating opinion
It seems to me
I tend to think
In my view
We think / feel / believe
Theres no alternative to
Its obvious that
Clearly / obviously
Asking for opinion
Id like to hear from
Could we hear from ?
Whats your view?
What do you think about ?
Do you have any strong views on ?
Any comments?
Interrupting
Excuse me, may I ask for clarification on this?
If I may interrupt, could you say ?
Sorry to interrupt, but
Do you think so? My impression is
What? Thats impossible. We / I think
Handling interruptions
Yes, go ahead.
Sorry, please let me finish
If I may finish this point
Can I come to that later?
Thats not really relevant at this stage
54
Reaching a consensus
Discussion leads to consensus
Consensus is recognised and verbalised by leader
Decisions checked and confirmed
Practice 3
Use the skeleton outline below to recreate the entire dialogue with
a partner. Choose alternative interruptions and ways of handling
interruptions.
The fall in sales is mainly due to
the recession affecting world markets.
Interrupt: ask for clarification.
Polite response.
(general fall of 5 % / most product areas
/ especially oil processing sector
/ also due to sale of Anglo, UK subsidiary)
Interrupt: ask why Anglo was sold.
Reject interruption:
No time / discussed before.
Try to move on to future prospects.
(the outlook is just good now)
Interrupt: disagree.
Respond: you disagree.
Forecast are much better.
Interrupt: you want to talk about
new markets.
Promise to discuss this later.
But first
Interrupt: suggest a break.
Reject the idea.
56
Reading
1.
a.
b.
c.
2.
a.
b.
c.
d.
58
Reading
Read the following text and identify:
a. three recommendations on how a meeting should end
b. what should happen after a meeting.
Regardless of the type of meeting (information or decision
making), it is important to close with a restatement of objective, a
summary of what was accomplished, and a list of agreed action that
needs to be taken.
After the meeting, it is essential to follow up with action. A
brief memorandum of conclusions should be written and distributed.
Inform appropriate people who did not attend the meeting about
essential decisions made.
Finally, each meeting should be viewed as learning
experience. Future meetings should be improved by soliciting
evaluations and deciding what action is required to conduct better
meetings.
Language Checklist
Ending the meeting
Asking for clarification
Could you be more specific?
Can you explain that (in more detail)?
What do you mean by ?
Clarifying
This means
What I mean is
What I want to say is
To explain this in more detail
Checking that the clarification is sufficient
Is that okay? / is that clearer now?
Referring to other speakers
As Peter has already told us
59
Practice 4
You are at an internal meeting to discuss increases in the price of
your products. With a partner, use these prompts to make a
dialogue. Try to use new language from this unit.
Participant A
Participant B
61
Practice 5
In pairs use the outline below to create a chairs closing remarks
for a meeting. To make this more realistic, add names and other
details as required. Practice your closing remarks together.
Indicate that the meeting is almost over.
Check that no one has anything else to say.
Restate the purpose of the meeting.
Introduce a summary of the decisions taken.
Ask if everyone is happy with your summary.
Indicate that a colleague will organise a presentation next week.
Fix a date for a new meeting.
Thank people for coming.
5. Negotiations
10. Know what you want
62
Language Checklist
Negotiations (1)
Making an opening statement
Welcoming
Welcome to
Im sure we will have a useful and productive meeting
First meeting
We see this as a preparatory meeting
We would like to reach agreement on
One of a series of meetings
Following previous meetings we have agreed on some important
issues. Today we have to think about
We have reached an important stage
Stating your aims and objectives
Id like to begin with a few words about our general expectations
May I outline our principle aims and objectives today
We want to clarify our positions
We have a formal agenda
We dont have a formal agenda, but we hope to reach agreement on
There are three specific areas we would like to discuss. These are
We have to decide
Stating shared aims and objectives
Together we want to develop a good relationship
We agree that
It is important for both of us that we agree on
Handing over
Id like to finish there and give you the opportunity to reply to this.
Id like to hand over to my colleague , who has something to say
about
Skills Checklist
Negotiations (1)
Planning and preparation
63
Type of negotiation
Towards agreement
Both teams try to suit joint interests
Independent advantage
Each team aims to get best deal
Conflict
A team aims to win and make the other team lose
Purpose of negotiation
Exploratory (possible areas of interest)
Conciliatory (resolving differences)
Targets
Scale (e.g. 1-10)
Decide realistic maximum and minimum acceptable scores
Facts and figures
Prepare statistical data
Know facts
Prepare visuals
Strengths and weaknesses
List your bargaining strengths
Know your possible weaknesses
Calculate your bargaining position
Possible concessions
Plan your bargaining strategy
List essential conditions
Impossible to concede
List possible concessions
Opening statements
State general objectives
State priorities
State independent (not joint) objectives
64
Be brief
Practice 1
1. Suggest phrases for each of the following at the start of a
negotiation.
Welcome the other side.
Develop small talk (trip, weather).
Mention plans for lunch make your visitors feel welcome (see
city centre / local restaurant).
Suggest you start talking about the main subject of your meeting.
Introduce a colleague.
Explain general aim or purpose of the meeting. (preliminary /
exploratory)
Say what your side wants from the meeting. (Establish beginnings
of a partnership / learn about supply systems / price variations and
supply costs.)
65
66
If there are big differences between the two parties, you have a
choice of these options: to accept, to reject, or to carry on negotiating.
If you decide to carry on, then the options in the next round are:
To make a new offer
67
Practice 4
You and a partner are representatives of Beck Instruments and
Ojanpera Inc., a machine tool maker. Ojanpera is in discussion with
Beck Instruments to buy a machine, the BI 25. Use the flow chart
below to negotiate some aspects of an agreement for the sale of the
BI 25.
Ojanpera
Offer to buy the machine if BI
can give a good price.
Beck Instruments
Say that your prices are very
competitive.
Reading
Match each of the following to a phrase in the text with a similar
meaning:
a. highlight the disadvantages of failing to reach a deal
b. think of new benefits for both sides
c. alter parts of what is on offer
d. take a break to consider positions
e. have the negotiation in a different place
f. change the individuals involved
g. ask an independent person to come and help you reach agreement
h. have an informal meeting to talk things over.
Dealing with conflict
Conflict may sometimes be an unavoidable step on the road
towards agreement. However, in some cases conflict leads to the break
down of negotiations as one or both sides realise that agreement is not
possible. In many cases this is better than agreeing to something
which would be against the interests of the people concerned.
When conflict arises, there are several possible actions which
may help to resolve conflict in a negotiation:
Leave the problem, go on to a different topic and return later to
the point at issue
Summarise progress and areas of agreement
Emphasise the benefits available to both sides
Emphasise the loss to both sides of not reaching agreement
Restate the issue and wait for a response
Change the package
Invent new options for mutual gain
Offer conditional concessions
Adjourn (a amna, a suspenda) to think and reflect
Fix an off-the-record meeting (ntlnire neoficial)
Change location
Change negotiator (personal chemistry?)
Bring in a third party (mediator?)
Consider walking away.
75
Practice 6
In pairs, use the given prompts to suggest a response to the
statements.
Situation 1
The problem is that we have never offered the kind of warranty you
are looking for.
Suggest leaving the point and returning to it later after discussing
other issues, i.e. training for technical staff.
Situation 2
Theres a number of issues on the table. We seem to be a long way
from an agreement.
Suggest changing the package on offer (variables include price,
shipment costs, payment terms).
Situation 3
The price you are asking is rather high, quite a lot higher than we were
expecting.
Send a signal that you could offer better payment terms.
Situation 4
There are several problems. We think there is quite a lot of negotiation
ahead before we can agree on a common strategy.
Suggest advantages of reaching agreement: more global influence,
better prospects for the future.
a.
b.
c.
d.
e.
Practice 7
76
Below are four offers or request. Reject each one, using the
information in the prompts.
Situation 1
Let me make a suggestion. If you agree to buy 100 units every month
for the next twelve months, well agree a 10 % discount.
You dont know how many units you will need in six and twelve
months. It might be more or less.
Situation 2
The price we are offering excludes installation costs but does include a
twelve months guarantee.
Other suppliers offer free installation and a two year parts and labour
warranty.
Situation 3
I think the absolute minimum investment in advertising must be
$40,000, otherwise we cannot reach enough of our market. Its not
much to ask for.
You cannot spend more than your budget.
Situation 4
Now, some excellent news: wed like to increase our order. Right now
you are sending us 350 boxes a month. We need at least 500, demand
is very high
Your order books are full, the plant is working at capacity.
Practice 8
Suggest what you could say in the following situations.
Situation 1
After a long negotiation, you have reached agreement and now plan a
meal in a local restaurant with the other party in the negotiation.
Situation 2
77
Unfortunately
I dont think it would be sensible for us to
I think if you consider our position, youll see that
Ending negotiations
So, can we summarise the progress weve made?
Can we go through the points weve agreed?
Perhaps if I can check the main points
So, the next step is
What we need to do now is
Its been a very useful and productive meeting.
We look forward to a successful partnership.
Breaking off negotiations
I think weve gone as far as we can.
Im sorry, but I dont think were going to agree a deal.
Its a pity we couldnt reach agreement this time.
Unfortunately we appear unable to settle our differences.
It would be better if we looked for some independent arbitrator.
Skills Checklist
Negotiations (3)
Dealing with conflict
Show understanding of the other sides position
Highlight advantages of agreement
Dont
Be sarcastic
Attack
Criticise
Threaten
Blame
Do
ask questions
listen
summarise
build on common ground
explain your feelings
Types of negotiators
Hard
Negotiates to win
Makes demands
79
Principled
Looks for common benefits
Makes offers
Soft
Looks for agreement
Accepts whats on offer
Fighter
Win-lose
Independent advantage
win-win
Creative negotiator
looks for agreement
Rejecting
Ask for an adjournment.
Discuss options.
Remember your limits.
Decide if your interests are being met: if not, reject the proposal
on offer, or suggest alternatives.
After the negotiation
Compare the result with your objectives, targets and limits.
Examine the process of the negotiation:
The planning the strategy team roles the issues.
Learn from failure:
What went wrong and why?
Identify weaknesses and errors
Discuss and plan ahead.
Build on success:
Recognise success
Praise people
Develop teamwork and partnership.
Negotiating Conditions
Conditions
Unit price
Minimum quantity
Credit period
Delivery date
Examples
$8.50 per unit
at least 10,000 units
30 days after invoice
20 June 2003
80
Bulk discount
Penalty clause
Cancellation clause
Exclusivity
Royalty on sales under licence
Commission
Early settlement discount
Option period
Method of payment
Warranty period
DATAFILE: Negotiation
Below are the stages of negotiation and some expressions which you
may find useful at each stage:
Conversation (1)
Im sure/confident we can reach agreement. (optimistic)
Im sure theres room for negotiation.
We have a lot to discuss.
Lets see how we get on. (cautious)
Presenting your position (2)
This is our position.
This is how we see it.
We think the following is reasonable/appropriate.
Our approach is this.
Questioning the others position (3)
How do you/ explain your attitude?
/ justify ? Account for? Arrive at?
Why do you want?
Why such a / high charge?
/ long delivery period?
/ low discount?
81
82
Supplier Well, these are in fact the usual periods. Its pretty normal
in this kind of operation. Did you expect we could deliver any
quicker?
You (2: 6 weeks maximum delivery; 4 weeks installation)
Supplier I see what you mean, but that would be very difficult. You
see we have a lot of orders to handle at present, and moving just one
of these machines is a major operation. Look, if I can promise you
delivery in eight weeks, does that help?
You (4: too late)
Supplier Ah-ha! Well, look er You want the machine in six
weeks. Now that is really a very short deadline in this business. You
said that you couldnt take it any later, but couldnt your engineers
find a way to re-schedule just a little, say another week?
You (5: refuse)
Supplier Well, you really are asking us for something that is very
difficult. Ive already offered you seven weeks. Ill have to consult
with my colleagues and come back to you, but I cant see what we can
do.
You (6: if deliver in 6 weeks perhaps talk about further order)
Supplier Well, on that basis I suppose we might be able to look at
some kind of arrangement. In fact, if you can promise another order I
think we could accept your terms.
You (7: 6 weeks delivery; 4 weeks installation; decision on next
order by 26th of this month)
Supplier Exactly. If you could confirm this in writing I
Exercise 2 Ten rules for negotiating
Dr Ed Zap is holding a two-day seminar on negotiating techniques. At
the end of the first morning he gives the group his ten rules for
negotiating. Here they are.
1.
2.
3.
4.
5.
6.
Understanding contracts
clause
draw up
condition
binding
Section
party
provide for
compromise
comply with/abide by
Litigation
out of court
breach
court
term
void
85
agreement
arbitration
valid
86
6. Management
13. What is management?
Discussion
Vocabulary
a. Complete the following sentences with these words.
Achieved
Resources
board of directors
communicate
manageable
performance
setting
supervise
innovations
Vocabulary
94
Match up the words on the left with the definitions on the right
1 autonomous
2 decentralization
3 function
4 hierarchy
5 line authority
6 report to
7 subordinates
Reading
Read the text below, about different ways of organizing
companies, and then label the diagrams, according to which of
these they illustrate:
Line structure / functional structure / matrix structure / staff
structure
A.
C..
B..
D..
95
divisions that deal with each other using internally determined transfer
prices. Many banks, for example, have established commercial,
corporate, private banking, international and investment divisions.
An inherent problem of hierarchies is that people at lower
levels are unable to make important decisions, but have to pass on
responsibility to their boss. One solution to this is matrix management,
in which people report to more than one superior. For example, a
product manager with an idea might be able to deal directly with
managers responsible for a certain market segment and for a
geographical region, as well as the managers responsible for the
traditional functions of finance, sales and productions. This is one way
of keeping authority at lower levels, but it is not necessarily a very
efficient one. Thomas Peters and Robert Waterman, in their wellknown book In Search of Excellence, insist on the necessity of
pushing authority and autonomy down the line, but they argue that one
element probably the product must have priority; four-dimensional
matrices are far too complex.
A further possibility is to have wholly autonomous, temporary
groups or teams that are responsible for an entire project, and are split
up (a se diviza, a se mpri) as soon as it is successfully completed.
Teams are often not very good for decision-making, and they run the
risk or relational problems, unless they are small and have a lot of
self-discipline. In fact, they still require a definite leader, on whom
their success probably depends.
97
Finance
Advertising
Promotions
Research &
Development
Personnel
Financial
Management
Accounting
Southern
Region
component
inventory
lead time
plant
subcontractor outsourcing or contracting out
Read the text below, and insert the eight words defined in
vocabulary a) in the spaces.
Capacity
Location
component
outsourcing
inventory
plants
101
lead time
subcontractor
Vocabulary
Find words or expressions in the text which mean the following.
1 the possibility of paying for a product over an extended period
2 a promise by a manufacturer or seller to repair or replace defective
goods during a certain period of time
3 a surface in a store on which goods are displayed
104
2 to launch a product
3 market opportunities
4 market research
5 market segmentation
6 packaging
105
7 points of sale
8 product concept
9 product features
10 sales representative
such as energy and pens and paper, and services ranging from cleaning
to management consulting, all of which have to be marked. There is
consequently more industrial than consumer marketing, even though
ordinary consumers are seldom exposed to it.
Comprehension
Look at the following diagrams from Marketing Management by
Philip Kotler.
