Mark Powell G8 oe i company Intermediate eB MACMILLANaa Unit and topics 3 Making calls ptt ook work Using tho telephone 4 Keeping track p16 Meetings Meeting skits 5 Spied of lfe 120 Taking points “Time management Pressure at work 6 Business travel 23 Notwerking . Traveling on business 7 Handling calls p28 Dek work Atituces to using the telephone ‘elophone mannor 8 Making decisions paz Meetings Decision-making 9 Bigbusiness p37 “Taking points The power of big business 10 Small talk p40 Notwerking Making smal tak (Cultura ferences in meetings Communication skills and tasks: CCemplatng a needs ara} Ding a i on languages Discussing ait to Ergish using expressions for taking about language needs 8 earing prferancee Descrbng people Discussing apgroriate conversation topos Keeping the conversation going Natworking Making tlghere phrasae [Exchanging inormaton on th teophone Checking & dary facts & foros (Queryng inormation Discussing tne management strates Disousing statements cn how ped afects your working le pressing kes & dshes about raving cn basiness Making pole requests & enquires Stuational rlelays Ieontiving signs as Bish or American Engish Greeting vistors Dsousing your attude to using he tlaphone Making pole telephone requests using #8 Could you ..? aking telephone expressions wth Dealing with ncoming cals Dora a questonnare on making decisions Using expressions for making decisions & ‘conducting meetings in a decision-making ‘mening ‘Stating opinions, areing & csagreeing ‘Stating preterences CCompiating a quostonnae on eta Taking about exparenoes Engaging n smal tak Reading and listening texts JR Article about Ergish dominating wotd communications |L_ People taking bens tho attest loaning Enis L Extracts tom abusness tral Preset Sim programe on conference venues present |L_ People gossiping at @ conference Continuous |LPeopl soclsng at a coniorence Present Simple Collacations relating to 1k Paring teeptone cat oles mal massages “Teepnens conversations avacts om meetings “Tes: the Budwasercompenies, pets crac trom a meeting coerce Abiing meeting expressions FR Minton taetce about the ‘working week FR Bstract tom Gating Things Done by Roger Back 1 Pooplo taking about how speed afects tn wore People taking about how they lawn ter wor LL Ghrac fom business travel ‘lta question comersatins | fore FR Aric om Newswesk about ——_ndrct questions eotle hove in two cies L Short exchanges in Bish & American Enalsh 1k Corversations atthe apart FR Mnktos:teloptone statistics WA for future “TWephone conversations breton, . Spontanenus ecient, requests, promces, retusa, threats eit 1 Exracts tom adocureniary Condos 1 Grerct from a meatng (har erence) Arise about James Bond fins USS Actor profes: James Bord eee contenders ‘s/o org as, 1 Inenews wth James Bond —_supposoupposng contenders 1 People taking about the 0 of thei companies Arico: Landof he Gans ~ 20 compare or goverment n share? 1 Poodle aking about ho arble Land of me Giants 1 Exracts tom promeeing Past Simple vs conversations Present Prect People chatting at work ‘ebating fo travel ‘eating to work Catocations ‘eating to the rmerkaiplace (Goren adjectival calocations Exaggeraton 8 understatement| 11 Esmail pts Dek work Wing e-mail 12 Presenting pio Meetings Prosentation skits 1 Technological world pot Talking points ‘Technology and change 14 Boing heard pss Moctings Cuitualcterences in mectings 48 Snail mall p61 Desk work Wiring business ltrs 16 Solving problems P67 Meotings Probiem-solving 17 Global vilage p72 “Taking points Globalisation 18 Eating out p74 Networking Restaurants Food & drink ‘Table manners 19 Messaging p78 Desk work E-mail Voice mail 20 Negotiating 8s Negotiations ‘Communication skills and tasks. Discussing studs fo eat Guidlines for wetng ema Wiring ©:mal equals of feral txts ‘Serpivng a ogy e-mal Exchanges e-maits Discussing qua of a good preston Pausing, pacing & sentence stress Dalvering a presentation Stuctrng @ presentation Using v6 Preserting a soln to a problem at work Discussing the pros & cons of technotay Neking predisons about future techroiogy using expressions for specuating about the fave Discus ates to meetings Completing 2 questonnake on assarieness 1 meetings Discussing mesing sys nore counties Interupting a spedker “Woes of paper documentation CCereting 2 formal tor ‘ring laters of complaint ard apcogy Diecusting solutions to probs ‘Exprossions for raking suggestions DDessing procacre forsaking problems Discussing options on globalisation Using te exprssions to communicate your wens on how gooalsaton acts the company you werk for Desesong restaurants speeslons fr eecuseng ood Doing 2 que on table manners & eguoto CCatogorting food & ci Describing tyccal dishes from your county oF region Discusing atitudes to lectonic Soquoncing a setts of eas Expresions usod in o-mals Note-ekng rom vice mat Deaing win meszagos Sounding move cpleratic roroasons for nogotiatng Completing notes who stoning t two ogettions Nogotating transfer dal People talking about thir sathides 0 e-mal ‘ce: ema resorch resus Exact rom The Blues Guise” tothe temet Voice mal messenes Pope conversing & avrg a presentation Toast by Goorge Barrand Saw to Aber Enstein Exact from First Dect webste ‘A presentation about a technical prbiom ‘Aca: the age of echncloay People taking out future techroogial daveloprrents Pope taking about thek fttudes to meatings [Berac om mostings In ferent cutee case tues: meeting ses ‘teoe counties FR Acticle about a papriesofco SSomoone comecting 8 ‘ollaagues business lator (Case sts: too problems soled Extacs tro problam-soving rextings Tots: advice on song problems, cage auc: solitons to ‘problems in to companios “Texts: eux poopie’ opirons on ‘lobaisston ‘conversation a retarant Comarsatons ove aneh Brac about the ro of ‘-maln business People discussing thir opinions on messaging Humes voloe mal messages erat fom Goting Past No Pepi sharing thee vows on negotiating Joke rom Comoiete Kot’ Guide {0 Vining Tough Negotiation xracs fom nagotators Arto on football Description o foobal players’ trrefor doo atu fore Bepressing intonier: be ‘gong toplanning tentang 0 Past Coniroous at Poet, Past Smale vs Past Continuous ve Past Poros: Modi vate: ss, may, ight, 0, cout, wou, aug 9 te Mute pushes letters Condon (post reference) essive with ‘cornmon ver Reported speech Grammar ot diplomacy Colcatons raat t0 ‘sructing a resentation Colocations relating 10 prosertatons Cotecatons relating to Expressions for ‘stating opinions Propostions Colocatons ‘lating to poopie A products relating to food & ornsone 1 International English ‘There has never béen a language spoken by so many people in so many places. Professor David Cnstal, The Cambridge Encyclopedia of Language Needs analysis 1 Complete the following sentence. Use the words in the box if you like. Then compare with other people in the class ‘For me, learning English is a pleasure a hobby an opportunity an investment a necessity an effort y a problem a pain a nightmare ee ay — — es 2 Why are you learning English? Complete the aero) sentences below and number them in order of See importance for you. Compare with a partner. Cet ee re eee Portuguese Ml Arabic Ml In general, I want to: learn write read improve Chine HE jwanese — - eo * more confident when I speak. ae ee | b si sec els. ee ee | . lots of new vocabulary. Peery e better, clearer English ae eer T t without using a dictionary so much. ea In particular, I need English for: piprslgy sid ee ae taking travelling socialising doing giving writing eee aE ee ee ee g ______ on business. Cee ned h business on the phone. Sea i e-mails, faxes and letters, seal Toast i with clients and colleagues. ln k part in meetings. SASHES 1 short presentations, co ee 3 Are you learning English for any other reasons? Add them to the lists above. en Global communication aro ees Quiz 1 How much do you know about the world’s bee ea major languages? Try the quiz. on the right. ‘Then check your answers in the article opposite, 4 1 International EnalishEnglish Inc. ‘els i to international communication what VHS is ‘9 video, Mierozot to software and Pentium to tbe ‘micrchip. tis for beter o worse, the indusiry standard. And those who dori speak at least a tle risk losing business to the increasing number who do.A quarter ‘of the planot current speaks English Thats one and a half Dillon people, two-thirds of whom speak it a a foreign language In a recent survey", 69% of Europeans sud they thought 10 everyone should speak English, More than hal of them already do For most its nota question of choice but of recess as Ersh has rapidly become the frst language of business science and popular culture. Three-quartrs of the ‘world malls in Engh, So are four out of Sve ema and ost of what you fd on the Internet. However not everyone welcomes this ingitic ‘monopoly The French Ministry of France, for instance, recently suprised the international business correnunity by bbanaing Engl terms lke eal and Internet. fac seven 20 teams of language experts have been employed to come Lup with French arrives Le eb isnot acceptable. La tole is And when the French President himself referred to startup companies sles tartpistes ina televised speech, B a * he was stronely critics! for fling to defend France against the advance ofthe Engish langage. “The French have point Twenty languages disappear every yar because nobody speaks them anymore. At that rate, by the end of the 2Ist century almost a third ofthe world’s Sk and a haf thousand languages wil be dead. Even in Germany where Deng is ashionable and phrases ike Joirtventre, Powerpariner and Fres¢-Taning are como, ‘the leader ofthe Free Democrats has expressed concern about the ood of angliims descending on us from the media, advertising product deseritions and technol. Some go so fa as to cal it'a for of violence. Maybe tis, and big business certainly accelerates the process As Professor David Crystal author of The Cambridge Encylopedia of Language, puts wave dollar ils in front of someone, and they wil lean complicated spellings and grammat ‘But what about people who leam foreign languages just for urd A 37-yeanold American, Gragg Cox, as taken this sip pleasure to extremes He holds the world record for speaking the most foreign languages ~ sity-four at the last. court! He would undoubted be an asset to any company ding intemational business. But for those of us who are less ged leguistial: the power ofthe American dolar ‘means there may soon be only one foreign language we ned o lear, and that language wl be English. cee j “The number of native [eraateiner aoe Dlediaivod Beate sm ene oe 1 Do you thnk the anile overstaes he importance ot |) 4 ay | al English a ae A a el English as the international language of business? 7 Bengal 162m Do you agree dat big business accelerates the advance’ i ari te ofthe Boglish language? poe oe 3. KBs. Listen to si business people talking about their atnides to leaning English Take notes. Whose opinion is closest to your own? Attitudes to English Complete the following expressions. They were used by the people you just listened to, Learning English isn’t my idea fun T want to get in my career. English is the language the media. beautiful a language as you get older. It's certainly not Italian. Lthink its more difficult Il always think With native English speakers, I do feel ‘That's the thing English ~ its easy to speak a little quite quickly. tralian, disadvantage. yaeteanoge 1 International English 5 ccer burp eget teu muhon 2 Making contacts ‘conference is a gathering of important people who singly can do nothing, but together decide that nothing can be done, Fred Allen, US comadian 1 Which of the following cities would you most like to visit for a confereace or on holiday? Discuss with a partner. Barcelona London Rio de Janeiro Hong Kong Paris. Prague Sydney Venice New York Buenos Aires. Tokyo 2 Some business people were asked for their opinions about conferences, ‘Complete what they said using the words in the box: cards + intention time + ideas audience + stomach. [ days + year excuse + gossip _videoconferencing + bar | a Frankly, they're a complete waste of same old faces, same old talks, same old b_ Tcan often learn more in three than I do in the rest of the = © The worst thing is having to get up in front of an with that sick fecling in your [usually end up with a million business from people I've absolutely no__ of contacting. fe Theyre really just an to have fun on expenses and catch up on all the f Wedoa loof these days. The trouble with that is you can't meet in the afterwards. 3 Which opinions in 2 do you agree with? Conference venues 4 G21 Listen to three exacts from a business travel programme. Which venues below do you think the extracts refer to? Venue 1 = Extract Venue 2 = Extract Venue 3 = Extiac: AD z fr 5 dustin, 2 Making contactsTESST) 4 Your company agrees to send you to a fo moro on conference ocabuly 990 page 89 2 Listen again and match the figures to each venue, What do the figures refer to? 321 Venue L) 426 venue [] 27th Venue [) 2,300. Venue L] 10-30% Venue LI 3,000 Venue L] 170-780 Venue [| 95. Venue [1] 200. Venue 3 What other facilities does each venue have? Complete the collocations below: ‘they were all in the extracts you just listened to, Venue 2 Venues | a detxe sites | 1 24-hour a cho 1 unique activites ® location | 2 ‘eat senioo 2 comention atmosphere © connections | 8 cacronta © 109m sevice © conte restaurant | 4 erpcess pools tournaments eviews 5 exclusive private @ checkout e xace | F access 8 outdoor # boach 1 fecties xemational conference at one of the venues above, provided that you give a presentation in English. Which would you choose and why? Who’s who? Describing people 1 One of the main reasons for going to conferences is t0 meet the right people. in in | aw on by | for a Complete the following questions and answers using the prepositions in the box, | 4 standing the entrance? ~~ him/herself? the long dark hair? the loud voice? Who's that guy/ the comer? woman over there the blue suit? 4 the bar? the table in the comer? 5 talking the waiter? those people? 6 is financial services. h, that’s Kim Lane, 7 works (Chase-Manbattan. (think) he/she... Rel Tamyos The Hilton. 9 is giving a talk globalisation. 2 Use the model above to make new sentences with the following, the Hyatt pharmaceuticals the buffet the glasses the pony-tail Renault negotiating skills the long dress, the conference organiser the moustache the awful tie the Italian accent her ba k to us 2 Making contacts 7Grammar link for more onthe Proant ‘Semple and Contewous 2 Listen to some conference delegates gossiping during a coffee break. Decide which four people in the photo they are talking about and complete the seo page 88 information below. @ e Name Name LJob/Line of business JobiLine of business Based in Based in Hotel Hotel Subject of talk Subject of talk is Gossip Gossip e ° Name Name Job/Line of business —_ Jobitine of business Based in Based in Hotel Hotel Subject of talk Subject of tak | Gossip = GossipTaboo or not taboo? 4 Work with a partner, Imagine you meet some business people at a conference for the first time. Which of the following topics are © interesting? * safe? * conversation killers? © a bit risky? + taboo? | family the news your country religion —_clothes_ your health: 2 Blas tisten to some people socialising at a conference. What are they taking about? Do they get on with each other? O PL FO PO FO PO PO giving / presentation? >© know many people here? So, where / staying? Can / get / anything / buffet? > Ore PO When everyone is ready, ‘© mingle with other people in the class. + introduce yourself to as many people as possible and show interest in what they tell you. © use the questions above fo try to keep the conversation going. Remember that you can talk about other people in the room as well as yourself. + exchange business cards or fix an appointment with anyone you could do business with,oan -os 3 Making calls ‘Our telephone answering system has broken down. This is a human being. How can Thelp you? An ‘cus customer eeniee representative 4 How comfortable are you speaking English on the phone? Work with a partner. Complete and discuss the questionnaire below using the correct form of the following verbs: have lose shout wish keep try | sound — misunderstand i otlly what someone sald on the phone? really. rude and unhelpfl because you were busy? Onyes No ‘tb ask the other person to repeat what they said? hye No. £ putting off call cause you dide’t want to speak English? Oh.yes No scualy ___~_ at someone onthe phone! Ohyes No completely ______tack ofthe conversation? Ohyes No 7 jse____you could sale wo she oxhar person fae to face? Ohyes No ven pretending you were out to sold taking cal? Ohyes No vealy tol the person on the other end ofthe phone? Ohyes_No Making phone calls in a foreign language requires planning, I's especially important to know what to say right at the beginning of the call. 2 Eas.s Listen to the phone call, Why does the caller get angry? 3. Eels tisten to better version of the same phone call and complete the following: , accounts Marius Pot 4 [EB s.s Now listen to another phone call. Why does the caller sound so unprofessional? 5 Eeds.c Again, listen to a better version of the same phone call and complete the following: Ramon Berenguer Genex Pharmaceutical. Catherine Mellor, _? 3 Making calls 14Telephone phrases 6 A lot of the English you need on the phone is just a small number of key words used in different combinations. Work with a partner. How many telephone expressions can you make in 2 minutes using one word or phrase from two or more sections below (e.g, Can I have your name, please?). Write them down. for more on tiptoe ‘preasons 9 9290 &1 12. 8 Making calls ‘You overhear a colleague say the following things on the phone. Wha: questions do you think she was asked? Use some of the telephone expressions you made in 6. ‘Yes, I'd like to speak to Ifakat Karsli, please. b ? ‘Yes, its Ivana Medvedeva. c ° ? a ‘Yes. Can you just tell her Ivana called? e > ‘Yes, Fl tell him as soon as he gets in. t Of course. Your reference number is 45-81099-KM, OK? 9 > Sony, is that better? h 2 Can we make that two hours? Centainly. Can you give me your number?Voice mail 4 Eas tisten to six voice mail messages. Take notes. Which message is about aan order? L) dadeadline? LI b some figures? L] ea repo? [7] © amecting? | | f areminder? |) 2 Listen again and answer the questions. Message 1 How many times did Cheryl phone yesterday? Message 2 What's the good news about Phase One? Message 3. What did Zoltin include in his repor? Message 4 When was the delivery? Message 5 How late is the estimate? Message 6 What do you think is happening at 3 tomorrow? Past Simple endings 8 The messages above contain the following verbs. phoned, corrected, faxed ‘wanted, finished, explained started, e-mailed, inchided talked, despatched, delivered called, discussed, expected 6 tried, waited, booked anon “The ‘ed’ endings of regular verbs in the Past Simple can be pronounced in three different ways: /d/, Af or /rd. Listen to the messages again. Which verbs take the /id/ ending? Why? Put them in the third column below. ALICE, I JUST HERE'S A COPY SENT YOU AN OF MY MESSAGE E-MAIL. BUT I'LL JUST TELL YOU WHAT IT SAYS. TT SAYS T SENT YOU A VOICE MATL TELLING YOU TO LOOK FOR A FAX THAT SAYS T WANT TO TALK TO YOU. Tafeao1 22007 ones 8 Making calls 13Returning a call 1a Listen to two telephone calls and answer the questions. allt 1 a Whose answerphone are we listening to? 1b What does the caller want? 2 Purthe recorded message into the right order. ‘The first and last parts are in the right place. Hello, This is Patterson Meats, |") after the tonc and Til get back but if you'd like to leave Sylvia Wright's office. Tank you for calling Ym afraid Tm not able to take a fag, please do 80 4 message or send 1 your ell right now 1D to you as soon a 1 ean Call 2 1 Who didn't come to the meeting? a Bill Andrews b Stephanie Hughes ¢ Jonathan Powell d Melanie Burns 2 Who does Tim already know? a Bill Andrews b Stephanie Hughes ¢ Jonathan Powell Melanie Burns 3 What didn’t the visitors from the UK see? the processing plant ¢ the packing department a presentation b the factory the freezer units 4 Tim was interrupted during the phone call. Complete what he said 10 Sy Sorry 1 just Where ? 