1 The first diagram contrasts the selling and the marketing concepts.
Fill in the four spaces with the following words or expressions:
Coordinated marketing
Market
Customer needs
Profits through customer satisfaction
Starting
point
Factory
Focus
Means
Ends
Products
5.
6.
7.
8.
49%
51%
57%
60%
72%
85%
90%
aimed awareness
channel
loyalty
medium
tactics
target
trial
to diversify (diversification)
synergy
horizontal integration to merge (a merger)
115
to innovate (innovation)
vertical integration
Reading
Leveraged buyouts
One indication that the people who warn against takeovers
might be right is the existence of leveraged buyouts.
In the 1960s, a big wave of takeovers in the US created
conglomerates collections of unrelated businesses combined into a
single corporate structure. It later became clear that many of these
conglomerates consisted of too many companies and not enough
synergy. After the recession of the early 1980s, there were many large
companies on the US stock market with good earnings but low stock
prices. Their assets were worth more than the companies market
value.
Such conglomerates were clearly not maximizing stockholder
value. The individual companies might have been more efficient if
liberated from central management. Consequently, raiders (persoan
agresiv, acaparatoare) were able to borrow money, buy badlymanaged, inefficient and under-priced corporations, and then
restructure them, split them up, and resell them at a profit.
116
for example, pollute the area around its factories, or close down a
factory employing several hundred people in a small town with no
other significant employers, and relocate production elsewhere in
order to make small financial savings. Proponents of the stakeholder
approach suggest that suppliers, customers, employees, and members
of the local community should be strongly represented on a companys
board of directors.
Vocabulary
Find words or expressions in the text which mean the following.
1 institutions or organizations that provide help for people in need
2 acceptability, according to law or public opinion
3 the situation when there are a large number of sellers and buyers,
freedom to enter and leave markets, a complete flow of information,
and so on
4 a condition of general well-being (and government spending
designed to achieve this)
5 menacing, endangering
6 liveliness, health, energy, strength
7 an economic system in which anyone can attempt to raise capital,
form a business, and offer goods or services
8 complying with or following (rules, etc.)
9 expressed, given a material form
10 supporters, people who argue in favour of something
120
tobacco, rice and whisky or brandy not exactly the most practical
solution. The first paper money issue was by the Massachusetts Bay
Colony in 1690. The practice was frowned upon and eventually
banned by the mother country, but the inventive money-making
instincts of the new United States of America meant that, during the
19th century, most of the money used was in the form of paper dollars.
The first fully printed note in England was issued in 1855 until that
time the cashier had to write the name of the payee and sign each note
individually.
At first, bank notes were redeemable for gold on Bank of
England notes you will see written I promise to pay the bearer on
demand the sum of If you took a ten-pound note to the Bank they
used to have to give you ten pounds in gold coin. Britain left the gold
standard in 1931 and thus the notes are no longer backed by gold.
Strides = progrese, pai
Short of coinage = lips de monezi
Ban = a interzice, a scoate n afara legii
Frown upon = a nu fi de acord cu ceva
Redeem = a compensa, rscumpra
Plastic money
Nowadays many transactions are carried out with plastic
money such as credit cards. The newest are called smart cards and
carry small silicon chips that can record every transaction on the card.
Research into the cards of the future continues, but the latest
development is e-cash, cash to be used across the Internet youll be
able to spend money from the comfort of your armchair. If only
earning the damn stuff was so easy!
thinkers in all ages have had something to say about it; governments
are elected on the strength of how they plan to manage it, empires rise
and fall because of it.
The Root of All Evil
Money is so important to us people even say it makes the
world go round that it has acquired many nicknames, such as bread,
dough, dinero, mazuma, spondulicks, rhino, gravy, dosh, lucre or
simply the necessary. Small amounts of it are chickenfeed or peanuts.
(n slang: lovele, bitari, parale, bani, ctig)
So what are you thinking about now? A penny for your thoughts! Oh,
I see, you like the look of that new jacket itll cost you an arm and
a leg. Im afraid, or, to put it another way, youll have to pay through
the nose for it.
You may like it so much you insist that moneys no object
but dont forget: money doesnt grow on trees, so dont live beyond
your means! If you do go ahead and buy that jacket, your friends will
tell you that you might as well flush it (the money) down the toilet.
So, if you cant afford it, buy the cheapo version: you can bet your
bottom dollar that nobody will be able to tell the difference.
Of course your attitude to money depends, to a certain extend,
on how well off you are. You may be experiencing a liquidity
problem or a cashflow problem at the moment; in other words, youre
strapped for cash, broke, or even flat broke. Perhaps you dont have
a dollar to your name, you dont have a red cent and you havent got
a bean, in which case youre as poor as a church mouse!
If, on the other hand, youve got plenty of money then youre
filthy rich, or stinking rich or rolling in it perhaps you had some
good business ideas and put your money where your mouth is or
cashed in on a golden business opportunity and managed to get rich
quick, so now youre laughing all the way to the bank.
Youve got money to burn; youre earning megabucks and,
now that you know its power, you believe what people say money
talks! In spite of this, you might be so careful with money that people
think youre mean or stingy (zgrcit). Perhaps theyll call you a miser
behind your back; in the US youd be called a tightwad (calic, avar).
You might reply that money doesnt grow on trees but then
others might say that you cant take it with you (when you die) and so
they spend money as if it were going out of fashion. In this case,
124
money burns a hole in their pocket, and you would be the first to
remind them that a fool and his money are soon parted. If, on the
other hand, you look after the pennies, then the pounds will look
after themselves.
28. The profits of labor
Roman soldiers were given part of their pay in salt, as it was
so valuable at least thats the excuse the Senate gave!
At the time it was called their salario, and it is for this reason that we
still use the word salary to describe the regular monthly payment
made to employees especially white-collars workers. If you receive
your pay every week, then you receive wages on payday, in the form
of a paycheck in the US, or a paypacket in the UK.
You may find that some of your money is taken from you
before you even see it, that is it is deducted at source; in the US these
deductions are known as deducks or ducks. They may be for tax and
also, in the UK, National Insurance, which means that your takehome pay may be a lot less than you expected!
Those who are unlucky enough not to have a job will be on
the dole receiving unemployment benefit in the UK or on welfare in
the US. If you pay money for your retirement then your company
runs a pension scheme. If you work more than your normal hours,
then youre paid overtime. If your company has been doing well, you
may get a bonus.
If youre one of the bosses of a newly-privatised monopoly,
your employees may call you a fat cat, and part of your pay may take
the form of share options; when you started to work for the company
you were given a golden hello and, regardless of the companys
performance, you will be given a golden handshake when you leave.
Perhaps youre the kind of boss that never stops complaining about
your employees; if so remember: if you pay peanuts you get
monkeys!
You and your fellow top-managers are likely to enjoy a range
of fringe benefits or perks like a free car, house and even private
education for your children. This is in lieu of money, and means that
you have a high standard of living without having to declare
hundreds of thousands of pounds at the end of the tax year. All the
125
expenses the company incurs on your behalf are also tax deductible
for the company, so it doesnt lose out either.
When the time comes to retire, sooner rather then later, for the
lucky few who can choose early retirement, you may decide to take
your company pension in a lump sum and finally you can go on that
world cruise!
White-collars workers = funcionari
On the dole = ajutor de omaj, subvenie de la stat
On welfare = ajutor social
Share options =
Fringe benefit / perks = beneficiu suplimentar
In lieu of money = n loc de bani
Incur = a face, a crea
Lump sum = sum global / unic, plat unic
Borrowing
Many of us go to the bank at some point to ask for a loan it
is often said that a bank manager is someone who lends you an
umbrella when the sun is shining and who asks for it back when it
starts to rain.
The simplest way to borrow is with an overdraft, or by using
the facilities offered by a credit card; but to borrow large sums youll
probably negotiate a loan with your bank; you can either borrow a
fixed amount or agree a credit limit.
If youre buying a house, then youll want a mortgage. If the
bank refuses to lend you money, you might resort to borrowing from a
finance company or even the local loan shark to pay off your IOUs
(I Owe You). For any loan, you should look at the Annual Percentage
Rate which takes into account the various charges which will be
included in your repayments.
Borrowing from a loan shark can involve exorbitant interest
rates. If youre being gouged in this way, then you may end up being
unable to make the repayments. Your debt may be sold to a debt
collector or you may receive a visit from the bailiffs in the UK. If
youve been buying something in instalments or on a hire purchase
(HP) scheme, defaulting on the repayments will probably lead to a
visit from the dreaded repo (repossesssion) man.
126
A a companys owners
2. Depreciation
B all the money received by a company during a given period
3. Liabilities
C all the money that a company will have to pay to someone else in
the future, including taxes, debt, and interest and mortgage payments
4. Turnover
D the amount of business done by a company over a year
5. Creditors (GB) accounts payable (US)
E anything owned by a business (cash investments, buildings,
machines, and so on) that can be used to produce goods or pay
liabilities
6. Debtors (GB) accounts receivable (US)
F the reduction in value of a fixed asset during the years it is in use
(charged against profits)
7. Overheads (GB) overhead (US)
G sums of money owed by customers for goods or services purchased
on credit
8. Revenue or earnings or income
H sums of money owed to suppliers for purchases made on credit
9. Shareholders (GB) stockholders (US)
I (the value of) raw materials, work in progress, and finished products
stored ready for sale
10. Stock (GB) inventory (US)
J the various expenses of operating a business that cannot be charged
to any one product, process or department
Reading
Insert the words in vocabulary b) in the gaps in the text below.
Accounting and financial statements
In accounting it is always assumed that a business is a going
concern, i.e. that it will continue indefinitely into the future, which
means that the current market value of its assets is irrelevant, as they
are not for sale. Consequently, the most common accounting system is
historical cost accounting, which records (1) at their
original purchase price, minus accumulated depreciation charges. In
times of inflation, this understates the value of appreciating assets
129
131
1993
[1 .]
(income from football and related
activities: gate receipts, broadcasting,
ground advertisements, prize money)
21,471,680
15,341,689
Costs and [2 ],
less other income (costs include
salaries, [3 ], auditors
remuneration, and lease payments; other
income includes Interest Receivable)
(14,951,737)
(12,804,538)
6,519,943
2,537,151
(889,588)
(54,259)
5,630,355
2,482,892
Taxation
(1,596,226)
(750,000)
4,034,129
1,732,892
Fixed Assets
(including [4 .],
leasehold properties, plant and
equipment, and motor vehicles;
all recorded at [5 ]
minus depreciation)
Current Assets
Stocks; (including [6 .],
Instalments on executive boxes);
and [7 .]
132
1994
28,478,922
1993
18,982,931
9,607,592
7,991,088
Creditors
Amounts falling due within one
year (including [8 .]
and social security)
(9,863,457)
28,223,057
(8,755,491)
18,218,528
(17,893,500) (11,923,100)
[9 ..]
10,329,557
56,000
237,201
846,000
9,190,356
56,000
237,201
846,000
5,156,227
10,329,557
6,295,428
Shareholders Funds
6,295,428
the note for 1/35th of an ounce of gold. Under this system, overvalued
or undervalued currencies could only be adjusted with the agreement
of the International Monetary Fund. Such adjustments are called
devaluations and revaluations. The Bretton Woods system of gold
convertibility and pegging against the dollar was abandoned in 1971,
because following inflation, the Federal Reserve did not have enough
gold to guarantee the American currency.
Gold convertibility was replaced by a system of floating
exchange rates. (Today, the US dollar the unofficial world currency
is merely a piece of paper on which is written In God We Trust.
God, not gold!) a freely (or clean) floating exchange rate is
determined purely by supply and demand. Theoretically, in the
absence of speculation, exchange rates should reflect purchasing
power parity the cost of a given selection of goods and services in
different countries. Proponents of floating exchange rates, such as
Milton Friedman, argued that currencies would automatically establish
stable exchange rates, which would reflect economic realities more
precisely than calculations by central bank officials. Yet, they
underestimated the impact of speculation, and the fact that companies
and investors frequently follow short-term money market trends even
if these are contrary to their own long-term interests.
In the late 1970s and early 1980s, the American, British and
other governments deregulated their financial systems, and abolished
all exchange controls. Residents in these countries are now able to
exchange any amount of their currency for any other convertible
currency. This has led to the current situation in which 95% of the
worlds currency transactions are unrelated to transactions in goods
but are purely speculative. Enormous amounts of money move round
the world, chasing high interest rates or capital gains, as investors
including rich individuals, companies and pension funds seek to
maximize the value of their assets. In London alone, over $300 billion
worth of currency is traded on an average day the equivalent of
about 30% of the value of the goods Britain procedures each year.
Banks make a profit from the spread (marj) between a currencys
buying and selling prices.
Few governments, however, leave exchange rates wholly at
the mercy of market forces. Most of them attempt to influence the
level of their currency when necessary. Managed (or dirty) floating
exchange rates are more common than freely floating ones. In 1979,
most Western European governments joined the EMS (European
134
Comprehension
Are the following statements True or False?
1 Gold convertibility was abandoned because there was too much
gold.
2 It is now impossible to exchange dollars for gold.
3 Only a pegged currency can be devalued or revalued.
4 A floating currency can either appreciate or be devalued.
5 Central banks sometimes attempt to decrease the value of their
currency.
6 The EMS was designed to stabilize exchange rates.
7 To speculate is to take risks; to hedge is to try to avoid risks.
8 Under the system of floating exchange rates, currencies can
depreciate 100% in a short time.
Vocabulary
136
adjust appreciate
fluctuate
peg
convert
suspend
diverge
revalue
cash dispenser
credit card
home
banking
Loan mortgage
overdraft
standing order
Current account (GB) or checking account (US)
Deposit account (GB) or time or notice account (US)
1 an arrangement by which a customer can withdraw more from a
bank account than has been deposited in it, up to an agreed limit;
interest on the debt is calculated daily
2 a card which guarantees payment for goods and services purchased
by the cardholder, who pays back the bank or finance company at a
later date
3 a computerized machine that allows bank customers to withdraw
money, check their balance, and so on
4 a fixed sum of money on which interest is paid, lent for a fixed
period, and usually for a specific purpose
5 an instruction to a bank to pay fixed sums of money to certain
people or organizations at stated times
137
themselves. Investment banks make their profits from the fees and
commissions they charge for their services.
3..
In the USA, the Glass-Steagall Act of 1934 enforced a strict
separation between commercial banks and investment banks or
stockbroking firms. Yet, the distinction between commercial and
investment banking has become less clear in recent years.
Deregulation in the USA and Britain is leading to the creation of
financial supermarkets: conglomerates combining the services
previously offered by banks, stockbrokers, insurance companies, and
so on. In some European countries (notably Germany, Austria and
Switzerland) there have always been universal banks combining
deposit and loan banking with share and bond dealing and investment
services.
4
A countrys minimum interest rate is usually fixed by the
central bank. This is the discount rate, at which the central bank makes
secured loans to commercial banks. Banks lend to blue chip borrowers
(very safe large companies) at the base rate or the prime rate; all other
borrowers pay more, depending on their credit standing (or credit
rating, or creditworthiness): the lenders estimation of their present
and future solvency. Borrowers can usually get a lower interest rate if
the loan is secured or guaranteed by some kind of asset, known as
collateral.
4
In most financial centres, there are also branches of lots of
foreign banks, largely doing Eurocurrency business. A Eurocurrency is
any currency held outside its country of origin. The first significant
Eurocurrency market was for US dollars in Europe, but the name is
now used for foreign currencies held anywhere in the world (e.g. yen
in the US, DM in Japan). Since the US$ is the worlds most important
trading currency and because the US has for many years had a huge
trade deficit there is a market of many billions of Eurodollars,
including the oil-exporting countries petrodollars. Although a
central bank can determine the minimum lending rate for its national
currency it has no control over foreign currencies. Furthermore, banks
are not obliged to deposit any of their Eurocurrency assets at 0%
interest with the central bank, which means that they can usually offer
better rates to borrowers and depositors than in the home country.
139
advice
bonds
business
currencies
deposits
funds
interest
loans
profits
security issues
140
General Information:
When do/are you open?
How late do you stay open?
141
trade, the banks can help by financing or advising their clients. They
can be referred to by either party for status enquiries in business
transactions.
Recurring expenses = cheltuieli recurente
Valuables / deeds = acte, valori
Overdraft = cont debitor, descoperire de cont
Be referred to = a fi ndrumat
Definition
A cheque is signed by the payer and payable to the payee or to his
order. A draft (or bill of exchange) is drawn by the creditor on the
debtor and payable to the drawer or to a third party after acceptance
by the drawee.
Un cec este semnat de pltitor i se pltete beneficiarului sau la
ordinul su. O trat este tras de creditor asupra debitorului i se
pltete trgtorului sau unei tere pri dup acceptare de ctre tras.
6.
7.
8.
9.
10.
11.
12.
13.
14.
15.
5. A tax collected at each stage of production, excluding the alreadytaxed costs from previous stages, is called a/an
Added-value tax
sales tax
value-added tax
6. Profits made by selling assets are generally liable to a
Capital gains tax
capital transfer tax
wealth tax
7. Gifts and inheritances over a certain value are often liable to a
Capital gains tax
capital transfer tax
wealth tax
8. The annual tax imposed on peoples fortunes (in some countries)
is a/an
Added-value tax
capital gains tax
wealth tax
9. Making false declarations to the tax authorities is called
Fiscal policy
tax avoidance
tax evasion
10. Reducing the amount of tax you pay to a legal minimum is called
Creative accounting
tax avoidance
tax evasion
Income tax impozit pe venit
Wealth tax impozit pe avere
Direct tax impozit direct
Indirect tax impozit indirect
Progressive tax impozit progresiv
Regressive tax impozit regresiv
Value-added tax TVA
Sales tax impozit pe vnzri
Capital gains tax impozit pe plusul de capital
Capital transfer tax impozit pe transferul de capital
Fiscal policy politic fiscal
Tax avoidance evitare fiscal
Tax evasion evaziune fiscal
Tax tax, impozit
Taxation impozit, impozitare
Tax shelter protecie fiscal
Tax haven paradis fiscal
Tax-deductible deductibil fiscal
Excise duties accize, impozit de fabricare
Reading
151
owners, and is only liable for the amount of capital that has been
invested in it. If a limited company goes bankrupt, it is wound up and
its assets are liquidated (i.e. sold) to pay the debts. If the assets dont
cover the liabilities or the debts, they remain unpaid. The creditors
simply do not get all their money back.
Most companies begin as private limited companies. Their
owners have to put up the capital themselves, or borrow from friends
or a bank, perhaps a bank specializing in venture capital. The founders
have to write a Memorandum of Association (GB) or a Certificate of
Incorporation (US), which states the companys name, its purpose, its
registered office or premises, and the amount of authorized share
capital. They also write Articles of Association (GB) or Bylaws (US),
which set out the duties of directors and the rights of shareholders
(GB) or stockholders (US). They send these documents to the registrar
of companies.
A successful, growing company can apply to a stock exchange
to become a public limited company (GB) or a listed company (US).
Newer and smaller companies usually join over-the-counter markets,
such as the Unlisted Securities Market in London or Nasdaq in New
York. Very successful businesses can apply to be quoted or listed (i.e.
to have their shares traded) on major stock exchanges. Publicly quoted
companies have to fulfil a large number of requirements, including
sending their shareholders an independently-audited report every year,
containing the years trading results and a statement of their financial
position.
The act of issuing shares (GB) or stocks (US) for the first time
is known as floating a company (making a flotation). Companies
generally use an investment bank to underwrite the issue i.e. to
guarantee to purchase all the securities at an agreed price on a certain
day, if they cannot be sold to the public.
Companies wishing to raise more money for expansion can
sometimes issue new shares, which are normally offered first to the
existing shareholders at less than their market price. This is known as
a rights issue. Companies sometimes also choose to capitalize part of
their profit, i.e. turn it into capital, by issuing new shares to
shareholders instead of paying dividends. This is known as a bonus
issue.
Buying a share gives its holder part of the ownership of a
company. Shares generally entitle their owner to vote at a companys
Annual General Meeting (GB) or Annual Meeting of Stockholders
155
Alternative terminology
Two terms for nominal value are face value and par value.
Other names for a bonus issue are a scrip issue (short for subscription
certificate) and a capitalization issue, and in the US, a stock dividend
or stock split.
Vocabulary
Match up the following words and definitions.
Blue chip
Defensive stock
Growth stock
Insider share-dealing Institutional investors Mutual fund
Market-maker Portfolio
Stockbroker
1. a company that spreads investors capital over a variety of
securities
2. an investors selection of securities
3. a person who can advise investors and buy and sell shares for
them
4. a stock in a large company or corporation that is considered to be
a secure investment
5. a stock in an industry not much affected by cyclical trends that
offers a good return but only a limited chance of rise or decline in
price
6. a stock which usually has a high purchasing price and a low
current rate of return that is expected to appreciate in capital
value
7. a wholesaler in stocks and shares who deals with brokers
8. financial organizations such as pension funds and insurance
companies which own most of the shares of all leading companies
(over 60%, and rising)
9. the use of information not known to the public to make a profit
out of buying or selling shares
36. Bonds
Companies finance most of their activities by way of
internally generated cash flows. If they need more money they can
either sell shares or borrow, usually by issuing bonds. More and more
157
companies now issue their own bonds rather than borrow from banks,
because this is often cheaper: the market may be a better judge of the
firms creditworthiness than a bank, i.e. it may lend money at a lower
interest rate. This is evidently not a good thing for the banks, which
now have to lend large amounts of money to borrowers that are much
less secure than blue chip companies.
Bond-issuing companies are rated by private rating companies
such as Moodys and Standard & Poors, and given an investment
grade according to their financial situation and performance, Aaa
being the best, and C the worst, i.e. nearly bankrupt. Obviously, the
higher the rating, the lower the interest rate at which a company can
borrow.
Most bonds are bearer certificates, so after being issued (on
the primary market), they can be traded on the secondary bond market
until they mature. Bonds are therefore liquid, although of course their
price on the secondary market fluctuates according to the changes in
interest rates. Consequently, the majority of bonds on the secondary
market are traded either above or below par. A bonds yield at any
particular time is thus its coupon (the amount of interest it pays)
expressed as a percentage of its price on the secondary market.
For companies, the advantage of debt financing over equity
financing is that bond interest is tax deductible. In other words, a
company deducts its interest payments from its profits before paying
tax, whereas dividends are paid out of already-taxed profits. Apart
from this tax shield, it is generally considered to be a sign of good
health and anticipated higher future profits if a company borrows. On
the other hand, increasing debt increases financial risk: bond interest
has to be paid, even in a year without any profits from which to deduct
it, and the principal has to be repaid when the debt matures, whereas
companies are not obliged to pay dividends or repay share capital.
Thus companies have a debt-equity ratio that is determined by
balancing tax savings against the risk of being declared bankrupt by
creditors.
Governments, of course, unlike companies, do not have the
option of issuing equities. Consequently they issue bonds when public
spending exceeds receipts from income tax, VAT, and so on. Longterm government bonds are known as gilt-edged securities, or simply
gilts, in Britain, and Treasury Bonds in the US. The British and
American central banks also sell and buy short-term (three months)
Treasury Bills as a way of regulating the money supply. To reduce the
158
money supply, they sell these bills to commercial banks, and withdraw
the cash received from circulation; to increase the money supply they
buy them back, paying with newly created money which is put into
circulation in this way.
Rating company firm de rating
Debt financing finanarea debitului
Equity financing finanarea aciunilor
Investment grade gradul riscului de investiie
Debt-equity ratio raia debit-aciuni
Public spending chletuieli publice
Receipts ncasri, venituri
Treasury bonds certificate de trezorerie pe termen lung
Treasury bills certificate de trezorerie pe termen scurt
Vocabulary
Match up the words or phrases on the left with the corresponding
ones on the right.
1 investors
2 issuing bonds
3 principal
4 maturity
5 pension funds
6 buy-and-hold investors
7 non-payment
8 price appreciation
9 price depreciation
10 capital gains
Vocabulary
Match up the expressions on the left with the definitions on the
right.
1 equity financing
2 debt financing
3 bearer certificate
4 liquid
5 par
6 coupon
7 yield
Reading
Select ten or eleven of the following words that you would expect
to find in an introductory text about futures and options.
Assets
beer bush call
commodities
Copper currencies
discount store foodstuffs
Liabilities
plastic
phone
raw
shout
Spot market
supermarket tea
contracts
hedge
materials
Now read the text, and see if you find the words you selected.
Futures
Every weekday, enormous amounts of commodities,
currencies and financial securities are traded for immediate delivery at
their current price on spot markets. Yet there are also futures markets
on which contracts can be made to buy and sell commodities,
currencies, and various financial assets, at a future date (e.g. three, six
or nine months adead), but with the price fixed at the time of the deal.
Standardized deals for fixed quantities and time periods (e.g. 25 tons
of copper to be delivered next June 30) are called futures; individual,
non-standard, over-thecounter deals between two parties (e.g. 1.7
billion yen to be exchanged for dollars on September 15, at a rate set
today) are called forward contracts.
Hedging and speculating
Futures, options and other derivatives exist in order that
companies and individuals may attempt to diminish the effects of, or
profit from, future changes in commodity and asset prices, exchange
rates, interest rates, and so on. For example, the prices of foodstuffs,
such as wheat, maize, coca, coffee, tea and orange juice are frequently
affected by droughts, floods and other extreme weather conditions.
Consequently many producers and buyers of raw matrials want to
hedge, in order to guarantee next seasons prices. When commodity
prices are expected to rise, future prices are obviously higher than (at
161
a premium on) spot prices; when they are expected to fall they are at a
discount on spot prices.
In recent years, especially since financial deregulation,
exchange rates and interest rates have also fluctuated widly. Many
businesses, therefore, want to buy or sell currencies at a guaranteed
future price. Speculators, anticipating currency appreciations or
depreciations, or interest rate movements, are also active in currency
futures markets, such as the London International Financial Futures
Exchange (LIFFE, pronounced life).
Options
As well as currencies and commodities, there is now a huge
futures market in stocks and shares. One can buy options giving the
right but not the obligation to buy and sell securities at a fixed
price in the future. A call option gives the right to buy securities (or a
currency, or a commodity) at a certain price during a certain period of
time. A put option gives the right to sell an asset at a certain price
during a certain period of time. These options allow organizations to
hedge their equity investments.
For example, if you think a share worth 100 will rise, you can
buy a call option giving the right to buy at 100, hoping to sell this
option, or to buy and resell the share at a profit. Alternatively, you can
write a put option giving someone else the right to sell the shares at
100: if the market price remains above 100, no one will exercise the
option, so you earn the premium.
On the contrary, if you expect the value of a share that you
own to fall below its current price of 100, you can buy a put option at
100 (or higher): if the price falls, you can still sell your shares at this
price. Alternatively, you could write a call option giving someone else
the right to buy the share at 100: if the market price of the underlying
security remains below the options exercise price or strike price, noone will take up the option, and you earn the premium.
Swaps
Options are merely one type of derivative instrument, based
on another underlying price. Many companies nowadays also arrange
currency swaps and interest rate swaps with other companies or
financial institutions. For example, a French company that can borrow
162
francs at a preferential rate, but which also needs yen, can arrange a
swap with a Japanese company in the opposite position. Such
currency swaps, designed to achieve interest rate savings, are of
course open to the risk of exchange rate fluctuations. A company with
a lot of fixed interest debt might choose to exchange some of it for
another companys floating rate loans. Whether they save or lose
money will depend on the movement of interest rates.
Call option opiune de achiziie
Put option opiune de vnzare
Exercise price / strike price pre de exerciiu
Swap schimb
Summarizing
Complete the following sentences
1 The difference between futures and forward contracts is .
2 Producers and buyers often choose to hedge because .
3 Speculators can make money on currency futures if
4 If you believe that a share price will rise, possible option strategies
include
5 On the contrary, if you think a share price will fall, possible option
strategies include
1. The risk with currency and interest rate swaps is that
Vocabulary
Find words in the text that are in an obvious sense the opposite of
the terms below.
Appreciate
Hedging
call discount
drought
spot market
strike price
Glossary
163
floating
Debt o datorie
Debtor un debitor
Decline a decdea, o scdere
Deeds acte, contracte
Default a nu onora
Default on a payment a nu onora o plat
Defaulter ru platnic
Defer a amna, a ntrzia
Deficit un deficit
Deflation deflaie
Delay a amna, a ntrzia
Demand cerere
Deposit a depune
Deposit / time / notice account cont de depunere
Deposit account cont de depunere la scaden, de depozit
Deposit bank banc de depuneri
Depositor depuntor
Depreciation amortizare, depreciere
Deregulation dereglementare
Devaluate a devaloriza
Devalue a devaloriza
Dip a scdea, a descrete
Direct debit debitare direct
Directive o directiv
Discontinue a nceta (de a mai face ceva), a ntrerupe
Discount a sconta (o poli)
Discount a draft a sconta o trat
Discount bank banc de scont
Dividends dividente
Downturn, a downswing un regres
Draw on an account a scoate dintr-un cont, a retrage dintr-un cont
Draw on sight a trage la vedere
Draw on someone a trage (o trat) asupra cuiva
Drawee tras
Drawer trgtor
Drop, to fall, to come down a scdea, a se micora
Dull inactiv
Duty o tax
Earn an interest a produce o dobnd
Earnings ctiguri, venituri (salariale)
167
Ease a se relaxa
Encash a ncasa un cec (la banc)
Endorse a andosa
Endorse a cheque a andosa un cec
Endorsement andosare
Enquiry, inquiry cerere de informaii
Equities aciuni ordinare
Erasure tergere, terstur
Exceed a depi
Exchange schimb
Exchange broker agent de schimb
Exchange bureau birou de schimb
Exchange rate rat de schimb
Executive administrator
Expenses cheltuieli, pli
Face value valoarea nominal
Fall back a se replia
Fall due a sosi la scaden
Fall, drop in prices o scdere a preurilor
Federal Reserve Bank (the Fed) (A.E.) banca federal de rezerve,
banca central a S.U.A.