5 What were the British visitors worried about? 6 Would the product they came to see be popular in your country? Would you ty it Talking about the past 2 Put these irregular verbs from Call 2 into the ast Simple, You have 45 seconds! get meet take do speak sy 20 think have send come tell be give 3 One of the following extracts is from the phone call The other is incorrect. Which is incorrect and why? a So who else did come? Came Stephanie Hughes? So who else came? Bocrammer tink Did Stephanie Hughes come? tor more on the Past ‘Simple 988 page 60 14 3 Making callsFinding out Fluency Work with a partner. Phone each other in order to find out some information to help you Remember to show interest in 4 do business in a foreign city | what your partner tells you. or 2 give a presentation Really? or 8 attend a job interview 100 Right ‘Talk to your partner before you begin and Ubub, decide on the subject of your phone calls. | covet Think of the language you will need Great. Begin your phone callin this way: Ob, that's interesting (our name) bere. How are Anyway, look, I must let you things? .. And how's business? go. Thanks a lot for your belp. | Hi, (your partner's name). It’s | Finish your call like this: | | Speak to you soon. Bye now. | Then use the notes below to help you ask your ‘questions. Ask other questions if you like. L | erences Listen Irn going to (civ) on business in a couple of weeks. | eno you cid some business there a while ago and |just wanted to ask you row i went 1 Which aitne / fy with? 7 meetings go O8 2 business class? 8 language problems? 3° Where / stay? 9 charcelsee muchiciy? 4 What / food tke! 10 What / do / evenings! 5 What / people lke? II invite / their home? 6 easy to work with? 12. take a present? Listen, rm ging a presentation at__ (a meeting? «a conference?) in couple of weeks. | know you had to give a presentation ‘awhile ogo and [just wanted to ask you how it went. 1 Do /tak/ your own? 7 How many / visuals? 2 How long / take / prepare? & tel jokes 3 How big/ audience? 9 give / handouts? 4) How long’ speak for? 10 take questions / the end? 5 nervous! 11. any dficutt ones! 6 use PowerPoint? 12. How / deal with them? Wrest Listen, fon going for amine rnpany) in a couple of weeks, e1ow you hod an inte le ago and I just wonted to sk you how it went 1 How long / interview / last 7) ‘trickiest question? 2. How many interviewers! 8 ak/ personal question? 3 How friendly? 9 Have / do / a test 4 say what F looking for? 10 ask them / questions? 5 refer! your Ct TL What / salary / lke? & How interested / qualiications? 12. offer you / job? 3 Making calls 18oa) 4 Keeping track When the result of a meeting is to schedule more meetings it usually signals trouble. Mike Murphy, business writer Checking 1 When you take part in meetings in English, itis easy to lose track of what understanding people are saying. Who do you generally find the hardest to understand? native speakers other non-native speakers people who speak too fast people with strong accents 2 Here are six simple ways of checking what someone has just said. Write in the missing pairs of words mae eae amen mee a ‘me go dwand > expla ja LL We Come oe Sale ean je cam that. Cou you ff? sown ata ji, don't____. Could you what [/ > you meat Sorry, 1 d ‘not with you. Could you \ ver that again @ dont you. Gould you argh at gah? 1 etki yr ni, a Yom 2 bit more specitic? 3° Which of the above do you use when you a didn'thea? [||| b didn't understane? |] (] OO 4 Match the phrasal verbs from 2 to the meanings on the right. a slow down 1 mention quickly b goover 2 speak more slowly © run through 3 examine, discuss 5 Can you remember the phrases in 2 when you need them? Work with a partner. ¢ it in tums to throw dice and try to produce the exact expressions using the words below to help you GeQGgad missed — not with you- didn't catch don't follow you~ don't understand don't quite see ~ say ~ 0 over — slow ~ run through ~ explain - mean ~ again? ‘again? bite again? what you mean? bit more spectic? 46 4 Kegping tackClarifying specific points Fluency formar on compsratves and supetaives see page 92 Sorry? 41 In meetings where you are discussing facts and figures, saying Sorry? or I don't understand is not always enough. Sometimes you need to be more precise. Look at the following short extracts from meetings. Complete the second speaker's responses with the correct question words. [ who where when what how long_—_-how much, | 1A The problem is money. 4° Ildiko Dudas spoke to me B Sony, did about it yesterday. you say? B Sony, did you say? ‘A. The problem is money. A Tdik6 Dudas — from the B Oh, as usual. Budapest office. 2 A We have to reach a BO, yes, of course. decision by next week. 5 A The company is based B Sony, id in Taipei. pura B Sony, did you say? A Next week. A In Taipei. B Oh, see. B Oh, really? 3° A An upgrade will cost $3,000, 8 A The whole project might take B Sony, ___ did eighteen months. you say? B Sony, _ did you say? ‘A $3,000, at least A. Eighteen months. B_ Oh, as much as tha? B_ Oh, as long as that? 2 Els.: Listen to the conversations in 1 and check your answers. 3° Work with a partner to practise clarifying specific points. You are going to read about two different companies, both called Budweiser. Speaker A see page 118, Speaker B see page 122. 4 Work with a partner to put this summary of the texts you read in 3 in the correct order. The first and last parts are jn the right place. (7) American Budweiser is the world’s bestselling (| than forty different countries. Its slogan is 177 other hand, is one [| fewer resources than US Budweiser, it markets its product in. more 1 output than its nearest (J of the world’s oldest and most |) brand of beer. The company that makes it is the biggest in (J slogan was ‘Budweiser: the King of Beers’. Czech Budweiser, on the | famous beers. With far |] competitor, Heineken, By far its most successful advertising LJ the world with 50% greater (71 simply: ‘Budweiser: the Beer of Kings’. 5 How many comparatives and superlatives can you the summary? 4 Kooping track 17Didn’t | say that? N Querying information 1 A So thats $' min, 2 B 19 milion? Isn't it 02 ‘A Oh, yes, sorry. 80 milion, A These are the figures for 2001 B 2001? Don't you mean 2002? ‘A No, I mean 2001 A This represents 8.6% of total sales, B 8.6? Shouidn’ . 06.87 ~ A Yes, 6.8. Didn't | y that? say that A sound mistake ight sure People sometimes disagree about facts in meetings. One way of politely querying something is simply to repeat the part you think is wrong and ask a question. Look at the examples on the left ‘Work with a partner, Take it in turns to read out the following false information. Query each other using the correct information from the box. The first one has been done for you as an example, | Finland music 1997 Ford Korean software #he-Netheranes | a. The biggest Benelux country is Belgium. Belgiuam? Don't you mean the Netherlands? Daewoo is a well-known Japanese car manufacture. China regained control of Hong Kong in 1998. Microsoft is the world’s leading computer hardware manufacturer. Rolls-Royce was eventually taken over by General Motors. America has more mobile phones per houseliold than any other country MTV is the biggest news channel in the world erence Write down a few false business facts of your own. Read them out to the rest of the class. Can they correct you? Listen to an extract from a meeting and tick the sentences which are correct, a The meeting is being held to discuss lst month's sales figures. b Overall, sales are up by 2.6%. © The best results are in Denmark and Norway. 30,000 units have been sold in Scandinavia. Last month was June. f John Munroe is head of Northern Europe. 9 Munroe is in Scotland at the moment Listen again and correct the mistakes in 4 The following expressions are used to query information you are less sure about They were all in the conversation you just listened to. Complete them a Are you © That can't be There must be some d_ That doesn't sight to me.7 How good is your business general knowledge? Underline the correct information below. © Tre number of Cokes consumed inthe word per The worlds second most power brand dy exceeds same ater Cocs-Cola it ter milon fo handed ion bien erst 1 Sony! Mecees © The highest pid employae of che 20th century on @ The worlds most popular a sary of $200 millon was toyis oak Wh of General Elecric / Miho! Ese of Baie Lego / lation Disney / Steve jobs of Apple © The single invention with the © The words bestselng car ver was highest global tumover the Min the Cvoen Che WY Beatle the personal computer oes ser ne the cea the tobe U1 th ieys I Segopore Anes © The wore’ biggest exporter © The worl’ bestseling business paper it cof computer software is Te Wal Street und! Te Financial Times! she USAT iene Heda The Yorn Shimbun #21 280d uo sionsuy Now work with a partner to practise querying information. Take it in turns to read out your answers to the quiz. Query anything you think is wrong, Pointing out 8 Sometimes what people say in meetings conflicts with what they said earlier: discrepancies ‘A. Eight out of ten members of staff liked the proposal. So, 90% is a good result. B Wait a minute. 90%? I thought you said cight out of ten A Oh, yeah. Sorry, 80%, of course Fluency © Work in pairs to practise pointing out discrepancies. Speaker A see page 118. Speaker B see page 122 The briefing meeting El 2.5.4 mergers and acquisitions specialist has been transferred to the Tokyo office of his bank to work as part of a project team during a takeover bid. He i attending his frst briefing meeting, but things don't go quite as he expected. Listen and complete his notes. Kapgoro Bark. Acquisition ~ Project team Tease leader: = Position in co: ic office. + My main responsibility, Vil be based at the will be Me certs! We Tae eT Rint erect meeting ‘ Tr ce scheduled for j { za as } Janet Robin - het ronales Job: Job: nashicticsa tenner teak - -— 4 4 Keoping track 19oe) 5 Speed of life Hf everything seems under control, you're just not going fast enough, Mario Ancret, Formule One racing driver 1. Are we all working harder than we used to? Does it seem like your working ‘week is getting longer and longer? Read the texts below. Which statistics surprise you most? Thinking space When Dr Rosemary Stowart asked 160 firtish managers to keep a diary of their activities for a month, she discovered the average manager had only nine &0- minute periods without interruption. Those she interviewed complained that ‘there is just no time to think’ and that ‘ts one damn thing after anather Multi-tasking Canadian professor, Dr Henry Minizberg found that halt the tasks managers perform take only nine minutes or less. Only 10% last more than an hour. Typicaly, ‘executives work very fast on several things at once, and welcome any intertuption to their schedule to stop and take a break. thermometer on the left. Then compare wi Land of the free? ‘According fo a survey published in Wired magazine, US ‘executives work 25% longer hours than they dc in the 1970s, Merket researchers at Kellogg's discovered that 19% of them eat breakfast in the car, The most ‘shocking study shows that the average American father spends just six minutes a day taking to his kids, Tough at the top In a recent interview for a protie of global business leaders, famous worksholc Bill Gates revealed that he ‘can at last afford to stow down. ‘Thore are days that | work 14 hours,’ he admits, ‘but most days I don't work ‘more than 12 hours. On weekends I rerely work more than 8 hours." other people in the class 2 How pressured do you feel at work? Indicate your level of pressure on the Ns Time management managing your time. ‘© throw things away ‘© screen phone calls Neu ene Re seare = delegate more + plan ahead © do ‘nasty’ jobs first 20. 5 Sposd of ite 1 Look at these strategies for ‘+ say ‘no’ more often ‘+ make lists of things to do + keep a record of how long each task takes you + hold fewer meetings aris sal check e-mail at specific fhe wseass times of the day ‘© maximise your ‘uptime Do you do any of these things? ‘Add your own ideas to the listIn Getting Things Done, management training specialist Roger Black talks about the magic hour, an extra hour to catch up with everything you've been too busy to do, Read the text and do what he suggests Compare what you wrote with other people in the class. Is there anything everybody wanted to use the extra hour for? The Magic Hour magine you have one extra hour every week: your 165th hour. occurs whenever you want ito, and you ‘ean do whatever you want with i, You don't have to see nyone that you don’t want to see, or write letters 10 them, 5 or do anything that you're curently feeling guilty about ‘Write down five things that would make you happy in that hour don’ give yourself any restrictions of paging guilt felings about csher jobs to be done). + Write down five things that would give pleasure to » someone ese in that hous “Finally, write dowa five important things that you have been puting off, that you could atleast startin the hour f “Then consider: If you could have last week all over again, where could you fit ia the magi hour? Resolve 40 ft it into 15 this week at thar sime point f you find that simply the process of deciding to do this makes you feel good, you probably are not making enough decisions of this nature Make the magic hour a weekly habitStepping up the pace 4 Ei5.1 Listen to four business people talking about how being faster than the competition affects their work. Which industry does each speaker beleng to? Speaker 1 Speaker 3 Speaker 2 Speaker 4 Each speaker makes three main points from the list below, Write the rumber of the speaker in each box. ‘The industry is more and more research-ted. [2] leas. [J] ‘You need to move inventory very rapidly, C] Its the little details that add value to your product or service. [7] ‘There's no customer loyalty anymore. ] ‘You can't stop competitors copying your i It's very dificult cifereniate your product from the competition AAs much effort goes into braning as into technology.) Customers are better informed about the services you offer. | zateaoce Product lead times are getting shorter and shorter. ‘Technology is advancing almost daily. [] Kk Costs are steadily falling. L! 1 You're open for business all the time, L] 3 Underline the points in 2 which are also true for your industry. Discuss them with other people in the class, 4 Speed is important at every stage of the development of a product or service. Do you agree? Discuss with a partner, EE s.2 We asked ten people how they unwind at the end of the day. Listen and write down the main thing(s) they do. Do you do any of the same things? pe tet et a 6Networking Sentence-building hows ting for more on the vocabulary ‘of busness ties see page 95, 6 Business travel There is not much to say about most airplane journeys. Anything remarkable must be disastrous, so you define a good flight by negatives: you didn't get hijacked, you didn’t crash, you didn't throw up, you weren't late, you weren't nauseated by the food. Paul Theroux, travel writer 4 Do you ever travel on business? If not, would you like to? What do you think are the worst things about business travel? 2 Combine one word from each section to make at least ten sentences. Start by ‘making collocations from columns 3 and 4. Add your own ideas, if you like 3 Look at these ways of emphasising your opinions: What I realty like is finding out about different cultures. What I hate most is being away from my family. The thing I love most is visiting foreign places. The best thing for me is getting out of the office for a few days. The worst thing for me is flight delays. ‘Work in groups. Tell other people in the group what you like and dislike most about travelling. 6 Business travel 29On the move 1 E86.) Listen to eighteen short conversations involving people travelling on business, Where are the speakers? Write the numbers of the conversations under the correct location below. In the taxi On the plane At check-in, At customs: In departures At the hotel 2 Now match the halves of the following qu conversations you just listened to. ons. They were all in the 1 2 what time you stop serving dinner? 2 b have your room number, please? 3° Would you mind © switch off your laptop now, please, si? 4 Can you tell me d_ not smoking, please? 5 Would you please © to open your luggage, please, madam? 6 Could I ask you f make sure your seatbelt is fastened? 7 Do you think I could 9 send a fax from? @ Is there somewhere I could have an alarm call at half past six tomorrow morning? (Grammar link 3 Which first halves of the questions above could go before: formore on poke vestion fom see : co -» buy some stamps? hurry or I miss my plane? which terminal | need? lending me some money until I find a cashpoint? . 10 wait outside for five minutes? borrow your mobile? The nightmare journey Fluency How well do you cope on business tips? Work with & partner t0 sort out 1 series of problems, Speaker A see page 118. Speaker B sce page 122. S 1 24 6 Business travelTransatlantic crossing 4 if your company asked you to relocate to Britain oF the States, which would you choose? 2 Look at the article below. What do you think the title means? Quickly read the first paragraph to find out. 3. Now read the article and think about the questions on the right. Then discuss them with partner. Ron Kastner icacassic now Yoter: tof te plane, st ofthe airport. Camying a single snail bag, he walks: _Sreght through immigration and customs. He 1 Is business class really 5 ‘deesrt ook ke hes pant sk hows inthe a that much better than {business dass will do that to you). He owns ‘economy? ‘en epettrectin the East Vilage hn Manhattan, but tonight London is hor: 2 Would you tke Ron «fle in Sora, Londoris wealthiest neighbourhood, Kesinor Kastner’ life? resident ofa plaoe called NY-LON, a single ciy incomveriently seperated by 10 an ooean, He fies between the two cles up to tive times a month. Davie Eastran tes thet. A Londoner who a VP at Agnoycom i Now 2 Do you havea favourte “ech tae to JFK Heat 0 fen hoon a ft-name aiine? ‘basis with the Virgin Allaniic business class cabin crew. As clleren as New YorcerdLendon a, rong nator ol people ze 4 Do Now Yoran London 15. vra, waking and plain nthe to ies as hey were ene The es share a cute? Or even ae drawn together by a hued lrguage and cut, but most by alanguage? money — more of which flows through Wall Street and the City each day 5 What other financial than a he oto th wal fercilcerers combiad. The beam centres could eventually Irencalsevoes attacked akerisrg agence, accountng fis and overtake London and so rerageent corsulerdes ooh cls. Ten game ell rd restart New York? tpsinases,achictue and doi realestate ances, a 6 What ae the other boom avd toute and ter sence rece, industies these days? ‘iver Best, he Lndonasad rate decor fad agency TEWA saxs 7 How would you descrbe "Now Yt and Londoner th so trendy an so mod row es of the cy where you tive? ‘2 faction, at, photooraphy, music” "We dream about each others cies ‘cays Joe! Kissin, a New Zealander who alter 25 years in London bought a ‘penthouse on New York’ Fith Avenue. ifyoure in New York your dream is 8 Which two cities would Lordion, and if youre in London your dream is Now Yor ‘you like to have homes in? 4 ‘Try to guess the meanings of the words and expressions in bold from their context.Where in the world? 1 Where would a business traveller see the following? Half of them are in New York and half in London. Write NY or L next to each, a Walk/Dont walk _____ J Open Mon thru Fri___ b Freeway 2m ke Parking lot _ © Giy center ____ Taxis: queue here Rest rooms m Car park full @ Underground _ 1 Chemists 1 Lift out of order © Tuck stop 9 Gas station P. Colour copies 10p hh Motorway services 15m q_ Subway _ 1 Roundabout ahead F Trolleys, 2 Ello. Listen wo the cassette, Where do the conversations take place? Write the numbers in the boxes. London L| New York [1 10 In arrivals 4 Els Listen to four conversations in which people meet at the aisport and answer the questions a pas Haseena What topics do they discuss? What plans do they make? 28 6 Businoss travelGreeting visitors 2 Complete the following by putting one word in each box. All the expressions You You You We So, So, So, So, Wve were in the conversations you just listened to, be waiting for ma, it that’s with you. be tired ater your long fight T nope that's be Alan Hayes. he his apoiogies. me take those for you. Susan her love. me help you with your bags. Martin his regards. you into the Savoy. Lolly, | managed to ‘some sleep on the plane. a table for 1.50. thought we could some lunch Now, lets see if we can tax. are things? is married ite? Iwas expecting to Mr Hil is businoss? Thanks for coming to me. was your fight? 1d ke you to Graham Banks. Yoased Wu. upgraded. penal Ms a taxi waiting outside, 3. The red-eye is a longhaul night flight. Work with a partner to practise meeting colleague off the red-eye in New York. Speaker A sce page 119. Speaker B see page 123,=: QB 7 Handling calls ‘The reason c computer puters can do more work than people is that ever have to answer the phone. Anonym Work in groups and discuss the questions. What percentage of your tim at work do you spend on the phone? b How many of the calls you make and receive are essential? © Can you not answer the phone? When you answer, is it: + our of curiosity ~ it might be some good news for a change? with a sigh of relief ~ it must be less boring than whatever you're doing? because you're so indispensable, no one else is capable of decling with i? force of habit ~ the phone rings, you pick it up? * because if you don’t, no one else will? * for fear of what might happen to you if you don't Read the statistics below. What points are they mal ng about phone calls at work? Mutual Life ne-management conutanc ch shows that manExpressions with if. Requests for more on tho seca of ofc Ho 00 page &7 8 Use the pairs of words in the box to complete the sentences. | disturbed + hold expecting + pick up real + unplug | possible + answer busy + ring important + switch on a ifm , Tjust let the phone fT don't want 10 be Tell my secretary £0 all my calls. cif Tuy to the phone before the fourth ring. iftm a call from the boss, the phone immediately. e. IfT'm in the middle of something : the “answerphone. {ffm having a___ crisis, 1__ the damn thing! 4 How many of the statements in 3 are true for you? Compare with a partner, Asking politely 4 Use the words and phrases in the box to make seven useful expressions which gota minute not foo much trouble got time possible would not too busy can. 2 Divi c the text into twelve things someone might phone t0 ask you to do. All the requests start with Could you ..? “ Gouldyou..2 omailimemytlightaeteiislotmonaveacopyofthe reportgetontooursuppliergetbacktomewithinthe hourtaksaquicklookattheproposalarrangefor somebodytomeetthematthestationsetupameeting withtheheadsofdepartmenisendtheiraccounts departmentaremnindertixmeanappointmentbook theconferenceroomforthreetaxthetiguresthrough tomeorganiseatouroftheplanttorsomevisitors 8 Work with a partner, Take it in turns to make and answer polite telephone requests. Use the language from 1 and 2 above. For example: A If you've got a minute, could you A Could you book the conference _get on to our suppliers? room for three if you can? B Sure, [ll doit now. B Well .. Fm a bit busy. A Thanks. A. OK, Fil do it myself 7 Handling calls 29Unexpected phone calls 1 Eid z.+ Listen to four telephone calls and match them to their description. Call a The caller is kept waiting, Call2 BA business contact calls to ask a favour, Cal3 ee Asales executive calls with a quote. Call There is a communication breakdown, 2 Listen again and answer the following questions. call. 2 What's the misunderstanding? b How does the man receiving the call deal with the problem? © Do you ever have difficulties answering calls in English? Call 2 @ How does the person receiving the call avoid another call” b Do you think he is really in a meeting? © Do you ever pretend you're busy just to get someone off the phone? call 3 a How would you describe the telephone manner of the person receiving the call? What is the caller calling abou © Have you ever been treated unprofessionally on the phone? call 4 a Where did the speakers meet” b What does the caller want? © Have you ever received a phone call from someone you have met but can't remember? 3 All the expressions below were in the telephone conversations you just listened to. Can you remember the first three words of each expression? /t's ard I'm count as one word. call 1 ‘me through to Yves Dupont? don’t understand, more slowly, please? a ae those prices you wanted. call2 can't talk right now. you back ~ say, in an hour? —— —__ db for your all 3 when hell be back? speaking to? bother you. who's calling? call 4 ovnoreeocvore ‘me a contact number?Expressions with Il... 4 Use the phrases in the box to make nine responses to the statements on the left. All the responses were in the telephone conversations you just listened to. Hicremmer tink back to you tomorrow — what I'can do to hear from you then ree if can reach him on his cellphone (© you later something out speci someone who speaks bester English ack later that right away Fluency 5 Work in pairs to deal with incoming phone calls. Speaker A see page 119. Speaker B see page 123. Fluency 6 a Complete the diagram below with the names of four to six people who typically phone you at work to ask you to do things. Write down what they usually ask you to do. Inciude private calls if you like. b Categorise each call: urgent (must be done now), important (but can wait), social Gust keeping in touch), a nuisance (time-wasting). © Swap diagrams with a partner and practise phoning each other. What excuses can you give to avoid doing what they ask? Try to get them off theoo ld 8 Making decisions Nothing is more difficult, and therefore more precious, than to be able to deci Napoleon Bonaparte Questionnaire 1 Are you good at making quick decisions or are you a more methodical thinker? Answer yes, no or it depends to the following in under 90 seconds (1 Mon eit ee you || |” @ You're writing a report. The deadine's tomorrow, but it’s your partner's birthday. Do you work late to finish it? : © You're shopping for a suit, but the only one you Ike costs twice what you want to pay. Do you buy it anyway? ‘© You'Te beating your boss at gol and he's @ realy bad loser. You could drop a shat or two. Do you? ‘8 You ofred twice your curent salary to tke a boing job in a beet city, Do you take it? 2 What kind of decisions do you have to make at work? What's the hardest decision you've ever had to make? The best and worst business decisions ever made 4 You are going to listen to eight extracts from a radio documentary about the best and ‘worst business decisions ever made First, check the meaning of the following ‘words and phrases in a dictionary strategy fortune royalties ouput | supply manufacturer brandstretching conglomerate outsell the competition collaborate with another company license products retain ownership buy the rights to a product 828 Making decisionsAGENDA 1 Odjecttves C1] 2 Priorities [_] 3 Data analysis 4 Alternatives |_| 5 Pros & cons | 6 Final decision [ 2. Eile: Listen and waite down the name of the company or product referred to: 1 3 5 7 Wo Moe Bee. listen again, What do these figures refer to? 1 4 Whatare the best and the worst decisions you've ever made at work? The decision-making process 1 Put the following stages in the decision-making process into the most likely order. © consider the options + define your objectives collect information Stnonitor the effets implement your decision * choose the best course of action =) =) eo 0 Look at the agenda for a decision-making meeting on the left. Decide which two statements below were made at each stage in the meeting, We're here to decide whether to go ahead with the project. One option would be to clo detailed market research. ‘The most important thing is: can we make this profitable? ‘The advantage of doing market research is we reduce risk. Have a look at these figures, Above all, we must be sure there's a market for our service. ‘What we've agreed, then, is to start marketing this service now. Another alternative is to offer the service on @ tral basis. On the other hand, market research takes time. Our aim is to find out if there's a good chance: of success. As you can see, client feedback is very positive. So, that's it — we're going ahead with the project roc saseaoce 18 Making decisions 33The language of meetings 4 The following expressions are useful in meetings, but some letters are missing from the final words. When you have completed them, the letters in -he box spell out a good piece of advice for the chairperson! OK, lots get down to . Can | just stop you there for a MoM Hotally Perhaps | didn't make myset .. E What do you .. TH o! Sr R2o With respect, you don't quite seem to... ND. _ | agree with you up to. If eould Just finish what I was... OK, Iat’s move .. \'m afraid that's compietely out of the ... Perhaps we can come back to this L Maybe we should take a short... ac Doss anyone have any... Can | just come in... ‘Sony, | don't quite see whet you .. [think that's as far as we can go .. ‘We'll have to break off here, I'm .. FR__D nos e+ coo cD > ve! zrommo av0sg- 2 Elaztisten to an extract from a meeting about a company relocating to the UK and tick the expressions in 1 as you hear them. Which one is not used? 3 Which expressions are used to: Expressions with if... @ Some managers are facing a cashflow crisis. Match the halves of the statements unless .... provided in the conversation below. providing (that) 41 just don't see how we can go ony aI suggest we break off here. 2 No, I think we'll be OK, they might stay on. Or how about 3 Maybe, but unless we do, profit share? 4 In my opinion, we'd save a lot of || ¢ our people will simply go and work money, for the competition, 5 Look, we're ina hitech industy. ‘dif we keep overspending lke this, IF we cut wages, if we aren't making any profit? 6 No, wait. IF we gave them a stake —f_we'te going to be in serious financial eer in the company, wouble. <7 No, no, no. How is that going to gif we just reduced wages. Our wages {or mere on condbonle ‘work, bills are enormous! age ere 8 OK. Look, if we cant reach providing we get this Russian ‘agreement on this, contract. 848 Making decisionsThe decision-making meeting 4 One of the toughest businesses is the film business, with millions of dollars made of lost on a single decision: who to cast as the star. Fist, work with a partner to match up and check the meaning of the collocations below in a dictionary. Then read the article. @ current. brand d combined earnings 9 commercial news b ~~ tumover —@_ key awareness, hh frontpage series © bestsel margins =f brand factor 1 Alm success NOBODY does it better THE JAMES BOND movies re dase the fils, the series goes on the longest-running, highest grossing ‘and on fim series in histor. Current turnover “The film business is risky — stands at over $6 lion. In fut, the 59 Seven out of ten movies lose 3 combined earings of the Siar Wars money. But brand awareness of and Star Trek series and the most Bond is 0 strong that even people succesful single film ever, Gone with who dont lke the films instantly the Wind, sil fll $750 milion shor. of recognise the Bond musi, fast cars Bond at the box ofice 3 and glamorous women. They 10 Bond is also the most profitable film now that James tales his vodka series ever. The special effets may cost Marini ‘shaken not sted. much more these days, but the ims sil And then there is enjoy 36 proft margins, not including Bond himself —cenainly merchandising Even Stephen Spielbem!s 0 the key factor in 007's 5 blockbusters 7, Jurasste Park and the commenial success. With Indiana Jones ogy cant compere 50 much money at take, the Bond appeals to men and women, choice of a new Bond always adults and children alike. From Russia snakes froncpage news. Not auth Lave was one of President 45 everyone agreed in 1962 with the 2» Kennedy's top ten favourite books. But decision to choose a vitally James Bond is no longer just a ‘unknown Sean Connery as the first Hollywood hero; he's a bestseling James Bond, andl Connery 6as brand, Although the actor playing Bond only paid £7,000 for Dr Na, but it has changed several times over the last s)_was pethaps one ofthe best 2S fony years, and alhough there are no recruitment decisions ever made. moce Ian Fleming novels on which to And the rest, a8 they say, is hisory. 2 According to the article, what are the main reasons for the success of the Bond films? ‘Tick the correct answers. the special effects [1 the sex and violence [] the 007 brand name C] the actors playing Bond [7] the novels the fllms are based on the Bond character [] Fluency 3 Now work in small groups to decide who's going to be the next Bond! Firs sake a list of the qualities you think an ideal Bond actor should have. Then [lexis ink look at the actor profiles on the next page and read the agenda of the casting for oe on re meeting. You may find the expressions on pages 33 and 34 useful in your vocab of maney nd decision-making meeting, markets see page &9 8 Making decisions 35CASTING MEETING 41 Appoint a ‘chairperson 2 Review actor 36 8 Making decisions Pater Aston-Sharpe 43 Engisn divoroed eer aso BoD a 4.83m slim ‘scuba-diving, pits cence Leading actor forthe last 8 years with the Royal Shakespeare Company, ‘Statford, Has also done a lot of TV ‘work, playing mostly romantic leads in ‘costume dramas. Has starod in two {ally low-budget, but successful, British tims, ‘Won an Osear nomination for his part in ‘Shadows, a psychological trier. Doesn't earn much in the theatre, but ‘was paid $750,000 for his last TV series. Some say he can be moody and dieu ‘to work with, Ex-wifo says ‘he's ust the ‘sort of male chawvinist pig you need to play Bond.” von McCabe 31 Scottish single 1.83 athiotic shooting, cimbing, hang-glding ———— Bx-European ight-heavyweight boxing champion turned male model Very Ile acting, but his recent supporting ole in f London gangster movie won praise on both sides of the Atlantic. Soon to star inthe new Jaguar commercials Voted ‘World's Saxast Man’ two years running by She magazine. ‘As a model, ne earns $15,000 a day, but ' prepared to do hs frst Bond fim for Just $200,000. ‘A charismatic and intligent man, who knows what he wants and usvally gets i, His fare to win a world boxing tte is ‘something he stil refuses to talk about Sam Landon 38 American single 4.90m muscular bbody-bulding, Kik-boxing Discovered by Holywood wile working 35 1 cocktall water in LA. Has stared in several high-action biockbusters, though his last fm, a comedy, lost morey. Bost- known fr his cop movie character, Detective Ede Stone, inthe las 90s, Surprise winner of an Oscar for Best ‘Supporting Actor for his role as a lsaled war veteran, Aun of box-office hits behind him, he is | now firmly estabsshed as a'$20 milion | fim actor. | ‘Seems €88y-g0ing, wih none ofthe ego problems big stars usually have. Has calmed ‘own alt since his ear hel-resing’ days. Charles Fox 25 English matric 1.88m- muscular ~ ‘canoeing, passion for motorblies 18g Bren star who hae naver quit ved Lp to his potential. Lost out to Val Kilmer for the ead in The Saint, but made a ‘suocesetul comedy with Jule Roberts last year. ‘Brain's favourte sec symbol. Won a television award for his role in a fong-tunning hospital drama, Makes $3-S milion por tlm ‘Apparently desperate to get the Bond port. He wanted it last te it was on offer, but was unable to break his ‘contract with another stu. According to his agent, ‘Charles is obsessed with Bond.”caoosome @® 9 Big business Size works against excellence. sill Gates 1 How big is the company you work for? Given the choice, would you prefer to work for a big or a small firm? 2 Elo. Listen to people talking about the companies they work for and take notes. Do you think they are talking about a big corporation or small enterprise? Write ‘big’ or ‘small Speaker 1 Speaker 3 Speaker $ Speaker 7 Speaker 6 Speaker 8 Speaker 2___ Speaker 4 Discussion $ _ Work with a partner and discuss the following: @ What kind of companies do you think will be the most successful in the future? Hi-tech companies like Glaxo Smithkline, dotcoms like Amazon, muhinationals like Fore? Something else? b Put the following in order of how powerful you think they are: + the President of General Motors * the Secretary-General of the UN + the President of the USA. + New Zealand Collocations 4 You are going to read an article about large companies. First, match up the collocations below. esiuiere peat = | Geena eens productive dinosaurs | beat currency 5 Which of the above mean: buying and selling between countri big, old-fashioned companies? lots of money, materials andl manpower? the process of choosing a political leader? the money a company makes in a year? print money? producing large quantities of the samie produc? yereanoce everything a firm owns which makes money? 9 Big business 3710 the polticians. Big business is now the most a powerful force on Earth. Countries don't matter any more. Companies do. Don't worry about who wins the next general election. Worry about who's running General Eieciric. Company presidents, not White House presidents, are finally in charge. Nearly as many people work for General Motors as ive in Wales. Fewer than four hundred billonaires control as much capital as half the global population. Bil Gates alone is worth more than a hundred ‘and thity-five countries, If we compare the biggest companies ‘annual turnover with national GDP, Philip Morris makes more maney © than New Zealand, Ford makes more than Thailand, and Exxon Mobil as much as South Attica and Nigeria put together. ‘Just three hundred corporations control 25% of all the t productive assets on earth, Within the next ten years, many multinationals could open their own embassies and even start issuing g their own currency! Impossible? Not according to futurists, Jim Taylor and Watts Wacker. They argue that as cross-border trade increases, rational frontiers became Increasingly unimportant and global business begins to take over from government. Goodbye United Nations. Hello United Corporations. A few years ago, it was fashionable to cisregerd the ‘Old Economy’, as we welcomed in the Digital Age. Smal entrepreneurial ‘companies were going to kil off ‘corporate dinosaurs’ ike Ford anc Levis. It never happened, Billions were wasted on dotcom disasters run by kids with no business brains, wile the big companies, slow at fist, simply took the technology and used it more ineligenty. ‘Sze alone may not guarantee competitiveness, but to go from innovation to mass production quickly and efficiently takes a big company with substantial resources and an aggressive marketing strategy. In the words of Andrew Grove, head of intel: ‘We con't eat the competition, we crush it.’ Now, more than ever, big is beautiful What attitude does the writer have towards polticians? Who is running GE these deys? Roughly what isthe global ‘economy currently worth? 100 trlion doiars? 200 trlion? More? Do you know what your ‘company’s anna turnover ? According to Taylor and Wasker, ‘why wil companies become more lke governments? Do you think United Corporations could work? ‘Are dotcors realy dead? Ist true what the article says bout technology? What view of competition oes the article take? Do you agree?6 Look at the article on page 38. What do you think the title means? Read the first paragraph to check your answer. 