Fee un onorariu
Figure o cifr
File for bankruptcy, to file under chapter 11 (US) a-i depune
bilanul, a cere falimentul
Fill in a form a completa un formular
Finance, to fund a finana, a acorda fonduri
Financial backing (support) susinere financiar, sprijin financiar
Firm ferm
Flat rate rat uniform
Float (a currency) a face/ a lsa s oscileze o moned strin
Float a company a lansa o societate
Flourish a prospera
Foot the bill a achita nota de plat
Forecast, an outlook o previziune
Foreign / overseas trade comer exterior
Foreign resident rezident strin
Forge a falsifica, a contraface (bancnote, documente)
Forgery contrafacere, falsificare, falsuri (bancnote, documente)
Free trade liber schimb
168
Page 1 of 1
Date: 19 April 19
178
Module 3
Practice 1
Tokyo medical congress
a. Probably very formal.
b. High expectations in terms of technical support, a fair amount of
detail and clearly a lot of expertise.
c. High level of specialist knowledge audience are experts.
d. Depends on congress organization probably less then an hour.
e. Depends on congress organization probably questions follow.
f. Use of visual supports with key information, plus later publication
of Congress Proceedings
Purchasing and Product Managers of a Taiwanese company
a. Probably semi-formal.
b. High expectations in terms of technical support, a fair amount of
detail and clearly a lot of expertise.
c. High level of specialist knowledge at least the Product Manager
will be very expert, the Purchasing Manager perhaps less so.
d. Depends on objectives and on complexity of equipment. Could be
a very long presentation, even a whole day or a one hour
presentation might be enough.
e. Probably interruption are encouraged to make everything clear as
the presenter goes along.
f. Use of visual support, photographs, diagrams, or the actual
machine itself. Follow-up documentation will also be available.
Internal meeting / administrative staff
a. Informal.
b. Reasonably high expectations in terms of speakers knowledge.
c. The audience will probably have good background knowledge but
have come to learn about a new system.
d. Probably short thought it might be half a day!
e. Interruptions encouraged.
f. Probably illustrations, possibly handouts.
A staff meeting / charity event
a. Informal.
b. Low expectations.
c. The audience have come to hear ideas.
d. Probably short five or ten minutes?
e. Interruptions encouraged.
179
f.
a.
Module 4
a.
b.
c.
d.
e.
f.
g.
h.
i.
j.
k.
l.
m.
1.
Practice 1
Welcome, everybody. Thank you for coming.
We are here today to talk about (and to decide ; to look at)
We have an agenda with three points. (Youve all seen the agenda.
Id like to ask if anyone has any comments on it.)
I think Mr. Kano is ready to tell us something about (Can I ask
to open with his remarks.)
If you dont mind, can we let Mr. Kano finish? (Sorry, , I cant
allow us to consider that question just yet)
Thank you for that
Now, can I ask Ms Perez de Sanchez to tell us her views
Er, can we try to keep to the topic I think we have gone away
from it a little.
Id like to sum up the main points. (So let me summarize that. You
say that )
Would anyone like to say anything else on this? (Does anyone
have anything to add to that?)
I think we ought to move on to the next topic on the agenda.
So, before the next meeting, Ill send out a report on this one, Mr
Kano will prepare () and will then fix a new date, some time
next month.
Thank you. thats everything. Thats it for today.
Practice 2
A model of Agenda
Axis Finance Limited
Marketing Group: Year-end meeting
Time:
Place:
Finish:
Participants:
Agenda
1. Apologizes for absence
2. Minutes of previous meeting
3. Chairs opening address
184
4.
5.
6.
7.
8.
9.
Personnel changes
Review of marketing performance in the current year
New products
Marketing plans for next year
Any other business
Date of next meeting
Bob
My own feeling is this : in years of experience, in many
different markets throughout the world, Ive often found that, when
and you know, if I could pass on my experience to the younger people
here, Id say that the only way to sell in Italy is to go there and see the
market for yourself, instead of asking your agents to do it.
Chairman Sorry to interrupt you, Bob, but Id like to know if the
others agree. What do you think about this, Walter?
Walter Im not too sure about this . My own feeling is that if
Bob I dont know why you dont ask me. Ive been to Italy so many
times recently.
Chairman Could you let Walter finish? Id like to have his view on
this .
Walter Well, Id like to say that for the last two years we havent had
a stand at the Milan Trade Fair. I understand that the Fair has produced
lots of contracts in the past.
Chairman Thats an interesting point, Walter . Lets summarize what
weve said so far. Bob thinks we depend on the agents too much, and
Walter suggests that the Trade Fair is important.
Exercise 2 Formal meetings
a. address; approve; move; second; carried; casting; on
b. true: 1, 2, 6, 7
false: 3, 4, to second means to give formal support to the motion
for presentation to the board, 5 to abstain means to decide no to
vote
Exercise 3 Could I ask you a question?
You: Im afraid I cant comment at the moment.
You: A statement will be issued shortly.
You: Im sorry, but I cant comment at this stage.
You: Yes, Im pleased to be in your country.
You: I cant tell you anything before the statement is issued.
You: I would rather not answer that question at present.
You: I did not say that at all.
Module 5
Practice 1 a model
a. Well, welcome to Its very good that you could come to see us
here.
188
b. I hope you had a good trip? Not too long ? Did you get a taxi
when you arrives here?
c. At lunchtime well be able to show you a little bit of the city
have something to eat in a local restaurant.
d. Well, shall we make a start?
e. Okay, well, can I ask Luke Fox, from our Marketing Department,
to begin our discussion with some opening remarks. I think
youve met James already this morning, and a little while ago too?
f. Firstly, we see this meeting as an exploratory session, I think its
best for both of us that we look at some general questions.
g. Wed like to establish the beginnings of a partnership It would
be particularly interesting for us to learn about your supply
systems about price variations and about supply costs.
Practice 2
1.
Identify your minimum requirements.
2
Prepare your opening statement.
7
Decide what concessions you could make.
3
Know your own strengths and weaknesses.
4
Know your role as part of a team.
6
Prepare your negotiation position know your aims and objectives.1
Prepare any figures, any calculations and any support materials you
may need.
i
2.
a. Knowing your aims and objectives
ii. helps clear thinking and purpose.
b. Knowing your own strengths and weaknesses
iv. helps you to know the market, the context in which you want to
work.
c. Preparing any figures, calculations and other materials
5 means you can support your argument.
d. Preparing an opening statement
iii. creates reasonable expectations.
Reading
1.
a. T
b. F Better not to guess (though privately you might to some extend).
c. T
d. F Issues are best dealt together with other issues, in a package.
e. T One should usually be prepared to make concessions.
189
f. T
g. F No, one can keep on talking and find a way round the problem.
2.
a. Check what they say without commenting, at least not
immediately.
b. Vary the quantity or the quality, or bring in third parties.
c. Be prepared, think about the whole package, be constructive.
b
c
d.
e.
Practice 3
We can give you free delivery with a larger order.
We provide free on-site training for only a small price increase.
We can give 5 % discount if you agree to payment on delivery.
We can offer you an extra 50,000 compensation in exchange for
your agreement not to go to law.
f. We promise to improve safety for staff provided that we reach
agreement on new contracts.
g. The company will introduce better working conditions if the staff
accept shorter breaks.
Practice 4
Ojanpera: Well, were happy to buy a machine if you can give us a
good price.
Beck: Im sure we can. As you know our prices are very competitive.
Ojanpera: Even so, Im sure you can allow us a discount?
Beck: Okay, well a discount could be possible if you agree to pay for
the shipping costs.
Ojanpera: That sounds okay, if the discount is a good one.
Beck: How about 4 %?
Ojanpera: 6 % would be better.
Beck:
Im sorry, we cant manage that unless you pay for the
installation.
Ojanpera: Okay, our engineers will take care of that.
Beck: Okay then, so to confirm: a 6 % discount but you pay all the
shipping and installation costs.
Ojanpera: That sounds all right.
Practice 5
GIBSON TRUST LIMITED
190
Units 9-12 East Side Monks Cross Industrial Estate BRISTOL BSI4
6TR
Telephone 01272 547777 Fax 01272 547701
Neil Finch
Ministry of Urban Development
140- 144 Whitehall
London WCI 4RF
May 2 200
Dear Neil,
Re: Meeting in Bristol, April 30 --- Railway Land Sale
I am writing to (a) confirm points (b)agreed in the above meeting,
held to discuss the sale of government owned railway land to Gibson
Trust Limited.
We would like to confirm through this letter and the (c) enclosed
drawings that the property (d) included in the above sale consists of
the land presently occupied by the station buildings and also the
former car parks to the east of the station, the offices to the west and
the warehouse alongside the tracks. The government-owned housing
on the north side of the railway lines is (e) excluded .
We also agree that the station will be renovated by the Transport
Department and that the government will be responsible for running
an eventual museum and paying a rent of 100,000 per year to
Gibson Trust. The remaining land will be (f) developed by Gibson
Trust and later sold off separately. The development is intended to be
for commercial and residential use. The eventual use of the land
should be (g) specified in the contract.
Our next meeting will be on May 15 at 10 a.m., at which development
plans will be (h) examined. Soon after this, contracts will be (i) drawn
191
up. Then we will need time to consider the contracts but hopefully
they will be (j) signed by the end of September.
Do contact us if you have any comments or alterations you would like
to make to this summary. Thank you once again for a very
constructive meeting and we look forward to seeing you again on May
15.
Your sincerely,
Jill Kearne
Chief Negotiator
Encs. (I)
Reading
a. emphasize the benefits available to both sides
b. invent new options for mutual gain
c. change the package
d. adjourn to think and reflect
e. change location
f. change negotiator (personal chemistry?)
g. bring in a third party (mediator?)
h. fix an off-the-record meeting
Practice 6
Situation 1
The problem is that we have never offered the kind of warranty you
are looking for.
Since we have a difficulty here, may I suggest we leave the problem of
the warranty and come back to it later? Perhaps we could talk about
training for our technical staff?
Situation 2
Theres a number of issues on the table. We seem to be a long way
from an agreement.
Can I suggest a lower price, but link this with us paying the shipment
costs or agreeing to different payment terms?
Situation 3
The price you are asking is rather high, quite a lot higher than we were
expecting.
Well, if it would help, we could agree to longer payment terms
192
Situation 4
There are several problems. We think there is quite a lot of negotiation
ahead before we can agree on a common strategy.
The benefits of reaching agreement are considerable. We will have
more global influence and better prospects for the future.
Strategies in dealing with conflict
Strategy 1
I think were not really making much progress. Perhaps it would be
better to leave this point for a while and come back to it later. Could
we talk about a different aspect to the deal, perhaps the question of
delivery?
Strategy 2
I think it is important to think about what could happen if we do not
reach agreement. The most obvious consequence will be that we will
both lose market share. The only winners will be our competitors. It
could be serious for both of us.
Strategy 3
There seem to be a number of problems, but Id like to summarize the
positive elements issues where we have made progress. First, we
agree that we have to settle the dispute between us, we understand
how important this is. Second, we agree that the terms of our original
agreement need to be changed. Third, we also agree that the change
will depend on the different market conditions which affect our
products These are important points of progress.
Strategy 4
Can I suggest we take a short break? I think it will help if we look at
some of the issues that are dividing us. Perhaps we will see areas
where we can make a fresh offer.
Strategy 5
The point at issue, Mr. Cinis, is quite simple. We can offer you an
extra 5 % discount, but only if the order is increased by 20 % over the
next three years.
Practice 7
Situation 1
Let me make a suggestion. If you agree to buy 100 units every month
for the next twelve months, well agree a 10 % discount.
Unfortunately, I cant say how many well need in six months and
certainly not in twelve. I cant take the risk on such a large order at
this stage.
193
Situation 2
The price we are offering excludes installation costs but does include a
twelve months guarantee.
Im afraid thats not really acceptable. You know that other suppliers
offer free installation and two year parts and labour warranty?
Situation 3
I think the absolute minimum investment in advertising must be
$40,000, otherwise we cannot reach enough of our market. Its not
much to ask for.
Its a pity but its still more than our budget. I cant go that high.
Situation 4
Now, some excellent news: wed like to increase our order. Right now
you are sending us 350 boxes a month. We need at least 500, demand
is very high
Well, Im glad youre having a lot of success with our products, but
the bad news is that our order books are full, and the plant is working
at full capacity. Were a bit stuck Im afraid
Practice 8
Situation 1
Its been a long meeting, but finally Im very glad were able to reach
agreement. I think it would be good if we could go on to a restaurant
now, wed be pleased if you can join us.
Situation 2
Im sorry our efforts to reach agreement have not been successful. I
suggest we stop here, but I hope that in the future we might work
together on something.
Situation 3
Unfortunately I feel it would be better if I dont join you on this
project, but no doubt therell be plenty of other things well work on.
Situation 4
Id like to repeat our order, but not on those terms. Im sorry, we cant
agree to this. I think well go elsewhere, but thanks anyway.
Situation 5
Im sorry, but it really is physically impossible. We cannot supply
goods in so short time. Its just impossible. Sorry we cant help you.
Exercise 1 Your turn to negotiate
Suggested replies: Lets see how we get on. Why such a long delivery
period? This is our position. We need delivery of six weeks maximum,
with four weeks for installation. Im sorry, but I cant accept eight
weeks. Youll have to do better than that, Im afraid. Im afraid I cant
194
Module 6
Discussion
A personal choice of qualities: D, F, H, and J.
Vocabulary
a. 1 resources 2 manageable 3 setting, communicate
4 supervise, performance
5 achieved
6 board of directors
7 innovations
b.Common collocations include: allocate resources (or people);
communicate information or decisions; develop strategies (or people
or subordinates); make decisions; measure performance; motivate
people; perform jobs; set objectives; and supervise subordinates.
195
Module 7
Vocabulary
1 C; 2 E; 3 B; 4 A; 5 F; 6 G; 7 D
Reading
A functional structure
B matrix structure
C line structure
D staff position
Describing company structure
Here is a short description of the organization chart illustrated.
The chief Executive Officer reports to the President and the Board of
Directors. The company is divided into five major departments:
Production, Marketing, Finance, Research & Development, and
Human Resources. The Marketing Department is subdivided into
Market Research, Sales and Advertising & Promotions. The Finance
Department contains both Financial Management and Accounting.
Sales consists of two sections, the Northern and Southern Regions,
whose heads report to the Sales Manager, who is accountable to the
Marketing Manager.
Module 8
Vocabulary
a. 1 subcontractor
2 component
3 outsourcing or contracting out
4 capacity
5 plant
6 location
7 inventory
8 lead time
b. 1 A and E
2C
3D
4 A and E
5 A and E
6D
7F
8E
9F
10 E 11 B 12 E 13 B 14 C and E
15 B and F
Reading
1 component 2 subcontractor 3 inventory
4 outsourcing
5 location
6 plants
7 capacity
8 lead times
Reading
1. What is a product? / The definition of a product.
2. Brand names.
3. Product lines and product mixes.
4. Line-stretching and line-filling.
196
Vocabulary
1 credit facilities
4 brand-switchers
7 opportunities
Module 9
Vocabulary
1A
2I
3F
10 G
2 warranty or guarantee
3 shelf
5 (product) life cycle 6 profitability
8 market share 9 image
10 niche
4H
5D
6J
7E
8B
9C
Reading
Paragraph 1 the selling and marketing concepts
Paragraph 2 identifying market opportunities
Paragraph 3 the importance of market research
Paragraph 4 the marketing mix
Paragraph 5 company-to-company marketing
Comprehension
1. Customer needs; 2. Market; 3. Coordinated marketing; 4. Profits
through customer satisfaction
Vocabulary
1 word-of-mouth advertising
2 institutional or prestige advertising
3 advertising agencies 4 an account
5 an advertising budget
6 a brief
7 advertising campaign
8 target customers or target market
9 media planners
10 the threshold effect 11 the comparative-parity method
12 counter-cyclical advertising
Discussion
The numbers of respodents who agreed with the statements were as
follows:
1. 90% 2. 72% 3. 85% 4. 51% 5. 41% 6. 49% 7. 60% 8. 57%
Reading
1 target
2 awareness
3 medium
4 tactics
5 trial 6 maturity
7 aimed
8 loyalty
9 advertising
10 channel
Summarizing
1 When a new product is launched, the producer has to inform
customers about its existence and develop brand awareness.