7 Read the article and think about the questions on the right. Then discuss each question with a partner. 8 What's your overall reaction to the article? Use the expressions below to help you. Basically, I think it’s right. Lagree up to 2 point. On the other hand, Tagree with what it says about... It's a bit one-sided. | | tes total rubbisht Tm quite shocked that... To be honest, {think | Ym not realy surprised about .. I think it misses the point. Points of view 4 Eile ztisten to some business people talking about their reactions to the article ‘on page 38. Who a agrees with what it says, b disagrees and ¢ agrees up 10 a poin? Write a, b or Speaker (1 Speaker3 [] speakers] Speaker? L} Speaker 4 |] speaker 6 LI 2 Listen again and answer the following questions: a What has Speaker 1 heard? Have you heard the same? bb What is Speaker 2 shocked about? Does it shock you? © What two points does Speaker 3 make about e-commerce? Do you agree with her? What are Speaker 4's views on politicians? Do you agree with him? © What happened to Speaker 5's company? Has your company been involved in anything similar? 1 What did Speaker 6 read? Do you think its right Make a choice 4 Which would excite you more? ‘a the offer of enough venture capital to start your own business for b the job of chief executive for a large multinational or & neither of the above 2 ‘Take a few minutes to prepare a one-minute explanation of your preference. 10 that's what Td do. ve always wanted Td prefer .., because I'd be able to... That's easy. I'd definitely | To be honest, both offers would frighten the life out of me! Y'm not sure. I think, on balance, I'd probably... Why not do both? 9 Big business 39mm GD 10 Small talk AA friendship founded on business is better than a business founded on friendship. John D Rockefelie, American industriist 41 What exactly is small tak? How important do you think itis in business? Questionnaire 2 How culturally aware are you? ‘Try the following short questionnaire: | QUESTIONNALR EE ‘@ You meet a Spanish business contact you haven't seen for ages who wants to stop and chat, but ‘you're running late for an appointment. Do you stay or do you make your excuses and go? © You ate having a pre-negotiation coffee at a potential client's heacquarters in Bonn. Do you | mingle with the opposing team or stick with your own people? | ‘© A Finnish colleague invites you to conduct the final stages of an important meeting in the sauna, | Do you accept or politely decline? | Getting down to business 1 In When Cultures Collide cross-cultural consultant Richard D Lewis talks about the role of small talk in international business. The diagram below shows how long it takes different nationalities to get down to business. Try to complete the chart with the names of the countries in the box. USA Japan Germany UK Finland France Spain & Italy 1___ __» Formal troduction. Sit down. Bogin. —> Formal ntrodution. Cup of coffen. St down. Bogin. —> Informal introduction. Cup of coffee. Joke. Begin. —— Formal iiroduction. Cup of tea and bisculs. 10 mins imal talk (weather, sport) Casual beginning. Formal introduction. 15 mins smal tak (poles, scandal). Begin, See epee eerersna serena Formal introduction. Formal sealing. Green toa, 15-20 mine small ak (pleasanties), Signal ftom super. Begin, 7 ee _____,e 20-80 mins small tak (ootbal, family) while others anive. Bogin when everyones there. Mins: ° 5 10 6 2 25 30 40 10 Sinai talkPast Simple or Present Perfect [orammar tink tor mero onto Past Serpe en Poort Pret se gs 10D 6 EB 0. Listen o extracts from seven meetings. Check your answers in 1 by matching each extract to the correct country Listen again and answer the questions. There is one question for each extract. Noanaons Where exactly is Tom Pearson asked to si? How long is Dr Alan Winter going to spend in Berlin? What was Miss Sterling's father’s job? What kind of snack is served at the meeting? Why was Catherine in Finland before? In the joke, what score do both the man and the woman get in the test? What commonly happens in their meetings these days? Place your own nationality on the char, if i's not there already. If it is there, do you agree with where s placed? Look at these excerpts from the conversations you just listened to and underline the best grammatical choice. Then listen again and check. A. Did you try / Have you tried green tea before, Mr Pearson? B Er, yes I did / have. I had / have had it last time I was / have been here, [like it very much. A. Ti like to introduce you all to Dr Alan Winter, who came / has come ‘over from the Atlanta office to spend a few days at our research centre Welcome to Berlin, Dr Winter. B Thank you very much, Wolfgang, It was / has been kind of you to invite me. A... And then Juventus scored / fas scored the winner. It was / has ‘been an incredible goal! Did you sce / Have you seen the Lazio game last night, Miss Sterling? B Yes, Idid / have. Wasn't it / Hasn't it been a great match? One of the best I ever saw / have ever seen. Rain stopped / has stopped play again yesterday, I see Sorry? the cricket. They cancelled / have cancelled the match. Oh, they didn’t / haven't! Well, we certainly didn’t see / haven't seen much cricket this summer m>o> A [think this is your first time in Finland, isn’t it Catherine? Or were you / have you been here before? B Actually, I came / have come here on holiday once, but that was / has been a long time ago. A. That's a terrible joke, Marty. B No, you see, he copied / has copied her test, sight? ‘A Marty, we heard / have heard the joke before. It’s ancient. OK, everybody, time to work. BL thought / have thought it was / has been funny. A What I do worry about is what's going on between our vice-president and our head of finance. B They're having an affair? A Didn’t you hear / Haven't you heard? | thought / have thought everybody knew / has known. B_ God, no! No one ever tells me anything, 10 Sill talk 44Phexis fink 1 2 What are they talking about? EB 10.2 Listen to different people chatting in an office. How quickly can you guess what they are talking about Five of the following topics are mentioned. [ sport news books music the economic situation films holidays weather clothes people Which words helped you guess? Talking about experiences 1 formor ontrevocebuay 2 of conversation see pago 101 4210 Small talk ‘Complete at least six of the following sentences with information which is true for you. Use the verbs and adjectives in the boxes below to help you, if necessary. You will need to change their grammatical form. be have do go see hear mest stay buy ] fabulous stupid marvellous ridiculous exciting wonderful silly great boring violent amazing hard disgusting strange nice lousy attractive delicious brilliant fascinating frightening dull usurious wild beautiful pathetic funny interesting terrible nasty relaxing stressful entertaining «— Te in some hotels, but the one I n in (where?) must be the Tye ever in, 2 The city I've ever to must be there (wren?) 3 Ive some people, but the guy/woman I in (ewbere?) must be the Tve ever 4 The job I've ever must be when Twas @ (wba?) for (who?) 1 that job for (how tong? 5 Ive to some partes, but the one I to in (wobere?) must be the _ I've ever _o. 6 The holiday I've ever was when I to (wbere?). 1 there for (how long? 7 ve some ‘meals, but the (what?) 1 in (wobere?) must be the Ive ever 8 The game of (what?) Tve ever was (what). The thing was (what, 9 Ive some films, but (wobat?), which 1 (eoben?), must be the Tve ever 40 the joke I've ever ‘was probably the one about (what?). Don't ask me to tell you itt Walk around the class and read out some of your experiences to different people. ‘ry to say a little more about each one. Ask questions to find out more about their experiencesAt a conference dinner Fluency Work with partner to practise small talk at a conference dinner. You are sitting next to each other at a conference dinner in a city you both know well, and have just sat through an incredibly long and boring opening speech. You have not been properly introduced. Speaker A ‘Speaker B Start the conversation: Pleased to mest you Im rare) that must be tho longast opaning epeoc ‘Continue the Conversation by asking sboul ane or more 5 jm me). bythe —> ofthe foto 2 way, do think wwe me what your parner thought of the con rence (tm? aut?) © aks your parr been to (any interesting on + the dimer you've just acton focal cses, wn) Speaker A ‘Speaker 8 Cantnue the conversation by asking about one oF Conti the conversion by taking about ene or more more ofthe flo o the flowing: + your pare’s company (ocaton, main acti > + thecty tachtecture, peante, prises, local economy) + your par 9 harshest 4+ the weathor typical forth tne of yer «Wace wiepatea sania kena exe + Stopping te best paces youve found o buy resents r Speaker A Speaker B tin sng about ene or more Break off the conversation: he folowing ‘Oh, wat minuto, took He the nex «+ sihiseeng fa paoe youve ste obng to bein Let's hope this ones beter than | + the night at, bar or ot yauve been to) —> melas. 40 Sinai talkDesk work @ ‘Speaker 1 a Emal is mmedate ‘and effcent. The -dowrside is tat you ere always avallable, b Youvaste alot of line emaiing people, ‘eapedially ifyou are ving in Engi 11 E-mail When you write a letter, you take some care over your words. Why is ti that when we send an e-mail we jutst wirte down anyoid nenselnee? and press send and thetn hoep for the best ’. Lucy Kellaway, Financial Times 1 Do you prefer e-mailing to picking up the phone? Do you set aside a particular time to check your e-mail” Discuss with a partner. 2 EB 11.1 Listen to four business people talking about their attitudes t e-mail. Do they mention any of the points you discussed in 1? 3 Listen again. Tick which statements best summarise what each speaker says. ‘Speaker 2 ‘Speaker 3 ‘Speaker 4 a Emalisgrest butit a_i people forget to Bryon does ther aaiys gets lost, complete the subject ‘own secrete work Unlike telephone line, it means the because the messages. email snt important. secretaries wore b Email is great but tthere’s no subject sacked, people are often slow line, you have to read © b_Everyone does their toreply to their the e-mal in case its own soctetil work messages. importer, because the secretaries lt 4 Work with a partner. Complete the texts below with the numbers in the box. 7 2% 1s 3 % 15-20 » ‘According to the Institute of Directors, the majority of According to a recent Internet survey, neatly —__ business people receive around __30 e-mails acay. —_of business people have sent an e-mail and then Asit takes about ‘minutos to read and reply to regretted it. Hastly written messages can easily sound (er ignore) each, that means hours’ work or 100 direct or even rude, and upsetting a colleague with Of the working day. ‘an angry e-mal (or fame’) can seriously demag> your ‘According to Ferras Research, the average executive professional relationship. spends hours a year Geaing with e-mail and According to the Society for Human Resource . this actually increases productivity by %. Management, roughiy ofemplyersiowkat — E Unfortunately, another thous are wasted ther employees’ e-mal, and over bone & deleting ‘spam’ (unwanted publicity material from they have a right to read virtually anything vrtten on the & ther inboxes. ‘company’s electronic communications system. i 4411 Email 5 Work with a partner. Decide how the information you just read could affect: + the way you manage your time + the content of your e-mails ‘+ who you give your e-mail address to your writing style 6 ‘The statistics in 4 contain several examples of approximation, Find words meaning: a approximately @ more than b almost © wypical © moste-mail style Writing e-mail 1 Do you use a different style for writing e-mails, compared to letters and faxes? Are there any ‘rules’ for writing e-mails? 2. Read this extract from the book The Bluffer’s Guide to the Internet. Is there any truth in it? scamentinacpire izes! erGcmmemm nna. LE | ‘ther rather than phone.the art of wring _simlar tag appended. SaaS ‘which was being undermined by the telephone Mary verbless sentences too. Seared ; isn longer dng thas been Kled off Short paragraphs eae aa ae alec i The reason les inthe usualy sketchy typing _ Strange word order often there is ao. iacuaae 3 icomeottati tncenseyccn i | ss as litle as passbe, emis are generaly upper ease with the sit key down, ie e brief Often they const merely ofthe WHICHYOU COULD SAY 'STHE 2 previously received message sent back with 2 EQUIVALENT OF SHOUTING. i guidelines 3 ‘There are no universally accepted rules for writing e-mail, but here are some ‘useful guidelines, Match each rule Gg) to the reason why ic is useful. Greate a subject line with impact. Prooftead the message before ‘Write short sentences. sending it Keep paragraphs shor. 9 Use headings, bullets and Don't always trust your spell check. numbering. Put your signature on the message. Iksaves people scrolling down to see if there's more text “These will guide the reader and make the message easier to grasp. | | te can’t tell the difference between your and you're, or theirs and there’t [1 teis more likely that someone will read your e-mail, 44 eacee 17 ‘There's less chance the reader will miss anything || It creates a more professional image if there are no silly errors. [LJ You don't need complex grammar or punctuation, People you know well may send you e-mails with certain grammar words missing. What three types of grammar word are missing in these examples? Hea great idea. Fm presenting ito she board today. +H speak to you later Now put the missing words back into the e-mail below. Hi Rosa — been in meotings all day, 60 just got your message plus attachment Sounds great ~ particularly lke your suggestion about discount rates. One or two points a bit unclear perhaps, but basically good stuff. Could add something about packaging. Nice job, anyway. ‘See you Friday. Leo5 emails generally contain fewer fixed expressions and are less Formal than business letters. Rewrite the following extracts from business letters as e-mails using the expressions in the boxes, Sorry about... Bad news: Got your message on. Ti. Good news: Are we still OK for .? Speak to you soon. from ... About Please Cheers. Could you do me a favour and ..? Shall 1 If you have any questions, let me know. Sorry, but I can’t make .. Following 1'm sending you .. 2s an attactment. “Thanks. See you Tam writing to confirm our appointment on May 3rd. My flight gets in about Iam. With regard to my presentation on the 4th, could you make the necessary arrangements? I enclose list of the equipment Ill need. ~ Tlook forward to meeting you next week. Charlotte De Vere eS Fallows y Further to our telephone conversation this morning, I'd be grateful if you could send me «full description of the problem and I'll pass it on to our technical department. ‘Thank you for taking the time to do this. If I can be of any further assistance, please do contact me again. Tlook forward to hearing from you. _e se6 Rearrange the information in the e-mail below and rewrite it to make it clearer. Give it paragraphs and a suitable subject line. “It clea ae Uwe rat | @P atatchoets| Piotr ~ HO oe esr oc on TT a Howr ate you doing? Got the joke you sent me ~ very funny/ve faxed you those statistics you wanted, by the way. Hope they come in useful for your presentation/Spoke to Cheryl in accounts the other day. She sends her regards /On the subject of accounts, ddd you send your quartets in? I dor't seem to have them Let me know how the presentation goes. And don't forget those figures. 7 Make the message below simpler and clearer by deleting as many unnecessary words 3 possible without changing the meaning. Tact anaing Wp BAC Sweden) et | P wsntcenet | J site» Eons — = 8 nc torre 9 mri cores a batches: ce Dear Mr Nordqvist, On behalf of myself and my colleague, Karen Sharpe, may I take this opportunity to thank you and your team once again for your kind hospitality during our brit stay in Malmé. Karen and | both felt thatthe two-hour meeting we had with you at your headquarters last week was, without doubt, a great success, and we very much look forward to discussing our ideas with you in much more deta than we were able to in that extremely short but highly productive meeting, | am sure you willbe pleased to know that | passed on your valuable comments to our Managing Director, Diane Lee, and she assures me that she will certainly be in contact with you over the next couple of weeks or so. In the meantime, let me just say that it was a very great pleasure meeting you, your managers and enthusiastic statf and exploring the possibilties of some kind of a joint venture between Us inthe not too distant future With my very best wishes, ‘Sam White, Senior Product Manager, Thermaflex (UK)‘rere onthe -cabuary of computers 20 page 103 [srammar tine {or mor on far ome ‘0 pape 102 Changing arrangements 1 Eill11.2 Sarah is organising a business trip to Japan for herself and her colleague Peter, She has left three voice mail messages for Koichi, her contact in Nagoya. Listen and answer the questions. Message 1 a When will Sarah and Peter arrive in Nagoya? _ b> Why are they going to be 2 days late? Message 2. a Why can’t Sarah and Peter stay at the Radisson? b_ What does Sarah ask Koichi to do? Message 3. a How long will the presentation be? b What software and hardware clo they need? » 2 Complete the extracts from the messages in 1. a Peter and I amtive in Nagoya on Monday bo That_2~ possible now, I'm afraid © $0, we et there by Wednesday @ Peter and 1 stay at the Radisson # a, ‘e-mail you about this yesterday. 1 we to keep the presentation itself quite short g ..we use PowerPoint . howe need a projector and screen 3 Which of the above 14 are predictions? |_| (1 2 refer to current plans or intentions? {| |_| (1 3 refer to past plans or intentions? LJ LJ LI 4 Wite the e-mail that Koichi might write in response to Sarah's messages. You've got mail ‘Work in groups of three or four to exchange e-mails. 11 Write a short e-mail message (no more than 60 words) to each member of your ‘group, starting with one of the introductory expressions on the left. Make sure the information in your e-mail is connected to your own job or experience. Include your e-mail address, that of the person you are e-mailing and a suitable subject line, 2 After five minutes place your message in the ‘inbox’ at the front of the class and take out any messages addressed t0 you, 3 Write a reply to each message you receive directly below the original message. avent any information you have to. 4 After another five minutes, put your replies back in the ‘inbox’ and fake out any addressed t0 you. 5 Repeat the above procedure until you have dealt with at least five different topics 6 In your group, compare the sequences of e-mails you have produce¢.12 Presenting Talk low, talk slow and don't say too much. John Wayne, Hollywood fim star 4 Think of successful talks you've been to in the past. What made them so successful? Complete the following list of elements that make a good presentation using the words in the boxes. humour talk —comtact_ appearance knowledge preparation language attitude voice visuals, To be a good presenter you need aa well-structured fan enthusiastic b thorough subject, g astrong © asmar and professional fh a creative use of da good sense of i expressive body fe good eye i careful Discussion 2 With a partner, discuss the elements in 1 and number them in order of importance. Use the phrases below in your discussion, ‘What you need most of all is so can make a real difference | Another important thing is Ithelps if ... but it's not essential | Tthink ... is pretty important 00 You don’t need ..., as long as 3 Add your own ideas to the list in 1.50. 12 Presenting Delivery 4) Read the text below. Is it good advice? Did you know ... that almost thirty million business presentations are given ‘every day? And yet, in surveys, most managers say they are more afmid of public speaking than anything else ~ even death! To overcome nerves, a lot of, presentation trainers advise you to ‘just be yourself. 