2 Promotion is one of the four elements of the marketing mix; sales
promotions are one of the four different promotional tools.
197
1 The fact that many large conglomerates assets were worth more
than their stock market valuation demonstrated that they were clearly
not maximizing stockholder value, i.e. giving their stockholders the
maximum possible return on their investment.
2 Raiders bought conglomerates in order to strip them of their assets,
i.e. to restructure them, split them up, and resell the pieces at a profit.
3 Raiders showed that the stock market did not necessarily value
companies assets correctly, especially land, buildings and pension
funds.
4 Raiders were particularly interested in companies with large cash
reserves, companies with successful subsidiaries that could be sold,
and companies in fields that are not sensitive to a recession.
5 Investors were prepared to lend money to finance LBOs because
they received a high rate of interest which more than compensated for
the risk that the bonds would not be repaid.
2. Raiders argue that the possibility of a buyout forces company
managers and directors to do their jobs well, and to use their
capital productively.
Vocabulary
1 charities
2 legitimacy
3 perfect competition 4 welfare
5 threatening 6 vitality
7 free enterprise
8 conforming
9 embodied
10 proponents
Module 11
Vocabulary
1B
2C
3D
4G
5A
6E
7F
Vocabulary
1 shareholders or stockholders 2 earnings or income 3 liabilities
4 turnover
5 assets
6 depreciation or amortization
7 debtors or accounts receivable
8 creditors or accounts
payable
9 stock or inventory
10 overheads or overhead
Reading
1 assets
2 stock or inventory
3
depreciation
or
amortization 4 shareholders or stockholders 5 earnings or income
6 turnover
7 overheads or overhead
8 liabilities
9 debtors or accounts receivable
10 creditors or accounts
payable
Vocabulary Financial statements
1. turnover 2. overheads 3. depreciation 4. freehold properties
199
1F
2E
3A
4B
5G
6C
7D
Vocabulary
1B
2A
3F
4C
5E
6D
Summarizing
1 The difference between futures and forward contracts is that futures
are standardized deals and forwards are individual over-the-counter
agreements between two parties.
2 Producers and buyers often choose to hedge because this allows
them to guarantee prices for several months.
3 Speculators can make money on currency futures if they correctly
anticipate exchange rate appreciations or depreciations or interest rate
changes.
4 If you believe that a share price will rise, possible option strategies
include buying a call, which you will be able to sell at a profit, and
writing (selling) a put, which will never be exercised, so you earn the
premium.
5 On the contrary, if you think a share price will fall, possible option
strategies include buying a put, so you will be able to sell your shares
at above the market price, and writing a call, which will never be
exercised, so you earn the premium.
6 The risk with currency and interest rate swaps is that the exchange
and interest rates may change unfavourably.
Vocabulary
Appreciate depreciate
Call put
Discount premium
Drought flood
Floating fixed
Hedging speculation
Spot market futures market
Strike price market price
The word premium is used twice with two different meanings in the
text. At a premium means above the nominal or market price;
premium also means the price of an option contract.
202
I.
VERBE MODALE I
MAY i CAN
(Permisiune, probabilitate, abilitate)
May i can sunt verbe modale sau ajuttoare: ele sunt verbe defective,
deoarece:
- au numai 3 timpuri: indicativ prezent, indicativ trecut i
condiional prezent
- nu primesc s la persoana a III-a singular
- nu primesc do, does, did la interogativ sau negativ
- sunt urmate de infinitivul fr TO
Timpurile care lipsesc sunt nlocuite cu:
- to be able to (abilitatea)
- to be allowed to
- to be permitted to (permisiunea)
- to be likely to (probabilitatea)
May / Might
May se foloseste la prezent. Might la condiional prezent. Ambele
sunt invariabile i sunt urmate de un infinitiv fr To.
Forme contrase: maynt / mightnt
Utilizare:
1. May se folosete cu referire la evenimente sau aciuni posibile
sau probabile n prezent, adesea cu sens de viitor. Might poate
fi folosit pentru a sublinia o foarte redus posibilitate.
Theres a black cloud above us. It may rain.
Alice may get angry if you tell her.
If you try hard enough, you might convince him to come.
Not
Formele alternative sunt:
Maybe it will rain.
It is likely to rain.
203
204
5. cu o construcie perfect pentru a face referire la ceva care sar fi putut petrece n trecut dar nu s-a petrecut, se poate folosi
numai might
You might have burnt your hand while taking that hot tray out of
the oven (but you didnt).
Can / Could
Can se folosete la prezent, adesea cu sens de viitor. Could se
folosete la trecut i condiional prezent. Ambele sunt invariabile i
sunt urmate de infinitiv fr To.
Forme contrase: cant / couldnt
Utilizare:
1. Can se folosete pentru a cere, a acorda sau a refuza
permisiunea, similar cu may, dar mai puin formal
You can drive at seventeen in the UK.
Can I borrow your pen, please? Ive left mine at home.
You cannot go hunting out of season.
Not
Forme alternative:
You are permitted to drive at seventeen in UK.
You are allowed to drive at seventeen in UK.
You may drive at seventeen in UK.
Not
La negativ, could i might au sensuri diferite.
Ken could not be building the house by himself. (Its impossible. It is
too much work.)
Ken might not be building the house by himself. (He isnt building the
house himself. He probably has help.)
2. pentru a face referire la probabilitate, posibilitate sau
imposibilitate n prezent, n trecut sau la condiional
205
Not
Pentru alte timpuri se folosete to be able to
She will be able to type 100 words a minute soon.
4. folosii could + infinitiv perfect pentru a v referi la o aciune
care nu a avut loc
I could have driven you to the airport, but I didnt have my car.
Sau cnd nu tim dac aciunea s-a petrecut sau nu
Have you seen my umbrella? Dan could have taken it; it was
raining when he left.
Not
Forme alternative:
You might have hurt your back lifting that heavy table.
You would probably have hurt your back lifting that heavy table.
Not
May / might i can / could se repet n ntrebri disjunctive i
rspunsuri scurte.
He cant go, can he?
May Sally come in? Yes, she may.
206
Not
To be able to exprim abilitatea. Este o alternativ formal pentru can
/ could n prezent, n trecut sau la condiional. Pentru toate celelalte
timpuri putem folosi numai to be able to.
Exerciii:
Traducei n limba englez urmtoarele propoziii
1. Aceasta este o mas veche, pe care n-o poate ridica nimeni. 2. Nu
tia s noate, aa c atunci cnd s-a scufundat vasul, s-a inecat. 3. Nu
ai dreptul s naintezi, acest teren e proprietate privat. 4. Nu ai
dreptul s vinzi ce nu-ti aparine. 5. Nu se poate s te fi hotrt s-i
refuzi orice ajutor tocmai cnd are mai mare nevoie de el. 6. Idila lui
cu ea nu poate s fi durat mai mult de o lun. 7. E cu putin s se
joace cnd i-am spus s-i fac mai nti temele? 8. Ai s-i poi face pe
plac, tiind c e aa de sensibil? 9. Niciodat n-am fost n stare s in
minte propoziii ntregi. 10. Savantul a spus c tie de mult s numere.
11. Zise c-mi poate da sifon dac mi-e sete. 12. Speram s pot merge
pe jos pn la gar, dar m-am oprit la o staie de autobuz. 13. L-ai
putea atepta n birou dac ai vrea. 14. Ar fi putut s se aeze pe un
scaun gol, dar a preferat s stea n picioare. 15. Puteai s te uii pe
gaura cheii, dac erai aa de curios.
1. Pot s te ajut cu ceva? 2. mi permii s te ajut? 3. Poate c se
plimb prin grdin, habar n-am unde e. 4. Poate c spune adevrul,
mai bine ai asculta ce are de spus. 5. Poate c-mi voi fi terminat
lucrarea pn vii tu s m ajui. 6. Poate c btrna sufla greu dup ce
a urcat scrile acelea, fiindc liftul era defect. 7. Poate c voi fi ajuns
la gar pn va pleca trenul. 8. M-am gndit c s-ar putea s plou, aa
c mi-am luat umbrela. 9. I-am spus c n-are nimeni voie s intre-n
camera mea cnd dorm. 10. S-ar putea s tueasc dac a rcit. 11. Lai putea ajuta s-i duc geanta, dac-l vezi gfind. 12. Puteai s-i
mprumui nite bani, dac tiai c are greuti.
Cheia exerciiilor:
207
1. This is an old table which no one can lift. 2. He could not swim, so
when the ship sank he drowned. 3. You cant proceed, this land is
private property. 4. You cant sell what does not belong to you. 5. You
cant have resolved to deny him all help when he most needs it. 6. His
romance with her cant have lasted more than a month. 7. Can he be
playing when I told him to do his homework first? 8. Will you be able
to please him, knowing he is so sensitive? 9. I have never been able to
remember long sentences. 10. The scholar said he had been able to
count for a very long time. 11. He said he could give me soda if I was
thirsty. 12. I hoped I could walk to the station but I stopped at a bus
stop. 13. You could wait for him in the study if you would. 14. He
could have taken a vacant seat, but he preferred standing. 15. You
could have peeped through the keyhole if you were so curious.
1.Can I help you? 2. May I help you? 3. She may be walking in the
garden, I have no idea where she is. 4. She may be telling the truth,
you had better listen to what she has to say. 5. I may have finished my
paper by the time you come to help me. 6. The old lady may have
been breathing hard after she had climed all those stairs, because the
elevator was out of order. 7. I may reached the station before the train
leaves. 8. I thought it might rain, so I have taken my umbrella. 9. I told
him no one might enter my room when I was asleep. 10. He might
cough if he has caught cold. 11. You might help him carry his bag if
you see him gasping for breath. 12. You might have lent him some
money if you knew he was in need.
II.
VERBELE MODALE II
Not
Toate timpurile care lipsesc sunt nlocuite cu verbe normale:
To have to sau to need to
Not
To have to exprim att obligaia ct i necesitatea la timpurile la care
el reprezint singura posibilitate (infinitiv, trecut simplu, perfect
prezent, viitor, forma n ing etc.).
Dar la prezent, formele alternative nu sunt ntotdeauna nlocuibile
reciproc. O form poate exprima obligaia, iar cealalt necesitatea.
John must not shout. (= John are obligaia de a nu striga.)
John doesnt have to shout. (= Nu e necesar ca John s strige.)
To need to exprim ntotdeauna necesitatea.
Harry didnt need to go on a diet. (= Nu era necesar ca Harry s in
regim.)
Must / Have to / Need to
Must este invariabil pentru toate persoanele, n timp ce have to i
need to urmeaz regulile verbelor normale.
Forme contrase: mustnt
Utilizare:
1. Have to se folosete ntotdeauna pentru a face referire la
obligaie sau necesitate la prezent afirmativ i interogativ,
adesea cu sens de viitor. Must se refer la obligaie.
I must phone my husband before he leaves the office.
The builders have to finish the work before winter sets in.
Not
209
Ought to / Should
Ought to i Should au sens identic i pot fi folosite la fel. Ele sunt
invariabile pentu toate persoanele i pot fi urmate de infinitiv fr To.
Forme contrase: oughtnt / shouldnt
Utilizare:
1. Cu referire la o obligaie sau ndatorire.
I ought to mow the lawn this weekend; its overgrown.
Little girls shouldnt tell lies.
Poate urma i forma n ing.
Tim oughtnt to be watching TV. He ought to be doing his
homework.
We should be standing in that queue, not this one.
2. Pentru a cere i a da sfaturi.
Do you think I should have my hair cut short?
Mike ought to see a doctor if it hurts so much.
3. Cu referire la ceea ce consider c este corect sau incorect din
punct de vedere moral.
We should all help the poor.
People oughtnt to treat animals badly. They belong here, too.
4. Cu referire la o ntmplare probabil.
Ill prepare dinner tonight. I should be home quite early.
I told him several times, so he ought to remember.
5. Cu o construcie perfect pentru a face referire la ceva ce
urma s se petreac n trecut, dar nu s-a petrecut. Sau cu
referire la ceva ce a constituit o greeal.
212
III.
INFINITIVUL
Form
Formele principale de infinitiv sunt:
Infinitiv prezent
to work
Infinitiv prezent continuu
to be working
Infinitiv perfect
to have worked
214
Utilizare: Infinitivul cu TO
Not
Cnd dou subiecte diferite fac necesar folosirea unei subordonate,
folosii so that pentru a introduce subordonata i a exprima scopul.
I deposited the money in the bank so that my son can use it in later
years.
Not
Pentru a exprima negaia punei not naintea infinitivului cu TO.
He ran in order not to be late.
Not
Folosii and (n loc de TO) pentru a exprima scopul dup go sau
come.
We should go and buy some milk.
Come and visit us!
4. dup un verb urmat de how, what, when, where, why.
Principalele verbe sunt: ask, decide, discover, find out, forget,
know, see, learn, remember, understand, think, wonder
We wondered how to do it.
I couldnt decide what to wear.
Not
Whether + infinitiv cu to poate fi folosit:
Dup wonder i know.
216
Not
Suppose ii poate schimba sensul la pasiv:
You are supposed to nseamn Este datoria ta s
7. dup anumite substantive
principalele verbe sunt: ability/inability, ambition, decision,
demand, desire, determination, effort, failure, offer, plan, promise,
refusal, wish
We made our wish to help them quite obvious.
Hillarys failure to pass the exam disappointed them.
218
Infinitivul fr TO
Infinitivul fr TO poate fi folosit dup:
1. verbe modale
may, can, must, shall, should, will, would
We may come tomorrow.
2. feel, see, hear, watch, let la forma activ
Claire heard him cough.
Not
Forma n ing se folosete adesea dup feel, see, hear, watch (att
forme active ct i pasive)
Claire heard him coughing. / He was heard coughing.
3. had better i would rather
Dan had better study harder.
4. make
The teacher made Ellen correct her errors.
Not
La forma pasiv make este urmat de infinitiv cu TO:
Ellen was made to correct her errors (by the teacher).
5. but sau except
Jack and Karen do nothing but argue.
Ive done it all except do the calculations.
6. why sau why not
Why waste your energy on such a hopeless cause?
Why not go and ask him now?
7. folosii infinitivul perfect fr to:
Cu must pentru a exprima deducii pozitive n trecut:
Theres Als cap. He must have come home.
Cu cant/couldnt pentru a exprima deducii negative n trecut:
I can hear noise. They cant have gone to bed yet.
219
Exerciii:
1. A fost vzut cum fur batista unei btrne. 2. Se tie c a mblnzit
o cprioar. 3. Se pare c i s-a terminat zahrul. 4. S-a dovedit c houl
a spus adevrul. 5. N-a vrea s fi plecat singur de acas. 6. i ordon
s pleci chiar acum. 7. Cred c s-a mritat de mult. 8. Atept s pleci.
9. Se zice c s-a ntors din strintate. 10. I s-a ordonat s uite tot ce a
vzut. 11. Din ntmplare nc n-a sosit. 12. Cu cine se zice c
seamn? 13. De ce se zice c e ho?