2 KE 12: Listen to three people speaking. Concentrate on the way they sound. Are they having a conversation or giving a presentation? How do you know? Conversation Presentation Conversation Presentation 10 Oo au oO 20 u sO ad 30 U 6 0 a 2. Discuss with a partner. How is speaking to an audience ~ even a small one ~ different from speaking to a group of friends? ‘Think about the following * how clearly you speak * how quickly you speak ‘* how often you pause * how emphatic you are 4 El 122 Look at this famous toast to Albert Einstein by writer, George Bernard Shaw. The extract is unpunctuated. Mark (1) where you think the speaker paused. Then listen and check. at men are a mixed lot but there are orders of great ;men who are great men amongst all men but there who are great amongst great men and that's the ‘you have amongst you tonight I go back 2500 of them can I count in that period I can count them on hands Pythagoras Ptolemy Aristotle Copernicus Einstein and I still have two fingers left vacant my are you ready for the toast health and length of our contemporaries Einstein. S a Listen again and underline the stressed words. b Is there a connection between what we stress and where we pause? © What's the effect of pausing less often? more often? 6 Write a toast to your greatest contemporary but don’t mention his or her name until the end. Then present it to the class. Can anyone guess who it is? A team presentation 41 Look at the following information from First Direct. You are going to use this information to practise delivering a presentation. Mark the pauses ard stressed words. With a partner, first ‘present’ the information clearly and professionally ‘Then ‘present’ the information enthusiastically and dramatically. Which sounds better? par hae 24 "Co Me SE2 In the extract above find examples of a repetition grouping points in threes b thetorical questions d_pairs of contrasting points, 3 Match the items in 2 to why they are cffective: 4 you invite your audience to try to anticipate your answer C] 2 you create a satisfying sense of completeness [1] 3 you make sure your audience doesn't miss your main points L] 4 you emphasise what you're saying by using the power of opposites [1 Structuring a presentation 4. ‘The following expressions help you to give a clear structure 10 a presentation, Complete them using the correct preposition. 1 Tosa then, . 6 To give you an example 2 Yo move to my next point, what I mean, . 3 Togo to what I was saying, . 7 To digress 4 Totum now a different mater, a moment, . 5 To say a bit more that, 8 To sum then, 2 Which of the expressions above are used to ‘a return to an important point? [1] d_ begin the presentation? [] b repeat the main points? [] © expand a point’ |] L] talk about something unconnected? [] change the subject? (1) ‘ran GSH ALAN KS52 12 Prosenting Using visuals 4 You can draw attention to your visuals by using the phrases below, Complete them using the words in the box [aie see point hive show 1 ___ a look at this, 4 etme ___ you something 2 As you can - 5 To you the backgrounc to this. 3 Pd like to out 2 Which pars of the graph on the left do the following verbs refer to? rise T level off LJ fluctuate 1 peak L1 recover [7] bottom out L) fat A technical problem 1 El :2.s isten to a stock trading company manager describe how his team solved 2 problem with the company’s website. Part A 4 Underline the two things the manager does to open his presentation, ask a question / tell a joke / tell a story / quote some figures 2 What's the significance of the following facts and figures? 9 250,000 3 60,000 Part B 3. What three problems was the company having with its website? a ease c 4 Having improved the website, what are E-Stock’s two current objectives? a b Part C 5 Which graph on the left does the speaker refer to? |_| 6 What three things does the manager do to close his presentation? he sums up his talk © he refers people to his report b he quotes a well-known person dhe invites questions 2. Read the following sentences from the presentation in 1 ‘a When we first went online, we were getting over 250,000 hits a day. b the problem was not the service we were offering, but the website itself. © A fault we hadn't noticed in the programming caused 1,500 people to invest in a company that didn't even exist. 4 The next thing was Internet advenising, winn the customer confidence we'd lost.Presenting a solution Fluency Using the framework below, prepare a short presentation of a problem you solved at work. It can be any kind of problem, big or small. Complete the boxes on the right with brief notes. if you like, prepare simple visual aids based on the information you put in these boxes. Use the language on the left to help you structure your talk, but change it if you need to, A ten-point .... 1 ee Title (Ask a question) Have you ever ..? How would you 4.2 (Quote some surprising figures) Did you know ...? (Quote someone wal-krowr) (Name) once sald .. (Use a newspaper headline) Have a look at this. D . Spempeceeroer gue beppinie Background OK. (Tine) ago we were having aiffculies with 1 We couln't.. z ‘And we weren't 3 Ask a rhetorical question B Seiutat vas gxng wrong? ease ee Problem ‘Wall, the problem we ware facing was not. but Now, obviously, this was having an effect on .. as wellas and .. eee ee Effects 1 2 3 Aa other atoll question 6 Sieve dat mint potent ‘Wel, basicaly, there were three things we had to do, Our fist prioity was 10 ‘The next thing was to. ‘And, finally, we. a Describe the action you took Action 1 2 3 8 Ask a third rhetorical question The question is, ic it work? 9 Describe the results (perhaps a graph) eee Have look at this. Hee are the resus, i ‘AS you can see... | 10 cise ‘Summary OK. Im going to break off in a sacond and ake questions 1 Tosumup... Thank you 12 Presenting 53. we 13 Technological world In the world of high technology it's not wi We live in the ag Dei of technology. pelt Computers ant 3 irk arti l 48 Technological world 've got, I's when you've got it. ‘Technology - you either love it or hate it, Read the article on the left. Is the author a technophobe or a technophile? Which are you? Look at the following points of view. Complete them using the words in the box. mobile + do technology + programme screen + work fan + watch | gadgets + spend toy + preview nerd + write organiser + use a Don't talk to me about HT can't even _ the video, V'm never off my T couldn't __ without it. My Favourite is my digital camera, It's just great being able to what you print [bought an electronic _ the other day. It took me a week to work out how to it e Ima bit of [actually _ my own programs. {I've gota thing about Camcorders, Palmtops, anything small, quitky and mechanical that makes my life more fun. I a formne on them! g mabig ___ of DVD. It's the only way to films. fh Thate all this electronic stuff: tiny keys, tiny _. And half the time it doesn't properly Do you share any of the views above? Tell the class about one of your favourite or least favourite gadgets.Future developments 1 In a time of rapid change, is there any point in trying to predict the future or do you agree with Scott Adams? ‘There are many methods for Predicting the future. For example, you can read horoscopes, tea leaves, tarot cards or crystal balls. Collectively, these methods ara known as nutty, ‘methods. Or you can put well- researched facts into sophisticated computer models, more commonly referred to as a complete waste of time.’ Scott Adams, creator ofthe Dibrt cartoon What developments lo you expect t0 see over the next ten t0 twenty years in computers, communications, energy, medicine? Complete at least three of the following statements @ I think the biggest changes will be in b Tthink the most e ing developments will be in © think the predictions about will tum out to be exaggerated, [think the effecis of. will be [think the main thing we have to worry about is Read your sentences to the class. Be prepared to support your views. Look at the list of technological developments below. Discuss what you know about them, | Isnt this something to do with ..? ve heard about this —T think its | | Thaven't got a clue what... is. + video-on-demand + nuclear fusion + robotic stingeons + zero point energy + cloning + organic computers + automated habitat systems + virtual retinal display + smart clothing * ion propulsion * microchip implants + genetic profiling * genome project + voice recognition © bio-electric limb regeneration nanotechnology + cryogenies + chi kung machine human-computer interface Ei +0.+ Listen to people discussing eight of the technological developments in 4. Number the topics in the order they mention them. Listen again. Write questions about anything you don't understand. Ask other people in the class if they can explain, 19 Technological word 55Mee ~ 14 Being heard Why is there no conflict at this meeting? Something's wrong where there's, No conflict. Michael Eisner head of Disney 1 Work with a partner. Complete and discuss the statements below. make find waste discuss. exchange criticise chat ‘Meetings are @ an ideal opportunity 10 ____points of view. b the best place to__ key decisions. © a safe environment in which to ___ important issues. da rare chance to with people from other departments, © the only way t0 ‘out what's really going on. fan open invitation t0 each other 9 the perfect excuse to _an entire morning! Which is closest to the kind of meetings you have? 2 KEll14.11isen to ten business people from diferent countries complaining about meetings. Match each extract with the comect topic below a there's no fixed agenda |) f the follow-up is never clear 1] b meetings are boring [7] 9 the venues are inappropriate [] © preparation is lacking |_| h__ meetings go on too long | d_ only the boss's opinions count |] i no decisions are made |) @ itsall about status L! J intemuption is a problem [1] 3 Read the statements in 1 again. Do you agree or disagree with them? Fi 56 14 Being heerd4 Are you assertive in meetings? What if the meeting is held in English? HEREIGRI 5 Complete the questionnaire using the words below. Then discuss each point. tor moron te 7 vocabulary f medings things conversation silences. room — rubbish conflict se pag 107 people ume ‘@ You shouicn't interrupt 100 much — it just creates __ oy agree d&agree bb If someone's taking Tm afraid you just have to stop them. agree disagree © You should always try to avoid embarassing in meatings agree disagree 4 You must always think betore you speak — take your ; agree disagree You can't expect everybody to 202 your way al he tim. agree disagree fYournustnt et other push you around. ages disagree 19 You con't have to wait unl the stops before you speek, ages disagree fh If people reuse to listen, you can just walk out of the __ agree _ disagree For comments on your answers see page 125. [Grama Fach sentence in 5 contains a modal verb. Match each modal verb to its meaning for more on modal verbs: bel — see page 106 1 it's a good idea LI 4 it’s not necessary 2 ivsabad idea L) 8 its acceptable | 3° it’s necessary L] M1 6 its not acceptable L) L) Cultural differences 1 In Riding the Waves of Culture, communications expert Fons Trompenaars shows how different cultures have different discussion styles, The diagram below illustrates his results. The lines represent the two speakers and the spaces represent the silences, When lines and spaces overlap, this shows that people are speaking at the same time. cute wake Z Long slences at i ——> — No interruption eae ae Samal = ae Shon siences a is Se —— > _ Some interruption cutwes SS aa ee — > —— a ‘Constant interruption 2 Work with a partner. On the diagram above, where would you typically place Asians? Middle Fasteners? g Africans? b Norther Furopeans? @ North American’ fh Australastans? © Southern Europeans? f Latin American?’ your own nationality? 14 Being hoard 57Fluency Sn Goku: Dont ak 2 me ‘when Intent! 5B 14 Boing heard 3 EB ia2 Listen to exacts from three business mectings. Which of the cultural types are you listening 0? a Extract 1 Extract 2 Extract 3 Interruption strategies 4 What do you think is the most effective way to do the following? Circle your answers. Interrupt in meetings Prevent interruption I raise my hand, 1 gesture that I haven't finished. I cough. 1 raise my VOICE! I say Err avoid eye contact with the other person. say the speaker’s name, _I just keep talking! 1 just start speaking! 1 glare at the person interrupting, 2 Rearrange the words to make complete expressions. They were all in the conversations you just listened to. 4 just minute me let finish no me out hear on hang second a ‘again to sorry interrupt ‘could if finish 1 just here can just 1 in come? just I something say can? ‘what | finish could just saying was 1 xaer*eaoce 3 Label the expressions in 2 ‘interrupting’ or ‘preventing interruption’, Which two can be both? Hang on a minute! 4 Work in groups. Read the text Fas! talking on page 59 to check you understand it. Then take tums to try to read the text aloud to the group in under a minut. ‘Your partners will interrupt you as often as they can to stop you reaching the end of the text, Notes for reading After each interruption, use a preventing interruption expression and read on, Don't answer any questions, See how far through the text you can get. Good Iuck! Notes for interrupting You may find it casier if you begin each interruption with Errrrm .... To be even more effective, use the reader's name as well: Errrrm, Maria, Gan 1 just come in bere? “This isa test of your assertiveness and determination. Remember the fanous ‘words of film mogul, Sam Goldwyn: Dom? talk 10 me when I'm interrapling!Fa. SimiGh I Rin 2 Interruptometer ‘The most important thing in communication i to hear what n' being si That at See eee less isthe opinion of management guru, Peter Drucker But for most of us hearing ‘what fs being sid 's quite dificult enough! Part of the problem is that languages are eee tated Spoken at very ferent speeds. Poesia, fr example, some ofthe worlds c slowest speakers converse ata leisurely 100 sylables a minute. The English too take ‘their time at 150 to 200. Germans on the other hand, can often manage a swift 250. Bat it's the French and Spanish who are the rue Olympic champions, racing along 350 slables a minute they were ving they would be stopped for speeding! Surprisingly the Jepanese speak at an ‘almost Spanish 300 syabies a minute. But that oesn' take account of the lrg periods ef sence they are ako famous for Some of ‘these can lst nearly a minute themselves, for in Japan silence is just another form of. communication. That's why you should never interrupt it Crater En business in Latin America. ope) 2 ‘Try the activity again, this time without the time limit. The people interrupting should not only interrupt, but also ask questions. The reader should try to deal ‘with each question before moving on. Meeting across culture 1 Work in three groups. Choose one of the following three case studies about a British salesman's experience in one of three different countries. Read the text, and do the vocabulary exercises in your group. Then look at question 2. CASSSUU Yl ccrcmtrcaecmit | eesti oe Biitish salesman and his bettr-dressod Brazilian clent watt outside the ccolocations from the tex. ‘legant restaurant in wich they've hardly talked businoss all night. Their car talk adecior: 's driven right up to the door. This is @ good part of town, but you don't want Sree" em } 5 tobe waking to the parking lat in a smart suit and expensive watch. The ora fasties ' [Brazilan suggests a nightclub, but tomorrow's meeting s scheduled for Sam, ae ‘amectng {and maybe the salosman's aleady had one ‘capiinha too many. 8 9.35 the folowing morning the meeting's about to begin. The salesman | Find the words or phrases is introduced to everyone round the table in urn. A large number of them iatich tnean? vs_seem tobe relate The conversation ranges fom foobal fo farios orate | ery a problems and back to footbal. The atmospheres relaxed, but the salesman's ie bare stared his techrcal presentation before someone cuts in. Soon ‘everybody's joring inthe ciscussion wth waty eceatva ideas of ther own this is @ negotaion, is hard to ee how the Brastans are working asa team, 1» The salesman is surprised to find his hosts so enthusiastic about his 3 Product. Did he realy wn them over tha eeslyor wil thee be prcbiems | continue for too ong (para 3) later on? The mosing has overun. He dacies to press them fora decison. ‘Al eyes tum tothe boss. ‘We noed't wory about the contractual detals at this stage,’ says the senior Braziian manager, smiling, his hand on the esa taneeen 2» Bftn’s should. im sue we can work something ou, Let's rink about \ the tuo” persuade (para 8) ‘ “a Baan rk mcs fom sir cane sean ena Ie, ane sur 14 Being heard 59OAS SUIGDY: 2 ruta santo cares yt lands monies windows of a Franifurt office block. The British salesman's appointment was Iookootlichs Fam ele. ‘xed for 9.30. At 9.29 he's shaking the hand of his prospective cient end - ent seperate sp crates fe Gararcc.Taea ee ee cae eters ea gt ear Ny gs fy) Ee machine coffee in styrofoam cups and it's straight to business. ane Saat “The salesman starts to setup his PowerPoint presentation, but theres @ problem loading the isc and he ends up borewing the Garman’stop-othe- | Find the words or phrases range Fujtsu. He tries to make a joke of the problem ~ rather unsuccessfully. which mean: 10 When he finaly gts going, objections seem to be raised to nearly everything ‘get something ready (oera 2) intis proposal. ‘Are you sure this is a more efficiant system?" ‘Do you have figures to back that up?" ‘Ah, we tried that before and it dich't work.” ‘Suty minutes have been allocated tothe meeting. An electronic alarm on start (para 2) the German's watch marks the hour Two minutes later theres @ cl frm 15 reception to say the salesman’ tax has just arved. He is aocompariod to te ft staggering under the weight of six tochrical manuals, a 200-page ‘suppor a fact (para 2} Piiniout of production quotas and a promotion video. ‘Over the next eighteen months the Germans have an endless supply of ‘questions. Dozens of eas ae exchanged and diagrams faxed beiore any 2 agreement is reached, After the deal goes through, the salesman is surprised tobe ined to cinner atthe Geman managers family hore. But he never ‘gets to meet ‘the big boss’. GaSe Stuchy S srstiinevek iaiae |" Wachtentovig tte be completed (para 4) ‘carpets and the soft hum of ai" conditioning. A British salesman sits a ite ‘collocations trom the text. ‘uncomfortably in the office of a Sauci manager. An hour passes in litle more stickts — the'conversation than smal tak - recant news, horse-racing, the Royal Famiy. The salesman hold up concessions '5 casually compliments his host on his taste in art and, after several futle iecokebsa tania attempts to reuse, ends up accepting a valuable-looking vase as a git. rae earat \Whon the meoing finaly gets underway tere are almost constant intemuptions and itis ificut to sick to any kind of agenda. Peonlecritinto | + Find the words or phrases ‘the offce unannounced, tak loudly end excitedly and leave. Soveraleubjeots which mean: 10 seem tobe under discussion at once Its sometimes dfcut o be heard above the noise. The salesman smiles uncertainly as he accepts a third cup sat Pas of hot sweet to. Five days later @ second meeting isin progress. This time the questions be happening (ara 3) ‘are more direct. A serior Arab managar is present on tis ocasion, but say 15. very itl The aral of yet another visitor holds up the conversation by a further 40 minutes. The salesmen tries hard to hide his frustration. “argument about @ price Meeting tree. Terms are negotiated ina ively hagging session. The (eer 4) salesman finds the Saudis mor easiy persuaded by rhetoric than had acts. They clary want to do business. The queston is wheter they want to do sigan Reh th 22 business with him. Thar itl demands seem urveistic, but slow they begin to make concessions. As the abs say, When God mad tim, he made plenty ot” = 2. Form new groups with people who read different case studies. Discuss the different attitudes to: relationship-building time hierarchy power interruption delegation technical matters In which of the three countries would you feel most at home?oven QD 15 Snail mail ‘Writing without thinking is like shooting without aiming. Armole Giesow 1 According to management guru Henry Mintzberg, even in the age of the electronic office most of us still spend a third of our time tied to our desk — doing routine paperwork. What kind of documents cross your desk in a typical day? Write the document types below. Different managers are talking about the paperwork they have to do, Complete what they say below by writing in the documents they are referring (o: Forms copies memos letters invoices report figures mail postit contracts receipts questionnaires record diagrams trade journals a ‘The firs thing I do when I get into the office is get myself a coffee and ‘check the morning b Whenever I havi important to write, T usually draft them several times before finally sending them. © One thing I can’t stand is filling in ~ they never give you ‘enough space to write your answers! dQ Luy to read as many is possible — just 10 keep up with ‘what's going on, @ I work in the legal department, so that means a Jot of drafting and drawing, up of ¥ Lwork for a design firm, so T often find myself faxing of plans and @ Thave to keep a of all my expenses, so 1 always ask for = ~Thave a pile by the end of the month! hh Tuy to settle as quickly as possible, but 1 query them immediately if the ___ don’t add up. i Tused to circulate to other people in the department, but these days I just e-mail them on the Intranet or stick a on their desk, J In my job I have to construct market research . which vsually means putting together some kind of afterwards 416 Snail mall 6162. 15 Snail mail 3 Read the first two paragraphs of the article below. What's Oticon's solution to, the paperwork problem? 4 Read the article again and think about the questions on the right. Then discuss them with a partner, This organization is _ disorganization ticon headquerters is an anti-paper 4. Do you wish you could anti-ofice with mobile workstations (get away from your ‘and networked computers. There are desk more? plenty of workstations, but no one is 5 sitting at ham. People are always on the move. One reason employees are free to move ‘around is that they don't have to drag lots of Paper with them, Every moming, peopie visit the company’s 2 Be honest. Howmuch 10 second-fior ‘paper room’ to sort through (of your own paperwork incoming mai. They may keep a few is basicaly just mbbish? magazines end reports to work with for the day, but they run everything else through an ‘electronic scanner and throw the originals into 18 a shredder that empties into recycling bins on. the ground floor, I's hard to imagine a more cisorganized 3 Doyou ke ‘organization than Oticon. But, over the years, ‘multi-tasking or do you Lars Kolnd and his Danish coleagues have prefer to work on one 20. built a business co successful that they have thing at a timo? ‘captured the imagination of business Innovators around the word, At Oticon, teams form, disband and form again as the work requires. The company has a hundred or so 25 projects at any one time, and most people ‘work on several projects at once. “The most important communication is 4 Do you agree tht face face-to-face communication,’ says Torben te-face commurication Peterson, who led the development of ticon's is the most effective? 30 new information systems. ‘When people move Do you think thet cross- around and sit next to diferent people, they functional teams work? learn something about what others are doing, says Poul Erik Lyregaard, Oticon’s R&D leader. “They also learn to respect what those people 5 do. Thay’re not just “thase bloody foals in marketing” Kolind sums it up: ‘To keep 2 company alive, 5 Can you sum up the ‘one of the jobs of top management is to keep antco ina sentence? it disorganized, 5 Oticon’s approach to office organisation is sometimes called ‘hor-desking’. Would this system make your life easier or more complicated? ucnoouccne ao axes, Leauen ey ow syBibesis ting formoreon prpsitons 00 page 108 Is a letter necessary? 1 Do you ever get business eiters — or is it all e-mails these days? Do you think people take more notice of a formal letter than an e-mail? Put the following advice in the right order. Is it good advice? Before you write your next business letter, (71 up on discussions for confirmation purposes. CO mmust ask: isa eter necessary? There are many [| failed, They are necessary when it is (Cl setond of soniething:- they areicnensesary vo feller (0 call may be the beter ( there is an important question you [7] solution. Letters are necessary Neen song ha sano eauore bn UU occasions when a face-to-face LU when face-to-face discussions have LI meeting or a telephone C important to have a permanent What would you do first in situations 1-12 below? + write a lewer + speak to the person face to face + senda fax make a phone call + send an e-mail + arrange a meeting Complete and discuss each point. Use one of the prepositions from the box. up to about of off on onwith_—with for for for 2) complain the service at a hotel you stayed in. your boss. 9 thank someone you stayed with their hospitality. 10 ask a signature on a contract. 11 send job application and GV. 42 share a joke you found on the Internet a friend. 15 Snail mall 63Fluency 6416 Shall mail in a rush 1 Read the business letter below. ‘The person who wrote it was in a rush to finish it and made a lot of mistakes. Work with a partner. There are 17 mistakes in all. “Try to comect them. XENON Communications IN TOUCH WITH TECHNOLOGY 22s February Re Enquiry about the DigiCom System My dear Ms Ramalho, uhank you for your letter from Feb 9 and for your interest in the new Xenca digital comunication system, Tam such sory you were disabled to attend our presentation in $do Paulo last, month, but [am delighted to tell you we are planning another one in Brasilia ‘on April 30, In the meantime, Ienel copy of our last catalogue and currant prize lis. I you have any questions o¢ would like futher informations concerning cur ‘company and its products, please don't hesitate but contact me again Took forwards 1 hearing from you Yours fatefully. Rudolf Kinski pp Brian Green XENON commumletion Unit 45 Pinewood Indus Park Oxford OX7 T42 tet (44) (0)1865 356 777. eel enon-ommuniationsGvigin.net_ website ww zen cok 2 Ellis. The person who wrote the letter asked a colleague with better English to check it for him. Listen to eight extracts from their conversation. Do they make the same corrections you did? Could I see you a moment? Work with a partner to practise checking each other's business letters. Beth speakers see pages 120 and 121Bcrammar tink sor mor on mse) erosions 99 page 108 What’s missing? 1 Replace the missing words in the following sentences from business letters. In sentences 1-7 one word is missing. In 8-14 two words are missing. ‘The first one thas been done for you as an example. with 1 How are things you? 2 apologise not replying sooner. 3 Further our telephone conversation yesterday, 4 See you the weekend. Best wishes, Jim. 5 I thought I'd send you a copy this article. 6 Sony I wasn't there meet you when you called 7 Sincerely, Brian Green 8 Thank you your letter May 6. 9 Get back to me soon you can. 40 I look forward hearing you. 44. With reference your fax June 3, 42 Lam writing regard your recent advertisement 48 Til be touch the next couple of weeks or 50. 44 can be any further assistance, do contact me again. Now write the numbers of the sentences in the box below according to whether they usually come at the beginning or end of a business letter and whether they are formal or informal Beginning EndFluency 6618 Shall mail Crossed in the post Work in groups to practise sending and receiving letters of complaint and apology. Every ten minutes you will have to ‘mail’ the letter you have written to another ‘group and reply to the one you receive. Use the phrases and expressions below as the basis for your letters, but add extra points if you like. 1 Preparation In your group invent a defective piece of equipment you recently purchased ~ it can be anything you like. Product, Problem: When you are ready, write to the manufacturer and complain 2. Aletter of complaint ‘writing / complain about ... / recently purchased / seem (0 be having problems with ... / expensive item / ‘well within guarantee / repair or replace / look forward / hearing / you soon Mail your letter and reply to the one you receive. 3 A standard response thank you for your Jeter of .. / surprised to hear / having problems with ... / always try to ensure / highest quality / our products / probably just .. / may we suggest you ..2 / if / further difficulties / please contact / again or try / customer helpline on freephone 0800 505 Mail your leter and reply to the one you receive 4 Asstronger complaint again writing / complain about .../ found your response / previous letter / quite unsatisfactory / clearly a defect requiring urgent attention / customer helpline / permanently engaged / afraid / must insist / immediate action / otherwise / no alternative / ask for full refund of purchase price Mail your letter and reply to the one you receive. 5 Fither A letter of apology ‘writing / regard / your leer of ... / very sorry to hear / siill having problems with ... / please accept / sincere apologies / immediately send an engineer / sort out / problem / in addition / happy to offer 20% refund or free upgrade Or A dismissive response regard / your letter of ... /T can only say / never had complaints before / problem you describe simply cannot happen / not our policy / offer refunds / if / return / item / us / happy to check / but / afraid this / have to be / your expense ‘Mail your letter. f necessary, phone the other group to confirm, alter or complain about the arrangements.a} 16 Solving problems Problem solving is finding ways of getting from where we are to where we want ‘to be. Alan Barker How to Hold Better Meotings 4 How good are you at problem-solving? Where and when do you get your best ideas? Complete the following phrases and tick those that are true for you. ‘meetings work desk drinks night shower holiday daydreaming course morning bok bath court__— music first thing in the listening to b_ inthe middle of the i onthe golf travelling to and from J on the tennis don after a few e amy 1 relaxing with a good fying in a nice hot m_in problem-solving 9 while I'm taking a while Tm ! 2 Compare the phrases you ticked in 1 with a parner. 1 The owner ofa 3 sg 2 There sa Japanese expression: None of ut ie as evan restaurant in i smart as al of us, Following this idea, one American San Francico faced 3 Todays questioh — company regularly posts questions on a bulletin ierern She wanted Inwhatwaye bg hoard and invites ts staf to brainstonm suggestions fp adie be ‘or small, could this Read the bulletin board on the left. ‘couldnt afford ta pay | for space ithe oc |. ee ‘Work with a partnet Think of as many ways as Le oe | possible your company could save money. Then eae compare your ideas with the rest ofthe group. anos 4 El 16.1 Listen to the first idea the company awarded 2. The manager of a $100 bonus to. bankin the UK had become alarmed at 5 Now read the problems on the right that three real the eumber of stolen companies faced. Try to solve them with a partner, cheques being cash. Signatures were simply 6 Ete Listen and compare cach company’s solution | too easy forge ‘with yours. What do you think of the real solutions? Something had to be sone ‘A-company that makes industria cleaners and sells them by direct mai ad an obvious problem — boring product, boring, ‘market The question was how could they. get rite - 46 Solving problems 67 iat - Tiaedanela to shift production to somewhere f sell t off at a discount like South-East As 9 raising prices b to sell it direct online h we involved the police delay the new product launch 1 bought the company out offered it on a sale or return basis j just manufacture our own encrypting our most confidential components information What's the problem? What's our objective? What action can we take? 11 We can't get retail outlets toto get access to the customer What if we 2 stock our new product. Another option would be 2 Oursole supplier is about to to get the supplies we need Supposing we 2 90 bankrupt! Alternatively, we could 3 ising labour costs are to maintain our prof margins How about 2 reducing profits. The answer coud be 4 Old unsold stock is staring _to-create space for new product Why dont we to pile up in the warehouses. Couldn't we just 2 5 Someone inthe company is to protect our competitive What about passing on information tothe advantage Maybe i's time ‘competion! & Gl veistiveni worextmcss fenthe meetings aboveand deck youraanvers 3 Listen again and answer the following questions: Extract 1 Which of the two suggestions is better received? Extract 2 What will happen if a solution isn't Foune? Extract 3 Why isn'ta price inerease an option? Extract 4 How is produet development affecting the stock situation? Extract 5 What do you think the last speaker means when he says ‘Pethaps we ‘can even turn the situation to our advantage? 4 For each problem, add one more suggestion of your own. ‘Compare with the other members of your group. Have you ever experienced similar problems yourself? Collocations 5 Go back and undestine the five most useful collocations Weaeiink: in 1 (ex. retail cute, stock formore onthe product, labour costs). What ocabuny of poorie ans prodbets 00 pogo 110 Suggestions 1 Problem-solving meetings should start with clear objectives and end with clear actions. Look at the problems and objectives in the box. Complete the suggestions in column 3 using the phrases below, are the equivalent expressions in your own language? 68 16 Solving problems© Complete the sentences. They were all in the extracts you just listened to. ‘d discounted + wouldn't have “d been + wouldn't be wouldn't have +'d priced would have + “d thought "d known + could have 1 We this problem if we the product more sensibly in the first place. 2 Ifwe this was going to happen, we had our ‘own production plant up and running by now. 3 Ifwe able to get the unions to accept a lower pay offer, John, we considering outsourcing to Asia. IFwe it sooner, we had to be so generous. I a I called the police in already if I it would do Feared any good. Seo Which of the sentences above refer page 110 @ to the past and presen?) [11] b only tothe past? || |_| Problem-solving techniques 1_-Do you have a special procedure for dealing with more complex problems? Complete the checktist below using the verbs in the boxes: 1-4 ow dee Adee baa 5-12 invite assign break explore draw up restate eliminate criticise ‘Step One: the basic problem (1) the problem down into parts (5) _—________ the problem as a challenge (6) ‘ideas (2) ‘everyone to speak (7) nothing at this stage (8) Step Three: your ideas so far (3) the possibilities of each idea (9) _——— impractical suggestions (10) ‘Step Four: ‘the best solution (4) ‘an action plan (11) different tasks to different people (12) 2 The following sentences were used in a problem-solving meeting. Decide at which step in 1 each sentence was used, 8 Now, what we need are as many ideas as GOK, lets sce what we've got so far. sons hI think we'll have to reject this idea for b How could we make this idea work? ee (On balance, [think we should go with this Now, Lew ab qe ciptemnent ar idea. J OK, that's a nice idea, kk Joanne, can T leave the details to you? I T think there are three matin aspects to the problem. Let's think about what we ean do, instead of what we can't @ Td like to hear what you all have to say. f OK, basically, the problem is this, 16 Solving problems 69Everyday problems Giving advice 1 Work in groups. What sort of everyday problems do you face at work? Write down on separate slips of paper two ot three of the toughest problems you have to deal with, Be specific. 2. Swap papers with another group. Read out the problems one by one and discuss with your group how they could be solved, Write down any suggestions on the back of the papers. 3. Return the papers to their original owners. Was any of the advice useful? Creativity 41 How important is creativity in problem-solving? Work in groups. Each group reads a different piece of advice on how to solve problems creatively. eS a et ee ea ed Ie re ee Se ak Agee ae os clients include Pepsi Co, ICI and ier ne try Dee Pete ee Cas Rec) Tee Ponies ed een ns ed en Funky Business, Jonas Dea cg ea) ee cet Poe ernn ry oo ed Cc) Parca} eee ey Eee eg ee ey eee ac ee rage five-year-old laugh? eee eee SE ee ae gots See ee ee ue Cr y ar ee ee ee renee St s Sear er Pena ees all over the like home, complete with armchairs, kite eect 2 Form groups with people who read different texts. Give each other a summary of what you read, Which is the best advice? Do you know of other companies ‘which successfully use these methods? 1016 Solving problemsCase studies Fluency 1 Work in groups. Choose a chairperson. Using the procedure on page 69, hold a meeting to solve the problem in either Case study 1 or Case study 2 below. ‘© Read paragraph one, What else do you know about this business? ‘+ Read paragraph two, What's your immediate response to the problen? ‘+ Read paragraph three. It should give you some extra ideas on how to solve the problem. ‘+ Conduct a problem-solving meeting with your group. ‘© Summarise the problem and your solutions for the other group or groups. Find out if they agree with you. 2 Kili16.+ Listen to the cassette to find out what the companies actually did. Were ‘your suggestions similar? Is there anything in the case studies which is relevant to your own line of business? Case study 1 Case study 2 ‘A quality problem An image problem at at Harley-Davidson Hennessy Cognac The company The company Herey-Davidson is more than 5 just a motoreycle company. It a legend. The fms Wwebste says all "t's one thing for customers to buy your product, I's another for them to tattoo your name (on their boos.’ Fatured in cult moves ike Easy Alder 10 and brendstretched to include everything from cowboy hats to deodorant, the Harley isan American icon to stand alongside Coke, Levis and Marlboro. The challenge But in the mid 80s the company \was in big trouble. Faced with strong competition from +5. Japan and unable to keep costs down without afecting ‘quality, Harley was steady losing merket share to copyeat models manufactured by Honda, Yamaha and Kewwasaki. Thanks to justr-time production methods and a simpler managerrent struct, it seemed that 20 everyting the Americans could do the Japanese could do better and more cheaply. A flood of Jepanese Imports was even starting to wor the Reagan ‘acrinistration in Washington. New Harley-Davidson (CEO Richard Teerink had to come up with 8 rescue 25 plan and fest 25 Nobody i, These days there's so much marketing hype The opportunity One thing Tesink knew vas ‘ts rmpossibe to take it alin t's estimated that we al that the average age of the Hay dor wes increasing. 