Cheia exerciiilor:
1. He was seen to steal an old ladys handkerchief. 2. She is known to
have tamed a deer. 3. He seems to have run out of sugar. 4. The thief
turned out to have told the truth. 5. I should not like him to have left
alone. 6. I order you to leave right now. 7. I think her to have got
married long ago. 8. I am waiting for you to leave. 9. He is said to
have returned from abroad. 10. He was ordered to forget everything he
had seen. 11. He happens not to have arrived yet. 12. Whom is she
said to look like? 13. Why is he said to be a thief?
IV.
Not
Admit, deny, remember primesc i pe that:
They remembered that they had sent us the bill.
Not
Hate, like, love, prefer pot primi infinitiv + to.
I love dancing. = I love to dance.
Dar la condiional ele primesc de obicei infinitiv cu to:
Id love to dance.
6. dup anumite verbe + adjectiv posesiv/ complement
pronominal
Principalele verbe sunt: dislike, dread, mind, remember, resent, stop,
understand, object to, appreciate, excuse, forgive, prevent,
(dis)approve of
I dont mind his/him staying with us.
I truly appreciate their/them being so hospitable.
Utilizarea adjectivului posesiv este mai formal:
The committee resented his being so frank.
Utilizarea complementului pronominal este mai rspndit n engleza
vorbit:
I certainly understand him getting upset.
Not
Iat cteva modificri ortografice:
1. Dispare e final.
Live
living
Give
giving
Dar nu pentru:
Be
being
Age
ageing
Dye
dyeing
Glue
glueing
2. Finala n ie se schimb n y.
Die
dying
Lie
lying
222
PARTICIPIUL
Participiul poate fi folosit:
1. la timpurile continue.
He is working.
You were singing.
2. ca adjective.
annoying, frightening, depressing, embarrassing, relaxing,
exciting, shocking, charming, interesting, boring
3. n substantive compuse.
a washing machine, a diving board, a sewing kit, a walking stick,
a fishing rod, a gardening tool
4. dup spend i waste (timp, bani, effort, energie).
They spent a fortune building that house.
He wasted all his energy getting that contract.
5. dup go i come (activitate fizic).
Im coming shopping with you.
Eileen and Paul are going swimming.
6. dup see, hear, feel, listen to , notice, watch + complement.
The entire family watched Tim skating.
Not
Aceleai verbe pot fi urmate i de complement + infinitiv fr TO.
He heard the baby cry.
7. dup catch, find, leave + complement.
The baker caught the boy stealing rolls.
223
8. n locul subordonatelor:
A. n locul unei subordonate relative
We watched the boy working. (= We watched the boy who was
working.)
B. n locul subordonatelor.
cnd dou aciuni se petrec la acelai moment n timp.
Smiling warmly, she shook Hectors hand. (= She smiled warmly as
she shook Hectors hand.)
Learning to ski, Sam broke his leg. (= While Sam was learning to ski,
he broke his leg.)
pentru a nlocui o propoziie care ncepe cu since sau because.
Thinking Joan was honest, he lent her the money. (= Because he
thought Joan was honest, he lent her the money.)
Being curious, he looked through the keyhole. (= Since he was
curious, he looked through the keyhole.)
cnd aciunea unei subordonate se petrece n mod clar nainte de
aciunea celeilalte subordonate se folosete participiul perfect.
Having got divorced once, Al decided not to marry again. (= After he
had got divorced once, Al decided not to marry again.)
V.
Form: Verbele care urmeaz altor verbe au una din formele: infinitiv
+ to sau forma n ing.
Verbele se mpart n patru categorii principale:
1. Verbe care pot fi urmate numai de infinitiv + TO.
We agreed to meet at noon.
2. Verbe care pot fi urmate numai de forma n ing.
You risk being late.
3. Verbe care pot fi urmate fie de un infinitiv + TO fie de forma
n ing fr a nregistra o modificare de sens.
I see Harry has started to play golf again. (= n general)
224
I see Harry has started playing golf again. (= n general sau numai
n momentul de fa)
4. verbe care pot fi urmate de infinitiv + to fie de forma n ing
dar cu o schimbare major de sens.
I forgot to go to the bank yesterday. (= Nu m-am dus)
I have forgotten going to the bank yesterday. (= Nu-mi amintesc
s fi fost)
Utilizare:
1. Infinitivul + to se folosete de obicei dup: afford, agree, appear,
arrange, ask, attempt, decide, expect, fail, help, hope, learn,
manage, mean, offer, plan, prepare, pretend, promise, refuse,
seem, tend, threaten, want, wish
I cant afford to buy a new car now.
I fail to see the point you are making.
Not
Forma negativ este not to + infinitiv.
Clive Waston decided not to accept the new job offer.
Not
Dup help, TO este opional.
Emmas mother always helps her (to) do her homework.
Dar cant help nseamn a nu putea evita i aici se folosete forma
n ing.
I cant help thinking about what she said last night.
Seem, appear i pretend pot primi i un infinitiv continuu (to be
doing) sau un infinitiv perfect (to have done).
Bill seems to be sleeping a lot lately.
The criminal pretended to have lost his memory.
Dup ask, decide, explain, know, remember, forget, understand urmate
de cuvinte interogative: how, what, when, which, where, whether
etc.
I dont know how to get to the cathedral from here.
The teacher will explain what to do tomorrow.
225
Dup ask, enable, force, get, invite, order, persuade, remind, teach,
tell, warn + complement.
Can you ask them to leave, please?
I persuaded Jane to come hiking with me tomorrow.
Dup make n propoziii pasive.
When I was at school, I was made to wear a uniform.
2. Forma n ing este de obicei folosit dup: admit, avoid,
consider, delay, deny, dislike, enjoy, fancy, feel like, finish, give
up, imagine, involve, keep on, mind, miss, postpone, practise, risk,
stand (=bear), suggest, mention, recall, regret
He admitted stealing the jewels.
Have you considered moving abroad?
Not
Forma negativ este: not + -ing
I enjoy not having to work.
Not
Forma pasiv este posibil i cu being + participiu trecut.
Helen enjoys being involved in the local comunity.
Verbe ca: admit, deny, mention, recall, regret pot primi: having +
participiu trecut cu referire la aciuni finalizate n trecut.
Tom now regrets having moved to Paris.
Not
Dup: admit, deny, regret, suggest se poate folosi i that.
Sam denied that he had shot his wife.
Sau
Sam denied shooting his wife.
Dup verbe complexe: carry on, end up, give up, go round, keep on,
put off, set about
You carry on thinking while I eat my lunch.
Frank is always trying hard to give up smoking.
226
VI.
VERBE COMPLEXE
Fill
Turn
in
up
this form
in duplicate
early at the stand
Not
Cele mai frecvente adverbe folosite sunt: about, along, away, back,
down, forward, in, off, on, out, over, round, through, up
Not
Unele dintre phrasal verbs i pstreaz sensul individual al verbului +
cel al adverbului:
Ive brought back the plans. Would you like to see them?
Alte phrasal verbs au un sens diferit de cel al elementelor
componente:
He made up a wonderful story about his adventures in Rotaronga.
(make up = invent)
Not
Exemple de Phrasal verbs:
Break down (stop working); bring about (cause); call off (cancel);
call round (visit); close down (stop the operations of); come along
(come); fill in (complete by writing in relevant information); find out
(discover); look over (examine quickly); make up (invent); move in
(take possesssion of new premises); put on (turn on); send back
(return); speak up (speak louder); speed up (make faster); throw
away; turn down (reject); turn up (arrive); walk through; write
down
Exerciii:
Traducei n limba englez folosind get ca phrasal verb:
1. Tom promise c se va apuca serios de treab dar numai ncepnd de
lunea viitoare. 2. terge-o. Degeaba ncerci s m cucereti. 3. De
cnd i s-a publicat lucrarea nu i mai ncape n piele de mndrie. 4.
231
VII.
VORBIREA INDIRECT
n vorbirea indirect:
nici o schimbare
n Vorbirea indirect:
present . past
past ... past / past perfect
present perfect.past perfect
will .. would
233
Not
Condiionalele de tipul II i III nu se modific n vorbirea indirect.
Condiionala de tipul I se modific ntr-una de tipul II.
Jo said: If I listen, I will learn.
Jo said that if he listened, he would learn.
Verbele modale se modific astfel:
Can could; may might; will would; shall should; must
must/had to; could could; might might; should should; ought to
ought to; would would; used to used to
Pronumele i adjectivele se modific astfel:
Vorbirea direct
I / you
We / you
Me / you
Us / you
My / mine
Your
Yours
Our / ours
This / these
Vorbirea indirect
he / she
they
him / her
them
his her / his hers
my his her our their
mine his hers ours theirs
their / theirs
that / those
Not
Cnd vorbitorul i relateaz propriul discurs, pronumele i adjectivele
rmn neschimbate.
I said: I am angry.
I said that I was angry.
Adverbele i expresiile adverbiale se modific astfel:
Vorbirea direct
Here
Now
Today
Yesterday
The day before yesterday
Tomorrow
The day after tomorrow
Vorbirea indirect
there, in that place
then, at that time
that day
the day before
two days before
the day after
in two days
234
An hour/week/month ago
Next week/year
Last week/month
an hour/week/month before
the following week/year
a week/month before
Not
Principalele verbe ale vorbirii indirecte sunt say i tell.
Tell cere persoana cu care se vorbete
Say poate funciona singur sau poate primi to + persoana cu care se
vorbete:
Tom told us that he was leaving.
Tom said that he was leaving.
Tom said to us that he was leaving.
Alte verbe ale vorbirii indirecte pot fi:
accept, add, admit, affirm, agree, allege, announce, answer,
apologieze, argue, assert, claim, comment, communicate, convey,
declare, demonstrate, disclose, divulge, emphasise, explain, highlight,
imply, indicate, inform, maintain, notify, object, offer, promise, protest,
prove, recount, refuse, remark, reply, report, restate, reveal, show,
state, stress, suggest, transmit
Interogaii
Topica verbelor interogative n interogaia direct se modific n
interogaia indirect devenind topica verbelor afirmative
I asked: Who did she go with?
I asked who she had gone with.
Exist dou tipuri de ntrebri directe: Wh-questions i yes/no
questions.
n vorbirea indirect se menin cuvintele interogative cu WhWhen exactly will you be in Poland?
He asked when exactly I would be in Poland.
Pentru ntrebrile cu yes/no, folosim if i whether:
Does your company provide investment advice?
She asked if/whether our company provided investment advice.
Not
235
Not
Verbele relatrii folosite pentru comenzi, cerine, sfaturi sunt: ask,
beg, brief, call for, command, direct, implore, instruct, invite, press,
request, require, tell, urge
Not
Alte verbe folosite n vorbirea indirect. Unele dintre aceste verbe cer
o propoziie subordonat (1), altele un infinitiv cu To (2), iar altele cer
ambele variante(1,2):
convince (1,2), encourage (1,2), entreat (2), indoctrinate (2), invite
(2), motivate (2), persuade (1,2), threaten (2), urge (1,2), warn (1,2)
Exerciii:
236
VIII.
PREPOZIII I CONJUNCII
237
When the cat saw a mouse running across the floor it jumped
off the sofa to chase it.
Not
Utilizare special. Este destul de comun folosirea structurilor-tip,
precum:
Up/down the street
Up to/down to the supermarket
On/off a bus, bicycle, plane, ship, sau orice alt mijloc de transport.
(dar: into/out of a car)
2. Deplasare printr-un spaiu
Across along by past through over
Across: o micare dintr-o parte spre cealalt, pe sau aproape de
suprafa.
It takes a long time to sail across the Atlantic.
Along: a parcurge lungimea a ceva
If you walk along the Champs Elysees you will eventually
reach the Eiffel Tower.
By: a se mica de-a lungul sau n apropierea a ceva.
If you pass by the shops today, will you get me a litre of milk?
Past: a se mica de pe o parte a ceva pe cealalt.
I am sure I saw a thief move past the window.
Through: a se mica printre lucruri.
The gateway was so narrow that the truck driver had problems
getting through it.
Over: a se mica pe deasupra unei suprafee dintr-o parte n alta a
ceva.
Its quicker to fly over the Atlantic than to sail across it.
3. Direcii
Around at away from for into onto out of to towards
239
behind
Prepoziii de poziie
1. Poziii pe vertical
Above after below down in on over to under(neath) up
Above: mult mai sus dect altceva, chiar i figurativ
I am above his insults.
After: ceva puin inferior unui alt lucru
Carl Lewis came in second in the 100 meters after Linford
Christie.
Below: ceva imediat inferior unui alt lucru, sau mai puin important
In a company structure a sales representative comes below a
sales manager.
241
2. Poziii relative
Against along alongside around at beside
right / on the left of near next to towards
by
on the
245
3. Durata n timp
About between during for in since until
About: durata estimat
The play will probably last about two and a half hours.
Between: de la un punct dat n timp la un altul
The period between leaving school and going to university
was a stressful one.
During: o perioad stabilit n timp
I managed not to do any work during my holiday, though I
should have.
For: durata unei perioada date de timp
World War II went on for six years.
In: o anumit durat
Im going to the shops. Ill be back in an hour.
Since: de la punctul de nceput din trecut pn n prezent
Italy has been a republic since 1945.
Until: durata pn la un punct dat n timp
Hong Kong will belong to England until 1997, when it goes
back to China.
Diverse
Because of: cauza
The UK is suffering because of the economic crisis.
For: similar cu because of dar legat n general de credine
Nadir Tylon lived and died for his country.
Scop
A knife is used for cutting things.
In: parte a unui proces
246
248
Since the president is abroad, the vice-president will take his place
today at the presentation.
Not
Because, because of, as i since au acelai sens dar folosesc
construcii diferite.
Because se folosete nainte de subiect i verb.
Because of se folosete nainte de substantiv.
As i since se folosesc amndou la nceputul propoziiei.
2. so, therefore se refer la rezultatul unei aciuni.
Joe has exams all next week, so he cant go out in the evenings.
The Mayor has attend an urgent meeting. Therefore hell have to
cancel the lunch engagement.
Not
So i therefore au acelai sens. So este mai frecvent n engleza
vorbit.
IX.
SUBSTANTIVUL
250
Not
n englez toate propoziiile trebuie s aib subiect. Subiectul poate fi
un substantiv sau un pronume.
Substantivele n limba englez se pot mpri n patru tipuri:
Substantive proprii: Ann, China, Paris, Dr Moody
Substantive comune: doll, apple, plate, tree
Substantive abstracte: happiness, love, honesty, fear
Substantive colective: family, group, herd, staff
Not
Substantivele proprii se scriu ntotdeauna cu iniial majuscul.
Substantivele limbii engleze pot varia dup gen i numr.
GENUL
1. Cele mai multe substantive au aceeai form pentru toate genurile.
friend child doctor cousin baby teenager artist cook
dancer driver teacher
genul poate fi indicat de un pronume nsoitor.
My friend sent her son a present.
The doctor opened his bag.
Child i baby pot fi considerate neutre.
The baby closed its eyes and fell asleep.
Numele de ri sunt i ele considerate neutre.
Lately, Kenya has greatly improved its economy.
2. Multe substantive care denumesc oameni
feminin i una masculin
Son, daughter
nephew, niece
Actor, actress
waiter, waitress
Father, mother
husband, wife
Bachelor, spinster heir, heirwss
Male, female
bull, cow
251
i animale au o form
uncle, aunt
gentleman, lady
man, woman
hero, heroine
rooster, hen
Not
Recent, n ncercarea de a elimina discriminarea de gen, exist o
tendin de a nlocui terminaiile man i woman cu person sau
de a le elimina complet. n alte cazuri au fost create alte expresii
sau alte cuvinte lipsite de gen.