00 arcund 3,000 advertising messages every day from twas no loger a young blue-colar worker's ke. High _bllboards to shits, bumper stickers to weboece ‘ices had seen to that. Now midcle-aged bankers, banners, and the ret esut i thet ve take no nota at {© accountants and lavyors wanted to swap thelr {0 al, Parity in sophisticated luury goods markets, business suts for bker leathers at the weekend and go straight advertising ust doesnt work anymore, What in search of freedom, These people weren'n a hay oes seam to works peer pressure - seeing what our to take dotvery of ther kes, as long 2s it was worth ‘ends and coleagues ae doing and doing the same the wat, and 75% of them made repeat purchases. Busy people, especialy, don't ke thelr ves being 6 They acired the super engnearng ofthe Japanese inerupte by stupid commercials. But that doesnt bikes, but they realy didn’t want to buy Japanese — ‘they just needed a good reason not to, 0 6 2 Hennessy Cognac hes @ long and Colourful history going back to 1785 viben kishman and war hero, Fichard Hennessy, left the army and started the ‘company in France. Today itis one of the premium ‘brands owned by food and drinks ojant, Diageo, whose Cother famous names include Guinness, Gordon's gn, ‘Dom Perignon champagne and Johnnie Walker's whisky. The challenge 8ut in America in the mic 905, Hennessy had a serious image probiem. Perhaps because ois great traction, Hennessy was regarded as an ater-cnner drink for clé men, bores, snobs ~ ‘everything the young ambitious American professional deftly did not want to become. Compared with the ever-popular gin and tonic and other more exotic Cocktls, sles of Hennessy looked postvely horzontal Conventional advertising and point-of-sale prornotions seemed to have ite effect. The marketng team at Diageo needed to devise a try orginal campaign they were going to reverse a slow decline in sales. The opportunity You're not paying atontion. ‘megan they can't be persuaded, as Diageo ciscovered. 18 Solving problems 71worm @B) 17 Global village ‘Amar’s feet must be planted in his country, but his eyes should survey the world. George Santayans, phlesopher and writer 4 Read the list below. What point are they all making about national cultures? Did you know that ... * there are more Manchester United football supporters in China than there are in Manchester? + France's biggest tourist atraction is not the Fiffel Tower, but Disneyland? + Romania's biggest tourist attraction is not Dracula's castle, but a replica of the ranch in the TV series, Dallas ‘+ in Britain more people work in Indian restaurants than in steel, mining and shipbuilding combined? + the theme song for Iragi leader Saddam Hussein’s 54th birthday party was Frank Sinatra's My Way? Is this what we mean by globalisation? Discussion 2 Discuss the following two opinions with a partner. Which one is closer to your ‘own point of view? @ As business and the media globalise, and we all eat the same foe, wear the same clothes and watch the same films, we are all in danger of becoming the same as everyone else.” b Globalisation is just about selling products and services to a connected world market. It’s not about culture. A Chinaman is no less Chinese because he wears Nikes and eats KFC. 3 Work in groups of four. Fach group reads a different article on page 73. Choose the best title for your anicle by combining one word from a and b in the box. a New Global Divided Forgotten Borderless Equal Emerging Culture Youth Media b World Billions Culture Capitalism Reaction Opportunities Shock Myth Power Bast 72. 17 Global vilags2 Article | ‘Aacorg 0 Chav tran Surin. director ofthe CCajorg Linthonhul Fondation a private thiktank in Bangla No medem economy ean ay lange be ested tos countrys borer Theve dys capital goods and Inoue move fey aro borers Daring te st fry years ternal ace has nereaed by 1500% a8 aie have fle rom 50% es than 55 That why companies lke Boon do twosirds of ther snes cui the US ard components fr the new Ford cor come Fam ffeen deer cour. ‘The biggest effect of globalisation has been in the East. “The end of he Cold Wr andthe decison to speedup rravkt efor reed nA new growth aes: the righand of southwest Gina, Myanmar aos Talind and Vira Arce ofthe Cine constton has even tnenreaiten. now reads Prnae bsneses are an important prt ofthe countrys oc market economy. Aad in Russia sore companies ty they no longer ire Westerners bee he den thik theyre Captast cnenght Article 2___ Sever eis ago at he fst ant gobalaton protest Seat, 80.000 sides enous succeded in sing dove a meting of the World rade Oraniaton Since then iar pote have been el in Washington London, Genoa, Prague, Melboure and eewhere Tharks to dot med coverage he protesters hve been reali success nfrming pubic opinion. They sy soba companies rest nr competion recice onsimer che and estoy rational cate. But Part Ghemaat ofthe Harare Busnes: School says the opporte: gebatton oper up rrkts ane cultures to everyone. a ry bal market even the smalestcomperes cin compete nan interiw with Tire irapisne, Sao Zn ofthe te or Socal Ses n Ljubi Slovenia points ut ti the Die counties like France and Germany who have mare ter rn bali han salen cre ke Slower On ofthe benef of gobakaton Zee cine ht power rations acualy lore pve to the weal ones. 4 Form new groups with people who read different anticles. Explain your choice of ttle. 5 Complete the following with your ideas about the article you read, Read your statements out 10 your group and take questions if necessary. 1 basically agree with the point about I can’t believe the point about point about 0 is 10 Article 3 ‘Almost every major company now Bes to call isi global But globalsation isa lie-The fat is that less than 2% of ‘executives ever work abroad. Both Microsoft and Intel do 70% of their business in the United States 38 milion people may eat at McDonak’s every day but asthe ‘company itself points eut thats only about haifa per cent ‘of the worlds population. Nine out often PCs may run on "MS-DOS, but only ane per cent ofthe world owns a computer 60-70% have never even made a phone call More shocking stil, 8055 of the world Ives in sub- standard housing, 70% is unable to read and 50% suflers from malnutrition. you have a litle money in the bark, cash in your wallet and a bit of spare change in a dish somewhere, you are already among the top 8% of the ‘worlds people. Even in industrialised countries tke the ‘Cench Republic and Brazil there is a big diference between the ‘globalised rich and the local poor Looked at in proper perspective, the global village isa very small one. Article 4 ‘The global vilage isa product ofthe media, CNN Werld Report has 130 reporters covering 200 ferent counties ‘the American Way, According to Asio Week the head of [News Corporation Rupert Murdoch the fourth most powerful man in Asia Murdoch owns eight international newspapers and mary of the worlds biggest fm. television and Imemet companies The Weshington Pot called him the _Botal viages commasications minister Satelite do not respect rational borders. MTV has one where the CIA never could ~ nto 400 milion homes otal ts infuence on young consumers i huge. 200000 Russian youths gathered in Moscow/s Ree Square to listen to bands sporsored by The GAP Frcsson and Shiseido, ‘One foureek sles promotion on the msc chanel resulted in an amazing 30% rise in sales for Levis MTV's Bill Roedy says-Were always trying to fight the stereotype that MTV is importing American cure! At the same time, he ads‘ We wart MTV in every home: Posh president, ‘Aleksandr Kwasriewsh sums it up:‘We have to reali that MTV is more powertl than NATO: totally disagree with the © Prepare to talk for a minute or two to the class about how globalisation has affected or may affect the company you work for. in far, ... Up till now, In the future, Over the last few years, .. Looking ahead, Over the next few years, 17 Global vilage 73on GS 18 Eating out Conversation is the enemy of good wine and food. Aled hitchcock, fm director Discussion 1 Work with a partner and discuss the following questions. a Is lunch an important meal for you? b Do you ever have business lunches? © Which of the following are you most visiting your country? Trhought you might like to iry some of our local cuisine. Tthought we could just grab a quick pizza or sometbing. T thought we'd just work through lunch and eat later. ely to say to a foreign colleague Sentence-bullding 2 What kind of restaurants do you like? Add the phrases in the box to the diagram below to make twelve useful expressions. specialises in fish you can get fresh oysters they know me a fantastic view of the city I sometimes go down the road round the corner does an excellent lasagne a superb menu five minutes from here you might like a very pleasant atmosphere realy There’sa pretty good pl ‘reat new a b c which { where g h with 23 Do you have a favourite place where you take clients and colleagues? If so, tell a partner about it Look at the buffet in the photograph. How many of the dishes can you name? Discuss the food with a partner. Use the phrases and expressions below to help you. What's that? It looks like a kind of .. What are those? Some sort of, I think. ‘That looks nice. Hm. I don’t fancy it. It docsn't look very... T wonder what it’s like. It looks a bit like .., only more only not as . I wonder what’s in it. I think it's made of ... So, what are you having? I'm not sure. How about you? Who said it? 1 ‘The following things were said during a business lunch. Who do you think probably said them ~ the host, the guest or could it be either? Write H, G or E next to each sentence, 1 Nice place. Do you come here 42 You could try the lamb, That's often? (] very good here. [] 2 Now, what would you like to 48 That sounds nice. 1 drink? [7] 44 Shall we order a bottle of the 3 Till just see if our table’s ready, [1 house red? C 4 This is their standard menu. [1] 18 Could we order some mineral 5 Itall looks very good. LJ water, too? L] 6 And those are the specials. 46 This is absolutely delicious. 7 Let me know if you want me to How's yours? [] explain anything. 1) 17 Now, how about a dessert? [] 8 So, what do you recommend? [] 18 Better not. I'm on a diet. 1] 9 Well, they doa great lasagne. [] 19 I'l get this. C1 40 1s there anything you don’t eat? L] 20 No, no, Tinsist. You're my 41 I'm allergic to mussels. [1 guest. [1] 5B 12.1 Now compare your answers with the conversation in the restaurant. The rman isthe host 18 Eating out 75Table manners Quiz 4 In Russia they sit down at cocktail partes. In China the most important guest is seated facing the door. In Japan a tip is not expected; in France it fs an insult not to leave one. How culturally aware are you at the table? Try the quiz below. Underline the correct information. 1 In Greece / Finland people frequently stop for lunch at 11.20 in the morning. 2 In Switzeriand / Brazil it's common to be up to two ‘hours late for a party. 3. In Portugal/the USA a business lunch can fast up to tres and ha hous. 4 In Japan / Russia the soup Is often eaten at the @ Ata Turkish / Chinese dinner table itis extremely Impolte to say how hungry you are. 10 The Japanese / Bish sometimes need to be offered more food three times before they wil accept. 41 American / Latin executives lke to be invited to ‘your home for dinner, ‘end of the meal. 412 in Belgium / Spain an 11 o'clock cinner is quite 5 In France / Britain cheese is normally served after normal. the dessert. 18 in Asian / Arab countries food is usualy eaten with 6 in American / German restaurants you may be ‘asked if you want a bag for the food you can't eat. 7 In Arab / Asian countries you must walt for your host to serve you the main meat dish. 8 In Mexico / Belgium you should keep both hands ‘on the dinner table where they can be seen. just thre fingers of the right hand. 114 in Poland / Japan you shou keep fling otter ‘quests’ glasses untl they turn them over. 16 in African / Asian countfes itis the host whe decides when the quests should leave. 2 Find seven examples of the passive in the quiz in 1. = cate sev eh vaso ss ak mone comme mv Save eae re GB 122 Linen to business people from different countries ME MEE oamals | ‘arecr nosy chatting over lunch and answer the questions. i Sticky situations ‘or mere onthe passive se page 112 Conversation 1 Conversation 2 Conversation 3 1 What is Saji worried about? 2 Sol uses diferent exoressions: to stop his colleague choosing ‘the fugu. Complete them. a ts rather b salle ¢ You may, d think you'd @ Really, | think you should 3. What does David say when he cites to change his mind? 76 18 Eating out 1 What is Hans's problem? 2 The Spaniards use cifferent expressions fo encourage Hans to try the squid. Complete them. ‘@ We thought you might _ b Youll © Youll realy This is something e tts realy 8 What does Hans say when he refuses the Spaniards’ offer? 41 Why does Louise have a oroblem ‘choosing what to.eat? 2 Jean-Claude and Louise mention lots of diferent cooking methods. ‘Complete them. at do b bo. fe ba__ ¢ 0. ‘8 Complete these extracts tom the conversation: nothing made pasty. b .. nothing cooked oi. ¢ Itcomes _ potatoes and fresh vegetables. 4 Have you ever had lunch with anyone like Louise?A healthy diet Do you watch what you cat or eat what you like? Categorise the food and drink below according to whether: _ a RES You ike it ‘You dont ike it gtilled chicken a cup of tea roast beef baked ham a brandy icecream vodka and ice smoked salmon a fru juice fillet steak apple pie and cream — lamb chops duck paté and toast a. glass of po baled rout local seafood a whisky and soda boiled vegetables acoke chips. a. green salad _ still mineral water ahot curry fresh pasta a beer a cheeseburger a black coffee DGGSSGN | salam sandwich a liqueur pork sausages fresh fruit raw fish Pe neeatrolet a slice of chocolate gateau cheese and biscuits a glass of wine {eeabvary 90 pag0 118 fred rice gin and tonic veal Out to lunch Fluency Work with a partner. You are having a MENU business lunch together. Take turns to be the host and help your guest choose STARTERS) something to eat and drink from your 1 (On the menu, write down the names of 3 three different starters and main dishes which are typical of your country MAIN DISHES or region. ‘The first dish should be something you dislike and never recommend to anyone. 3 ‘The second dish should be something you really like and think everyone should ty. Wine List ‘The third dish should be something which is quite difficult to deseribe. IF you want, add a couple of wines to the wine list. ‘When you are both ready, use Speaker A’s menu first. Speaker A (the hos: help your guest to choose a meal, describing the dishes if necessary and recommending some dishes (or no. Speaker B (the guest): find out as much as you can about the dishes before you choose. Don't be too easily persuaded or dissuaded. ‘Then change over and use Speaker B's menu. Speaker B is now the host, Speaker A the guest. 18 Eating out 7aa 19 Messaging Communication is the soul of management. i 1 Read the following statistics and discuss the questions with a partner. ‘tthe end of the 20th century, 90% ‘of the world’s telecommunications ‘were phone calls. According to ‘Newsweek magazine, that figure will ss00n drop to less than 10% as we all switch to e-mall and other forms of digitally transmitted deta. ‘8 Are you getting more e-mail than ‘phone cals these days? Do you think the shift towards emai is @ good thing? Ori ter Amazon.com Covtarurintion expat rape curerty stocks 213 books on talus hat 60% of cornmuniation netquet’ or how to wite your is how yeuook,SO% how you tema, You can oven buy course sound, and only 10% wht ou en‘ojbocgraneer| seta a tis fray necessan/? Irons ste, does mean tat b tsemmai realy tat ticut? prone cls ar only 40% and emai only 10% effective? 2 Read the following extract from a book. What's the main point it's making? Glossary: suppress = hide dig out « look for coc = send a copy to fire off = send quickly font = style of type ‘mangin = blank space at the side of a page 78 19 Messaging © have been trained throughout our business careers \ x ] to suppress our individual voice and to sound like 2 ‘professional’ - that is, to sound like everyone else. ‘you need to hear how the professional voice sounds, dig out a ‘memo you wrote four years ago and compare it with how you'd ‘write an e-mail about it now. A professional memo obeys rules such as one page is best, no jokes, spellcheck it carefully and send it to 2s few people as possible. Now we write emails. They're short, theyre funny; they sound like us,and we ce the CEO whenever we fee! like it. Email is a more immediate medium than paper. My expectation of the response ‘time to many messages I send is today, not tomorrow or a week ‘from now. This urgency means I'm more likely to write quickly and conversationally when T respond to 2 message. A lot of the spontaneity in email messages comes from writers breaking through their natural caution and reserve, rushing the writing process, giving themselves permission to be blunt, honest ané sincere in response to a query. ‘That's why most of us don’t want to use 2 word processor to write our emails. We want to be free of the expectation that we've spellchecked it or even reread it before firing it off We certainly don’t want to waste our time messing about with fonts and margins. ran UL oy Bey : : : : 23 EBB jo: Listen to five business people giving their rections to the text in 2. “They cach make two main points, Take notes and match the people to the points they make You have to adjust your writing style to the person you're e-mailing, [2] People used to think you had to have special training 10 answer the phone D and write business correspondence. [ tchat, [ People waste too much time on social chit Impressions count with e-mail as much as mail. | Having to learn formal lerer-phrases used to be a real pain. (J ‘when replying to another e-mail, just get straight to the point] @re a0 ‘These days you can send and receive messages using many different media, L] fh Most e-mails are badly planned. [_) Theres no such thing a5 a special way of writing e-mails. 1 J You don't know who might read your email.) 4 Work with a partner, Which of the points the speakers made in 3 do you agree or disagree with? Use the phrases in the box if you like. agree with the point about | agree in some ways with the point about... But I'm not so sure about I don't go along with the point about wey, way! || AND YOU SATD HE e| «x rorcor mY THE Goss SENT |z| WASNT BRIGHT ware. 0065 TIME TO WIS FIAST E-MATL|S| ENOUGH TO FIGURE ANYgopy CHANGE MESSAGE! 2) out How To ANOw war JOBS. ( ff) USE EMAL! TIME Drs?” 19 Messaging 79An ur gent matter A management consultancy is putting together a proposal for a major new client, pharmaceutical giant, Hoechst. Put the following e-mails between two of their consultants into the correct order. Read all the e-mails first - @ and b are in the right place. ‘a Subject: Hoechst report ~ progress? Attachments: none sam This is just a quick reminder to let you know that the Hoechst report was due yesterday. E-mail me if you're having problems, Jonathan bb Subject: Costing for Hoechst ‘Attachments: none Jonathan | 900 your point. Estimates would give us more ‘00m to negotiate on fees, but | think the client will appreciate that we've fly itemised all the costs, sam ‘© Subject: So you are alive afterall ‘Attachments: none sam ‘Thanks for the report. At last! Actually, you've done a great job on it, Just one thing. Should we be quoting precise figures at this stage or ust aiving a rough estimate? Jonathan 4. Subject: Hoechst report AAllachments: HoechstRep CostBrkdn Jonathan Sorry for the delay n getting back to you. Our ‘server's been down again. Im sending a fst raft ofthe report as an attachment together ith 2 detailed breakdown of costs for tne whole project. Could you have a look at them and tell ‘me if there's anything you want changing? ‘Sam 80 19 Messaging U © Subject: HELLO? ‘Attachments: none samt Haven't you received my previous two e-mails? ‘This is geting urgent. Ive tried to phone, but you're never in. Look, 'm under @ lot of pressure ‘rom head office to get this proposal in on schedule. Don't let me down, Sam. Jonathan | f Subject: Costing for Hoechet ‘Attachments: HoechstRepAlt Sam Yeah, you're probably right. t looks better if we ‘show that we can set and stick to a budget Can you just make a few atterations (see attachment) and then e-mail me another copy? (Oh, and ec one to Lisa as wel, Thanks. Jonathan 1g Subject: Hoechst report ~ update please Attachments: none Sam ‘Just had a call from Lisa. She wants to know ‘what the hold-up is with the Hoechst report. Dig you get my last e-mail? Please let me know ‘hat the position is asap. Jonathan fh Subject: Revised Hoechst Report ‘Attachments: HoechstRiep2 ConJoke Jonathan Hare's the revised version ofthe report, OK, s0 | [ust missed the deadline, but only two days lat. Give me a break. By the way, I found a joke on the lntemet the other day that might appeal 0 your sense of humour: You could use tin ycur presentation to Hoechst Why are they using consultants instead of rats in laboratory experiments these days? See attachment for answer :) Sam2 What do you think the punchline to Sam's joke is? See below for the answer, yuo. mp apEp Op TLS. URYNSUOD SBUN asv aso puE “taET or porpENE sso] 18H suepoteyson qe] xp ‘Stes rp WoUTUOD azour are stuTAINSUOC) spasuy 3 Match up the words and phrases below to make fifteen complete expressions. If you need to, refer to the e-mails you read in 1, where they all appeared in the same order as here. Relaying messages 4. Kil1o.2 You and a partner both work for a top management consultancy in London. Listen to four voice mail messages famous business people might have Jeft you (but didn't), Who do you think the callers are supposed t0 be? 2 With your partner, listen to one of the messages again and take notes. 