Vechea folosire
Noua folosire
Salesman, saleswoman
Chairman, chairwoman
Steward, stewardess
salesperson
chairperson, chair
flight attendant
NUMRUL
n enlgez substantivele se mpart n dou categorii: numrabile i
nenumrabile.
Substantivele numrabile se pot numra, adic au numr. Pot avea
att forme de singular ct i de plural. La singular pot fi precedate de
a(n) sau one.
Plural
Forme regulate:
1. La majoritatea substantivelor se adaug s formei de singular.
Book, books
day, days
house, houses
Donkey, donkeys safe, safes
girl, girls
2. Substantivele terminate n o, ch, sh, s sau x primesc es.
Potato, potatoes
church, churches
brush, brushes
Bus, buses
box, boxes
kiss, kisses
252
piano, pianos
radio,
Forme neregulate
1. Unele substantive elimin f / fe de la final i primesc ves.
Calf, calves
wife, wives
wolf, wolves
Loaf, loaves
leaf, leaves
life, lives
Shelf, shelves
thief, thieves
knife, knives
self, selves
2. Unele substantive i modific vocalele.
Foot, feet tooth, teeth
goose, geese man, men
Woman, women
mouse, mice
louse, lice
Not
Atenie! Child, children
person, people
253
Not
Aceste substantive nu sunt Niciodat precedate de numere (one, two,
three etc.). pentru a indica numrul, folosii some, a little, etc. sau
pair/set, group etc. + of.
Ten pairs of pants, three sets of archives, a roomful of belongings etc.
5. Unele substantive
sau latin.
Crisis, crises
Datum, data
Nucleus, nuclei
Basis, bases
Axis, axes
Not
Engleza modern folosete adesea data, media i bacteria cu sens
plural dar cu un verb la singular
The latest data is highly encouraging.
6. Numele de familie se pot folosi la plural pentru a indica ntreaga
familie. Numelui i se adaug un s. Nu au loc schimbri de
ortografie.
The Kennedys are world-famous.
7. Substantivele colective se refer la un grup de oameni sau lucruri.
Sunt n mod normal folosite la singular. n engleza britanic se pot
folosi att verbe la singular ct i la plural. n engleza american
au ntotdeauna un verb la singular.
Family
aristocracy
enemy company
council
Nobility
gouvernment group proletariat
press
Opposition gang jury
community
army public
Audience crew navy staff
team committee
The jury are about to give their verdict. (engleza britanic)
The public is opposed to the new tax.
Not
254
paper grass
snow rain
fire
food
glass oil
bread milk
salt
2. substantive abstracte
love
beauty hope relief experience
advice
purity
joy
freedominformation
courage
design
duty
capacity
education
evil
time
patience
reality
intelligence
Not
Work este nenumrabil dar job este numrabil:
Harriet is looking for work. John has found two jobs.
Works nseamn: fabric, parte mecanic, producie literar, fapte sau
acte.
Mother Theresa of Calcutta is known for her good works.
Not
255
Chinese
singing
Italian Spanish
A piece of information/furniture/advice/equipment/glass/paper/news
A type of atmosphere/behaviour/violence
An item of luggage/news/baggage
A case of mumps/measles/flu
A ray of hope/sunshine
A lot of strenght/security
Adjective folosite ca substantive
Folosii the + adjectiv pentru:
1. grupuri de persoane cu aceleai caracteristici. Urmeaz un verb la
plural.
The rich are not always as happy as we imagine.
2. calitate impersonal. Urmeaz un verb la singular.
The impossible has strong attraction for some people.
3. naionalitate (dac exist un cuvnt separat).
The French
the Chinese
the English
the Japanese
Dar
The Poles
the Germans the Scots
the Finns
Substantive compuse
Substantivele compuse sunt formate din dou sau mai multe cuvinte
care, mpreun, creeaz un nou substantiv cu un nou sens
Babysitter
chec-kup
swimming pool
mother-in-law
Substantivele compuse pot fi:
1. scrise ca un singur cuvnt, cuvinte separate sau cu cratim. Dac
avei ndoieli cel mai bine e s consultai ntotdeauna dicionarul.
Armchair can opener
cover-up
one-way street
2. numrabile
sau
nenumrabile
alarm clock
fast food
compact disc
human race
toothbrush
drinking water
waiting room
welfare state
yellow pages
pocket money
3. compuse din dou substantive. Primul substantiv este folosit ca
adjectiv i este la singular.
257
sau
2. Genitivul sintetic
n cazul persoanelor i animalelor folosim genitivul sintetic pentru
a exprima posesia.
Form: formai genitivul saxon adugnd s sau substantivelor
s
toate substantivele singulare
substantivele plurale care
NU se termin n s
Nancys
Jamess
His mothers
My childrens
259
Exerciii:
Alegei forma potrivit a verbelor. Observai diferena de sens a
substantivelor care primesc att verbe la singular ct i la plural.
1. His phonetics is/are much better than hers. 2. My trousers is/are
flared. 3. The scissors is/are lost for ever, I guess. 4. Statistics is/are
his favourite study. 5. Cod eats/eat a variety of food. 6. Acoustics
is/are a branch of physics. 7. The new statistics shows/show a great
increase in manufactured goods. 8. Youth today is/are turning away
from the church. 9. What is/are the most efficient means of dealing
with this problem? 10. The pliers is/are on the table. 11. The acoustics
of the National Theatre Hall is/are excellent. 12. Politics is/are the art
260
of the possible. 13. Poultry was/were expensive that winter. 14. What
is/are your politics? 15. The people of the country lives/live beyond
their means. 16. He had no time for visitors while the poultry
was/were being fed. 17. Everybodys means is/are being tested. 18.
Mathematics is/are given top priority nowadays. 19. What is/are cattle
good for? 20. The police has/have made no arrest yet. 21. Fresh-water
fish includes/include salmon, trout, carp and eels. 22. Gymnastics
is/are not given enough attention in our school. 23. The Italian clergy
was/were opposed to divorce. 24. Advice is/are readily given on all
the technical aspects.
Combinai expresiile partitive din coloana A cu substantivele
nenumrabile din coloana B. Traducei-le n limba romn.
A
B
An article of
sugar
A bar of
meat
A cake of
bread
A grain of
paper
A heap of
soap
An item of
chocolate
A loaf of
land
A lump of
rice
A pice of
rubbish
A pile of
evidence
A sheet of
information
A slice of
advice
A strip of
luggage
A word of
furniture
News
Cheia exerciiilor:
X.
ARTICOLUL
a computer
a university (sunet consonantic)
a house
a son
an hour (h mut)
an honour (h mut)
an example
Not
The se pronun () cnd st n faa unui substantiv care ncepe cu
un sunet consonantic i (i:) naintea unui substantiv care ncepe cu un
sunet vocalic.
262
the dogs
the wine
the time
the information
the apple
Not
Cnd ne referim la acelai lucru sau aceeai persoan pentru a doua
oar, folosim de obicei pe the.
There is an apple and an orange for the dessert. Ill eat the apple.
Utilizare: A sau AN se folosesc:
1. naintea unui substantiv pentru a ne referi la ceva sau cineva
pentru prima dat.
Ive received a postcard from a friend of mine in the US.
2. pentru a exprima ce este ceva sau cineva, inclusiv slujbe sau
profesii.
My next-door neighbour is a dentist and his wife an architect.
Jenny doesnt eat meat; shes a vegetarian.
That was a kind thing to say.
3. dup verbul be sau verbe copulative urmate de un adjectiv sau
substantiv sau cnd este urmat de locuiuni prepoziionale sau
propoziii relative care ofer mai mult informaie despre cineva
sau ceva:
Jacks son is a talented artist.
I bought a painting that reminded me of my childhood home.
4. cu unele expresii numerice nsemnnd unu sau cu expresii ale
preului, vitezei, raportului i cantitii.
A hundred guests were invited.
Petrol costs 1.50 a litre in England.
Hes crazy driving at 190 kilometres an hour.
263
Not
A / An i one sunt uneori interschimbabile dar nu n toate cazurile.
Spunem:
A hundred pounds sau one hundred pounds
Dar
a lot of / a great deal of
5. cu substantive numrabile la singular pentru a da definiii, a face
afirmaii generale, exclamaii sau cnd exprimm dorine.
A dog is more company than a cat.
Id like a nice cool glass of beer.
An apple a day keeps the doctor away.
Utilizare: THE se folosete:
1. naintea unui substantiv singular numrabil sau nenumrabil sau a
unui substantiv plural numrabil pentru a face o nou referire la
ceva ce a fost deja menionat sau la care s-a fcut deja aluzie.
He wanted to go to a bank to change some money, but all the
banks were on strike.
Do you remember the fun we had when we were at school
together?
2. pentru a face referire la cineva sau ceva anume.
I like the painting above the fire place.
The American economy is suffering at the moment.
3. n faa unui substantiv reprezentnd o anume persoan sau un
lucru sau un grup de persoane sau lucruri.
Shall I drive the car? (aceast main)
Will you make the tea, please? (ceaiul pe care ne pregtim s-l
bem)
4. cu referire la ceva unic n mod absolut.
The sun rises in the east and sets in the west.
The President of the United States visited the Pope last May.
5. n faa adjectivelor pentru a face referire la un anumit grup sau
clas de oameni. n acest caz nu este nevoie de substantiv.
264
266
Exerciii:
267
She was training for Swan Lake. 23. lack of parking space
forces motorists to double-park reducing wide streets to
narrow lanes. 24. They discovered fossils of bony fishes on
field trip to Ellesmore Island in Artic. 25. The fire broke out
near Lake Hemet, south of mountain resort of Idyllwild, and
burned to southeast.
Cheia exerciiilor:
1. The, the 2. The, a, a, the 3. The 4. a, the 5. A, , the, a, the 6. , ,
, the, the 7. The, a, 8. The, 9. , 10. The, the 11. , the 12. ,
a, 13.
1. , , 2. The 3. , 4.a, a, a 5. The, the, the, the, the, the 6. The,
, the, the 7. , 8. , a, , the 9. 10. The, 11. 12. The, 13.
The, the 14. , 15. 16. The, a, the, the, , the, the 17. , a 18. ,
, 19. , , , 20. A, a 21. 22. 23. The, , , , 24. ,
, a, , the 25. , the, , the
XI.
ADJECTIVUL
270
Participiu prezent
Boring
Amusing
Interesting
Tiring
Frightening
Participiu trecut
bored
amused
interested
tired
frightened
to
married
cruel
kind
loyal
polite
faithful
sensitive
rude
anxious
about
sad
sincere
sorry
sure
thrilled
worried
curious
enthusiastic
on
dependent
271
of
rude
stupid
kind
nice
polite
sure
generous
in
interested
expert
successful
Satisfied
Generous
Not
Unele adjective i schimb sensul cnd primesc o alt prepoziie.
Todd is good at algebra. /Todd is good to his sister.
They are always kind to us. / Its kind of Helen to help.
Topica
Cnd dou sau mai multe adjective sunt folosite mpreun:
1. adjectivele subiective sau de opinie (boring, lovely, lazy) sunt
aezate n faa adjectivelor obiective sau concrete (old, red,
square).
Ann is an active young lady.
2. adjectivele obiective sau concrete stau n umrtoarea ordine:
dimensiune vrst form culoare origine material scop
a small oval plate / an antique French table / a black metal walking
stick / an enormous black steel lifting device
3. dup un verb ultimele dou adjective sunt legate cu AND.
Sam grew bitter and aggressive.
The bread smelled fresh, fragrant, and appetizing.
Comparaia adjectivelor
A. Comparativul i superlativul adjectivelor se formeaz:
1. adugnd er i est la sfritul:
adjectivelor monosilabice
adjectivelor terminate n y, -er, -ly
Not
Adjectivele de o silab terminate ntr-o consoan, dubleaz consoana:
fat, fatter, fattest
Adjectivele terminate n consoan + y: transfomr pe y n i: pretty,
prettier, prettiest
272
comparativ
warmer
happier
cleverer
more boring
more excited
Comparaia neregulat
Adjectiv
comparativ
Good, well
better
Bad
worse
Little
less
Much, many
more
Far
farther
further
old
older
elder
late
later
near
nearer
superlativ
the warmest
the happiest
the cleverest
the most boring
the most excited
superlativ
the best
the worst
the least
the most
the farthest
the furthest
the oldest
the eldest
the latest
the last
the nearest
the next
Not
Good i well au sensuri diferite:
Beth is good. (= behaves well)
Beth is well. (= she is in good health)
Farther i further se refer ambele la distan, dar further mai poate
nsemna i n plus / extra
Boston is farther / further than Plymouth.
Further testing will be necessary.
Older i elder se refer ambele la vrst, dar elder se folosete pentru
relaii de familie
The cathedral is the oldest building in town.
Jason is the eldest brother.
273
The latest nseamn cel mai recent, the last nseamn cel final,
ultimul
The latest news was broadcast five minutes ago.
The last news report is at midnight.
The nearest se refer la distan, the next la timp / cronologie
The nearest hotel is ten miles away.
The next train is leaving in half an hour.
B. pentru a face comparaii, folosii:
1. as + adjectiv + as n propoziii afirmative pentru a exprima
egalitatea
as/so + adjectiv + as n propoziii negative
Your eyesight is as good as mine.
Peter isnt as/so short as his brother.
2. adjectivul la comparativ + than pentru a exprima diferena
That watch is more expensive than this Timex.
Not
Pentru a forma comparaii cu substantive, pronume i verbe n ing,
folosii prepoziia like
He works like a dog.
Try to behave like him.
Its like talking to a brick wall.
Comparai
Comparaiile pot fi fcute cu more ct i cu less
Paris is more interesting than Houston.
Houston is less interesting than Paris.
Not
Exist o diferen ntre engleza formal i cea familiar.
Formal: than/as + i/he/she/we/they + verb
Familiar: than/as + me/him/her/us/them
Formal
Familiar
274
Not
Cnd acelai verb se repet n aceeai propoziie, folosii un auxiliar
pentru al doilea verb.
This CD sounds better than that CD sounds. = This CD sounds better
than that CD does.
3. comparativ + and + comparativ
pentru a exprima creterea sau descreterea gradat a calitii
The baby is growing bigger and bigger.
Im feeling more and more irritated with Eric.
4. the + adjectiv la superlativ + of/in
pentru a exprima superioritatea sau inferioritatea
OF se folosete pentru a indica un grup de oameni sau obiecte.
IN se folosete pentru a indica un loc.
This is the oldest book in the library.
This book is the best of/in the series.
3. Adjectivele posesive
Form: adjectivele posesive sunt:
My
your his/her/its
our
your
their
Not
Its este adjectiv posesiv.
Its este forma contras a lui it + is.
Utilizare: adjectivele se folosesc:
1. pentru a face referire la posesor.
I took off my coat.
We drove our car.
2. cu pri ale corpului i haine.
The children washed their hands before dinner.
Jim puts on his new hiking boots.
3. cu own, pentru a ntri ideea de posesie.
275
Complement
What team did you applaud?
Which train did Mary take?
276
4. Adjective cantitative
Form: adjectivele cantitative sunt: much, many, little, few, some,
any, no i toate numerele.
Utilizare: A. much, many, little, few
1. many i few se folosesc cu substantive numrabile.
much i little se folosec cu substantive nenumrabile.
Many magazines, few inhabitants
Much money, little happines
2. much i many se folosesc de obicei n propoziii negative i
interogative. n propoziii afirmative folosii a lot of, plenty of, a
great deal of, a large number of.
Neagativ i interogativ
There isnt much ice in the freezer.
Do you have many friends?
Afirmativ
The plum tree has pleanty of plums this year.
3. much i many se pot combina cu how.
How much money do you need?
How many birds live in that nest?
Not
Much i many se folosesc uneori n propoziii afirmative.
Many guests complained.
Much time has been wasted.
Not
How much / many + substantiv poate fi subiect sau complement.
Verbul din propoziie se modific n mod corespunztor.
How much money did he take?
How much is missing?
B. some, any, no sunt adesea denumite partitive.
1. some i any indic o anumit cantitate
277
280
Exerciii:
Alegei forma corect a adjectivului din parantez:
1. This is the book I have read for a long time (good). 2. He has
one of the cars on the road (fast). 3. The work you are doing today
is than the work you did yesterday (easy). 4. Ann often wears
dresses then her mother (expensive). 5. Which is the play you have
lately read? (interesting). 6. The actress on the stage was the girl I
have ever seen (striking). 7. Tom is than his friend (tall). 8. They
have a garden than ours (lovely). 9. He said this was the day in
his life (important). 10. He was than his wife when the child broke
the window (angry). 11. He was the man in the world to do that
(late). 12. A: Which was your subject at school and which was
your (good, bad)? B: Physics was my and history my
(good, bad). 13. Is Bucharest or Prague the from London (far)? 14.
Tom is 17 years old, his brother Jack is 19 and his sister Jane is 15.
Therefore Jane is the and Jack is the (young, old).
Alegei forma corect a adjectivelor din parantez:
1. What is the (late) information youve got? 2. Her (old) brother is
called Jim. 3. We were in a hurry to catch the (late) bus. 4. Which is
(old) of the two? 5. Who is the (old) member of the students club? 6.
They got down to business without (far) delay. 7. Ive got a still (old)
edition of the dictionary. 8. The (old) sister was twenty years (old)
then the youngest. 9. The (late) half of May was quite rainy. 10. I was
told to wait until (far) notice. 11. I wish I had bought it at the (near)
shop. 12. He provided them with (far) information as agreed. 13. The
(near) station is Calea Victoriei. 14. Johns (late) novel was a (good)
seller and for sure it wont be his (late) one. 15. He is the (little) writer
of the two. 16. I saw him meet her at the (far) end of the street. 17. I
shall need (far) help with this.
Cheia exerciiilor:
1. Best 2. Fastest 3. Easier 4. More expensive 5. Most interesting 6.
Most striking 7. Taller 8. More lovely 9. Most important 10. Angrier
11. Last 12. Best, worst, best, worst 13. Farther 14. Youngest, oldest
281
XII.
PRONUMELE
3. Pronume Interogative
Pronumele interogative sunt: who, whom, whose, what, which
Utilizare: pronumele interogative se folosesc astfel:
Persoane
Lucruri
Subiect
who
what
Which
which
Complement
whom, who
what
Which
which
Posesiv
whose
Not
Pronumele interogative sunt invariabile. Ele au o singur form.
Who is that girl?
Who are those men?
Not
Which se folosete ntr-un context cu alegere limitat. n rest se
folosete what.
What do you see? (poi vedea orice)
Which (one) is singing? (care persoan, din grupul respectiv, este cea
care cnt?)
1. pronumele interogative ca SUBIECT
cnd who, what, whose i which sunt subiectul unei propoziii,
verbul este afirmativ.
Who is calling me?
What happened?
2. pronumele interogative ca i COMPLEMENT
cnd who, whom, what, whose, which sunt complementul unei
propoziii, verbul este la interogativ.
Whom did you call?
What has he done?
283
Not
n engleza formal whom este folosit ca i complement obiect direct.
Engleza vorbit l folosete pe who.
Formal: Whom did you see?
Vorbit: Who did you see?
3. pronume
interogative
ca
i
COMPLEMENT
PREPOZIIONAL
Whom, what, which ca i complemente prepoziionale.
With whom did Meg speak?
In what are you interested?
To which of the two addresses did they send it?
Not
Engleza modern prefer s transfere prepoziiile la SFRITUL
propoziiei. n acest caz whom devine who.
Who did Meg speak with?
What are you interested in?
Which of the two addresses did they send it to?
Not
What + be? i what + be like? Sunt ntrebri diferite.
What is Mr. Parker? He is a lawyer.
What is Mr. Parker like? He is short and arrogant.
4. Pronume Cantitative
Pronumele cantitative sunt: much, many, little, few, some, any, none.
Utilizare: much, many, little, few
1. many i few nlocuiesc substantive numrabile
much i little nlocuiesc substantive nenumrabile
Many are called but few are chosen.
He didnt spend much money. n fact he spent very little.
2. much i many se folosesc n mod normal n propoziii negative i
interogative. n propoziii afirmative folosii a lot/lots sau a great
deal.
The baby isnt eating much. It usually eats a great deal.
284
5. Pronumele Demonstrative
Pronumele demonstrative sunt: this, that, these i those
Utilizare:
1. Pronumele demonstrative se acord n numr cu substantivul pe
care l nlocuiesc.
This (umbrella) is mine. That is his.
2. this, these se refer la obiecte din preajma vorbitorului.
that, those se refer la obiecte aflate mai departe de vorbitor.
This (one) is here, that (one) is there.
3. this se folosete pentru a face prezentrile sau la telefon.
Mrs Jones, this is my friend, Alison Hughes.
6. Pronumele Distributive:
Each, all, everyone/everybody, everything, both, either, neither
Utilizare: each, all
1. each nseamn considerai individual. Urmeaz un verb la
singular.
Each chose the colour he preferred.
2. all nseamn considerai mpreun. Urmeaz un verb la plural.
All are welcome.
3. each i all pot fi urmate de OF + substantiv / pronume.
Each of the boys felt ashamed.
All of the trees are dying.
Everyone, everybody, everything
286
subiect
I
You
He
She
It
We
They
complement
me
you
him
her
it
us
them
287
Utilizare:
1. toate verbele limbii engleze (cu excepia imperativelor) trebuie s
aib un subiect pronominal.
They dislike inefficiency.
dar
Come here!
2. complementele pronominale (directe sau indirecte) urmeaz o
prepoziie sau verbul (cu funcie de complemente directe sau
indirecte.)
I spoke to her yesterday.
We saw them on the beach.
Not
De obicei complementul indirect preced complementul direct.
She sent me a long letter.
Dar
Dup verbe ca: explain, introduce, translate, describe, say, suggest,
recommend
Dar
Dac ambele complemente sunt pronume:
Complementul direct este primul iar complementul indirect e introdus
printr-o prepoziie.
She sent it to me.
I explained it to them.
3. you i one sunt folosite impersonal cu sensul de everyone, no one
sau anyone. One are aspect formal. You este frecvent folosit n
engleza vorbit.
You/one should always tell the truth.
4. they este folosit impersonal cu sensul de lumea spune, se zice
They say hes dishonest. (= People say hes dishonest.)
5. it + be se folosete:
288
8. Pronume Reflexive
Form:
singular
Myself
Yourself
Himself
Herself
Itself
plural
ourselves
yourselves
themselves
Not
Exist o diferen ntre yourself i yourselves.
Did you enjoy yourself at the party?
Did John and you enjoy yourselves at the party?
pacify him. 20. Youre the only man Ive ever met can really
play bridge.
Cheia exerciiilor:
1. It 2. It 3. It 4. There 5. There 6. It 7. There 8. It 9. It 10. It, there 11.
It, there 12. There, there, it
1. Few 2. Much, a little 3. Many 4. Many, few 5. Much 6. Little 7.
Few, many 8. Few 9. A little 10. Few
1. Neither, either 2. None 3. Neither 4. Either, neither 5. None 6.
Neither 7. None 8. Either
1. Whose 2. That/which 3. Which/that 4. Whom 5. Whom 6. Who 7.
Which 8. That 9. Who 10. Whom/that 11. That 12. That 13. Whose 14.
Which/that 15. Whose 16. (That) 17. (That) 18. That 19. (That) 20.
(That), who
XIII.
ADVERBUL
Not
Dintre aceste adverbe, unele au i o form n LY dar sensul este altul:
292
Not
Dup be, become, feel, get, look, seem, folosii un adjectiv (nu un
adverb).
She felt happy.
Mrs. Poole looks tired.
3. unel adverbe (n special cele de mod i grad) se formeaz
adugnd adjectivelor terminaia LY:
kind, kindly
automatic, automatically
slow, slowly
simple, simply
happy, happily
careful, carefully
Not
Adverbul corespunztor lui Good este Well.
Not
Unel cuvinte terminate n LY sunt adjective (nu adverbe)!
Lonely, lovely, likely, friendly, ugly, silly
Ortografie:
y final se schimb n i:
-e final se pstreaz:
dac se termin n consoan
+ -le, e dispare i se adaug -y:
cuvintelor terminate n ic
li se adaug ally:
Topica:
Topica adverbelor variaz. Ea depinde n primul rnd de tipul de
adverbe folosit. ntrirea poate i ea afecta topica.
293
secretly,
Not
n propoziii cu pasivul, WELL i BADLY sunt plasate nainte de
participiul trecut:
The book was well written.
nainte de verb, DAC exist un complement lung.
The teacher carefully picked up all the exam papers scattered
over the floor.
Adverbele referitoare la caracter sau inteligen (foolish,
generously, sweetly, kindly, stupidly etc.) i schimb sensul n
funcie de poziie.
I stupidly replied. (= It was stupid of me to reply.)
I replied stupidly. (= I gave a stupid reply.)
2. Adverbe de loc
Here, up, abroad, out, outside, in, away, everywhere,
somewhere, nowhere, there etc.
Adverbele de loc arat UNDE se petrece aciunea.
Poziia lor este:
de obicei la sfrit, adic dup verb i complement.
They went everywhere.
Not
Adverbele de loc funcioneaz adesea i ca prepoziii.
Joe ran down the stairs.
295
Not
HERE / THERE + be / come / go + subiect substantiv:
Theres Henry! Here comes the train!
Dar
HERE / THERE + subiect pronume + be / come / go:
There he is! Here it comes!
3. Adverbe de timp
Yesterday, now, afterwards, still, soon, eventually, then, today,
at once, till, tomorrow, since then etc.
Adverbele de timp arat CND se petrece aciunea.
Poziia lor este:
de obicei la nceput (naintea subiectului) sau la sfrit (dup
verb i complement).
Tomorrow will begin the next lesson.
cu imperative: la sfrit
Do it now!
Cu YET: la sfrit
YET se folosete mai ales la negativ i interogativ. nseamn
pn acum.
Mr Jones hasnt finished yet.
Have you asked him yet?
Cu STILL: dup BE i naintea tuturor celorlalte verbe.
STILL se folosete la afirmativ, negativ, i interogativ. El
subliniaz continuarea unei situaii / stri de fapt.
Stephanie is still unwell.
Cu ALREADY: dup BE sau primul auxiliar i nainte de verbul
principal.
ALREADY se folosete mai ales la afirmativ. nseamn deja.
He is already fifteen years old.
Not
296
Not
NEVER se folosete cu verbe afirmative. nseamn niciodat.
I have never been to Japan.
297
Not
ENOUGH st naintea unui substantiv:
We dont have enough money.
Adverbele de grad determin uneori verbe. O list parial
include: almost, barely, enough, hardly, just, only, much, a lot,
nearly, quite, rather, really, scarcely.
Poziia lor este nainte de verbul principal.
MUCH i ENOUGH sunt excepii i urmeaz dup verb.
JUST i ONLY se afl exact naintea verbului determinat.
They could barely hear the speaker.
Dar
The pianist hasnt practiced enough.
I liked him a lot.
I have just deposited the money. (= I deposited it a little while
ago.)
I deposited just the money. (= I deposited the money and nothing
else.)
Not
VERY se folosete cu adjective i adverbe.
VERY MUCH se folosete cu verbe.
We are very happy to be here.
Dar
Thank you very much.
Not
QUITE poate nsemna i complet.
Youre quite right! (= Youre completely right.)
Comparai sensurile a cinci adverbe de grad folosite cu
adjective i adverbe.
299
Slab
fairly
rather/pretty
quite
Puternic
very
Not
HOW poate fi folosit cu:
Adjective:
How tall is he?
Much / many:
How much milk does she drink?
Adverbe:
How often does Chris go dancing?
Comparaia adverbelor
Form: comparativul i superlativul adverbelor se formeaz:
1. adugnd er i est adverbelor de o silab
2. punnd, more i most n faa adverbelor de dou sau mai
multe silabe
300
pozitiv
fast
slowly
comparativ
faster
more slowly
Not
Early earlier the earliest
Comparative neregulate
Well
better
Badly
worse
Little
less
Much
more
Far
farther/further
superlativ
the fastest
the most slowly
the best
the worst
the least
the most
the farthest/furthest
Not
Farther / farthest se refer numai la distan
He ran farther than planned.
Further / furthest se folosete mai mult n general.
He inquired further into the matter.
Utilizare: pentru a construi comparaii adverbiale, folosii:
1. AS + adverb + AS n propoziii afirmative pentru a exprima
egalitatea,
AS/SO + adverb + AS n propoziii negative.
Pam Hardy ran as fast as she could.
The puppy doesnt eat as/so well as I hopped.
2. adverbul COMPARATIV + THAN pentru a exprima diferena.
Eric writes better than Brian.
3. THE + adverb SUPERLATIV pentru a exprima superioritatea
(sau inferioritatea). THE este adesea omis. Superlativul poate
fi urmat de OF + substantiv / pronume.
He plays tennis (the) best of all.
Dan skied (the) fastest (of all the racers).
Not
Cnd acelai verb apare n ambele pri ale propoziiei, folosii un
auxiliar pentru cel de-al doilea verb. Astfel evitai repetiia.
301
(now, over there). 6. They returned (in the evening, to the camp, late).
7. I had the pleasure of meeting a fine woman of about fifty (the other
day, in New York, here). 8. My brothers and my husband will be
(soon, home) from the shooting. 9. Bathing is very good, when the sea
is mostly calm (here, in summer). 10. The great fire broke out, and
aided by the east wind, burnt down the wooden houses of which a
large proportion of the town was built (in 1666, in London, in a
bakers shop, in September).
Cheia exerciiilor:
1. Good. 2. Bright, brightly-coloured 3. Bitter 4. Merry 5. Heavily 6.
Nearly 7. Hard 8. Quickly, hardly 9. Last 10. Directly 11. Dead 12.
Badly 13. Tight / tightly 14. Near 15. Lastly
1. Tim and Becky had been wandering about the cave for many hours
2. Jim was to recite a poem in the centre of the examination hall that
very morning 3. Though I was very busy at the office yesterday, I
snatched a minute to answer his letter 4. Tom, Huck and Joe decided
to run away from home at daybreak 5. I wish I were over there now 6.
They returned to the camp late in the evening 7. The other day, here
in New York, I had the pleasure of meeting a fine woman of about
fifty. 8. My brothers and my husband will be home soon from the
shooting. 9. Bathing is very good here, in summer, when the sea is
mostly calm. 10. The great fire broke out in a bakers shop in London
in September 1666 and aided by the east wind, burnt down the
wooden houses of which a large proportion of the town was built.
303