3 Write a brief summary of the message you listened to. Use the notes below to help you. Message 1: (Name) rang to apologise for ... Apparently, he’s... He said . and suggested ...1le asked us to “Message 2: (Name) rang to remind us to ... . Unfortunately, he said he couldn't ..., but he offered to... and told us to... Message 3: (Name) rang to thank us for .. and 10 invite us 10 She admitted ... but was wondering if Message 4: (Name) rang to complain about ..« le threatened 10 ... if.we don't... He insisted we .. WSIS 5 peat out your summary tothe rest ofthe class and listen to teks 5 Write a short e-mail in reply to one of the voice mail messages. 19 Messaging 81Dealing with messages Fluency 1 Work in groups to produce a short profile of a company, a department in that company and an executive who works in that department. Invent the whole thing of use the names of real people and companies if you prefer. 2 Prepare five e-mail messages and (if you can) five voice mail messages that the executive you invented might receive on a typical (or not so typical) working day. Keep each message fairly short. Include personal ones if you like. Message ideas: ‘good news an offer a complaint ‘an apology an invitation a request bad news a rumour a reprimand an ultimatum 8 When you are ready, write out your e-mail messages or print them off on a PC. Record your voice mail messages onto a cassette. 4 Swap your profile, voice mail cassette and e-mails with another group. 5 Read and listen to the messages the other group give you and decide how you are going to respond to each. Classify the messages as ‘important’, ‘urgent’, ‘postpone’, ‘delegate’ or ‘bin’. © Write replies to the messages and return them to the group you swapped with, 7 Report back to the class how you dealt with the messages you receivec.eotngs 20 Negotiating Never begin a deal, a battle or a love affair i the fear of losing overshadows the prospect of winning. Aristotle Ona 41 William Ury is co-author of the world’s most famous book on negotiating, Getting to Yes. Read the following extract from his best-selling sequel, Getting Past No. Which of the situations remind you of something that's happened to you? aily life is full of negotiations that can drive you crazy. Over breakfast you get into an argument with your spouse about buying a new car. You think it's time, but your spouse says:'Don’t be ridiculous! You know we can't afford it right now! ‘A morning meeting with your boss. You present him with a carefully prepared proposal for a new project, but he interrupts you after a minute and says:'We already tried that and it didn’t work Next item: € toaster During your lunch hour you try to return a defect oven, but the salesperson refuses t0 refund your money because you don’t have the sales slip:"I’s store policy? In the evening you need to return some phone calls, but the line is tied up by your thirteen-yearold daughter. Exasperated, you ask her to get off the phone. She yells:"Why don't you get me my ‘own phone fine? All my friends have them? eoCollocations 84 20 Negotiating 2 6 a In order to give the person in the extract in 1 advice, what else would you need to know about each situation? bb What would you say in response to each of the people in the text? Compare your ideas with a partner. Complete the following sentence in not more than five words: ‘A good negotiator Compare sentences with other people in the class 20. Listen to four business people sharing their views on how to negotiate and answer the questions below. Put the following stages in a negotiation into the order Speaker 1 mentions them. have lunch [7] create rappont agsee on a procedure T] set out proposals [7] again agree terms L] ose (1 celebrate listen and take notes make counterproposals [-] b Speaker 2 refers to the following acronyms. What do they mean? op 1. WAP FBP BATNA, © According to Speaker 3, why doesn't win-win! usually work? d_ What five pieces of advice does Speaker 3 offer? According to Speaker 4, what's the worst thing you can do to a negotiator? What's the difference between tact sand dirty tricks? What examples does he mention? Match up the halves of the following collocation. All of them have appeared in the unit so far. a initial deal © ciical process long-term offer win-win demand ¢ dirty relationship @ negotiating phase d one-off tricks fh last-minute negotiationDirectness 4 Read the joke. Is there a lesson to be learned from i? “Two priests were so addicted to smoking that they desperately needed to puff on Cigareties even wile they prayed. Both developed gulty consciences and decided to ask ther superior for permission to smoke. “The fist asked it was OK to smoke while he was praying. Permission was dried. The second priest asked if he was alowed to pray while he was smoking. is superior found his decicalion admirable and inmecitaly grated his request 2 How direct you want to be in a negotiation is a matter of both cultural background and personal choice, On which side of the line below would you place people from your own culture? How about you personally? prefer the diplomatic approach <———{———> prefer straighttalking Find someone in your group who put themselves on the other side of the line from you. Try to persuade each other that your side is better 4 The following thoughts passed through the minds of two negotiators during a negotiation. Use the words and phrases in brackets to reproduce what they actually said a That's impossible, (unfortunately / would not / possible) b> We cant go higher than 7%. (would find / quite difficulty © We wont accept less than $5 a unit (afraid / not in a position / this stage) You'll have to pay more if you want that (may / slightly) @ We need a commitment from you now (evonuld / some kind) We should spend more time looking for a compromise here. (sbouldn't / tle?) a @ It would be a good idea to agree on a price before we go any further, (wouldn't better? —— h_ We hoped you'd pay 2 deposit today. (were boping / able) 1 Ic-will be difficult to get my boss t0 agree to this. Conight not / very easy) pa i That's as far as we can go. (hink/ about / the moment) Brammer tink {or ore onthe rammar ot diplomacy see page 116 5 What do the negotiators do to make their statements more diplomatic? Do you prefer the direct or diplomatic version? 20 Negotiating 95 eo wuor fa uensiebey UB BavayK O26 Sia) READThe language of negotiations 1 The following expressions are all useful in negotiations, but some letters are missing from the final words. When you have completed them, the letters in the box spell out some good advice for a negotiator. Perhaps we should begin by outining ourinitial... © P_ ST Can Imake a .. What if we offered you an... wt N £2 Let me get this quite .. = Would you be viling to aonept a el Gul @ Url ''m afraid this doesn't really solve our Baer We may be in a position to revise our | think that's about as far as we can go at this... | ‘Are these terms broadly. ze7 onocD vant Let me just check | understand you ARF FAST 1'm arid we could only accept this on one ‘What sort of figure are we talking A Could you give us an idea of what you're looking Fe Sta ee S42 ‘What sort of time-scale are we looking A We'd lke to see some movement an PR_o Can we ust run through the main points once _|O_e& At the moment, we do not see this as a viable Cole We seem to be nearing SEE |_|. t Wel, that’s it | think we've eared ourselves a. D Ki exa003 B Lexis tink 2 Klllz0.2 Listen to extracts from two different negotiations and tick off the ‘or on he vcs expressions in 1 as you hear them, Which two are not used? foment se eon? 3 Listen again and complete the following notes: Mammoth Construction ple THE COMMUNICATION SKILLS SPECIALISTS ‘Schumann Tender “Telesales training (2-day eeminar Our original bic: 78m euros no. seminars:____over. -month period Clent counteroffer euros no. trainers Froject to be competed within to be approved Plant to be operational by ‘max no. participants per seminar Our revised bit Fullfee £, euros inadvance Discount: =e, euros mid-contract: Final fee: euros on completion Senon-refundable deposit = TOTAL: ros ‘Schedule overrun penalty euros per week 86 20 Negotiatinga b The transfer 4 Footballers are today's rock stars and some of the most spectacular negotiations lead to multi-million dollar packages for the world’s top players. But has soccer become too much of a business for the good of the game? Match up the collocations below and read the article, market industry -d.stook market corporate value moda money-making image -f merchandising Different goals “There was a recent news report about an anthropologist who dacovered lost tbe inthe Amazon whose way of fe had hardy changed since te Stone Age and who had never Seen a ca or met a freigier: What shocked her enost about the natives however was nat thei strange social cusioms or teriousregious rituals but the fact that several of them ware wearing Manchester United football shirts ‘Whether or not that report is rue, what certain fs that Manchester Unsed stopped being a firnous football ‘team several years ago and became highly success ‘mutinational corporation The words Yootbal and ub! were actualy cropped from the plays badges in 2000 n an flor to strengthen corporate image, With a successfl sock market flotation in 1991 and a market value, according to Cty accountants Delite & Touche, of over £1 10m, ‘Manchester United 2s much a trumph ofthe media as of seat soccer Since |990 the cub has won —to date — four League ties a League Cup thee FA Cups A European Cup Winners Cup and a European Super Cup. But it was the media coverage ofthe 1990 World Cup ane the anival of SkyTV in 1993 tat realy transformed the game into the ‘money-making industry it todk.“Top cbs hae grown on ‘the back of television contracts says Pichard Baldwin of Delite & Touche. Teams ke Bayern Munich, Arsnal Real Madrid and Galatasaray tur profits mary buechip companies would env. ‘san of well says Manchester Unites former he of merchanding. He should know. The tears ‘megistore at O16 Trafford which stocks 1500, ferent s const packed and menchandiing ‘outlets a8 fr aw’ as Singapore, Hong Kong and Spey atract thousands of fans who couldnt even ‘el you where Manchester & onthe map Urited look and behave very rch ik tradttonal bases from a corporate point of view! ys Nigel Hanns. 2 financial arayst at Wiliams de Bro. s “They have 3 srong brand and they have worked 10 maxi tb bringing in good people! They cera hae ‘One sponsor dea! alore- wth Vocaphare— netted Manchester €20 milion But not everyones so erthusasic about the branding of soccer: Many ofthe smal cbs for example, hese matches never get air ime srupgl to survive Since hats where “omorrows stars wil came from, that cous be very bad for the gare Kure. And some people are ao concerned about the numberof foreign piers bought by the top cubs to make sure they keep wining vopties No wonder the Enand team does o bah they sayfen most ofthe best pers ine Exgsh Pree League have foreign pasport! Recent even some ofthe Sars themseives have complied about corvacs that permit them to be traded for nilion ke thorough racchorses imagine sd one phyer you work for BM ard ‘otc di they inst you appar nal ther TV conmerci bat when you wanted ta move 19 HewtetPackare hey mance ‘en rion dolar fom your new employe He may have a poit Bt tors ann dont make adios and not even IBM bast og inthe ‘mazon rainforest 2 What do you think the title ‘Different goals’ means? 3 Do you support a football team? Find someone who doesn't and try to persuade them to go (© a match with you. Fluency 4 EB 20.3 You are going to work in two teams to negotiate an international transfer deal, First, listen to a brief description of how such deals are put together and take notes. When you're ready, Team 1 see page 121. Team 2 see page 123-4 20 Negotiating 87Grammar and Lexis links 2 Making contacts Present Simple About half of all spoken English is in the Present Simple. You use it to talk: about actions and states which are always or generally tru. 1 Yet Yo cont work hey they ie te tho works Be doesnt work ‘ t \ ver pelshet a ee S watch watches ane push pushes coos won miss mises gent er aes ty tes Practice 1 Correct the following using the information abeve 1A. Works he forthe BBC B No, he don't work for them anymore. He work for CNN 2 A Where work your B_ 1 works for a design company in Frankfun. 3 Atour fim, we doesn't work on Friday aftemoons, ‘On Mondays our CEO usually flys to Oslo, Practice 2 Translate the following conversation into your language. ‘A Excuse me, do you work here? B_ No, I don't. A. Dont you B_ No, but she does, Practice 3 Match sentences 1-8 with their functions ad below. 1 ive just outside Munich, He runs Skm every day. Your presentation is this afternoon. ‘The United States has the world’s strongest economy, ‘That's a good idea! She works Saturdays. Tove Vienna at Christmas, [My tain leaves at 7.30. @Vearens (88 2 Grammar and Lexis link Which sentences above mainly describe habits and routines? | |] a b refer to schedules and timetable? | |) © express thoughis, feelings and opinion? J refer to long-term situations or fics?) [ Present Continuous You use the Present Continuous to talk about current situations in progress and future arrangements, ‘They're staying at the Hilton. He's giving a talk on globalisation at 3 o'clock. “ing form raking coming running sopping torgetting ing Practice 4 Comect the follos 1g using the information above. 1A. Are you makeing any progres? B Not much 2 A They're droping the product B_ They cant do that! 3° A Hea total genius! B_ Who are you refering 4A Are you forgeting we have a meeting at 102 B No, 'm just comeing 5 A He says we're geting a pay increase. B He's lieing! Practice 5 Read the conversation. A. Alison? B Yes, Who's calling? (1) ‘A. Its Paco ... About our appointment, we're necting (2) on Thursday, ight? B_ That's right. Are you flying (3) to Heathrow?‘A. No. Ym working (4) in Zaragoza this month. So Gatwick’ easier for me. B Fine, Oh! The batteries are going (5) on my mobile Can I call you back? In the conversation above, find examples of @ something happening right at this moment. [JC] something happening around the present time.) © a future arrangement. (| [1] Present Simple or Continuous? ‘Some verbs are not ‘action’ verbs, and are not usually used in the continuous form, be know understand see hear think believe like seem need mean want Practice 6 Choose the best altematives in the following conversation, A What do you do /are you doing? B_ I'm/T'm being an electrical engineer for Siemens. A Really? Here in Munich? B_ That's right. Do you know /Are you knowing Munich? A Oh, yes, great city. So, how do you enjoy / are you ‘enjoying the conference s0 fa? B_ Well, is all right, I guess / I'm guessing. Do you give Ase you giving a calk? ‘A No, no. Lonly come /1'm only coming to these things to get out of the office for a few days. Where do you stay / are you staying, by the way? B Atthe Avalon. T usually stay /1'm usually staying at the Bauer Hotel in Manchenerstrasse but it was full A. Well, if you don’t do / you aren't doing anything, later, do you want t0 go for something (0 eat? Lexis: Conferences Collocations Complete the following by writing the nouns and noun phrases in the right-hand boxes. They are all things you might do at a conference. other delegates a committee useful contacts atalk business cards the bar Talking shop When business people get together they often just talk about work. This is called king shop’ Write in the missing pairs of words below. in + distributor out + product up + plant down + factory with + supplier to + office for + contract off + workers of + job under + takeover 1 10 A Uhear GEC are setting anew in Warsaw ‘Warsaw? I thought it was Prague. Tunderstand you're talks with a local in Naples. Yeah, that's sight, In fact, we've already reached fan agreement. ‘They say GM are laying 00 in the UK. Is that right? Well, I knew they were downsizing. Someone told me Sony are bringing anew in December. Yes, I heard that too. Some kind of muii-media entertainment system. Thear you're thinking leaving your at Hewlett-Packard. Well, yes. Just between us, 'm moving to Cisco Systems T understand you're being transferred head in Stockholm, ‘Well, its not offical yet, but yes, I'm going just after Christmas. ‘They say they're threat from a hostile bid. Really? 1's the first I've heard of it Someone told me they’re doing a deal at in Teh av ‘Well, that makes sense. They do most of their business there, hear you're bidding a new in Singapore. ations are going quite Yeah, we are, The nego well, in fact. Someone told me they're closing the Liverpool It doesn't surprise me. From what I heard, they're tying to centralise production, 2 Grammar and Lexis link 88Grammar and Lexis links 3 Making calls Past Simple ‘You use the Past Simple to talk about completed, past events. Most verbs are regular, but there are about 100 important irregular verbs that are useful to learn. 1 1 a ait work she worked she it it we we ‘bey they 1 verb past simple Fg study stuced she wok? refer prefered cont it stop stopped we adit admitted they Tobe 1 1 Pe a he wasnt was he? ste she wasnt she? it it ie you you vou? we were we werent were we? they ‘they Weren't they? Practice 1 Correct the following using the information above. A. Phoned Enrique about those figures? B_ No. { wait all moming, but he phoned not. A. Typical! And I suppose he didn't the report either. B_ No. Did he went to the meeting yesterday? A No, but I not expected him 10, Practice 2 Write the Past Simple of the verbs below. huny______ | pay. occupy enjoy refer offer confer suffer dep develop flop visit commit transmit Why don' the verbs on the right follow the same spelling changes as the verbs on the lef? © 80 3 Grammar and Lexis link Practice 3 Time adverbs help us to be more specific about the past. Using the time adverhs in the box, complete this short presentation about the development of a new product. [for in during ago over before ‘As you know, we frst got the idea for the new product but @) market with i, there was a lot of work to do. @ six months the product was in development at our research centre in Cambridge, We then rin tests wo year (D wwe could g0 10 a three-month period. (5) that time also conducted interviews with some of our best ‘customers to find out what they wanted from the product. (©) ‘March we were finally ready for the launch, Practice 4 Complete the joke using the Past Simple of the verbs in brackets, A businessman (1) (want) to interview applicants for the position of divisional manager. There @ (be) several strong candidates, so he (3) ___ decide) to devise a simple test to select the most suitable person fir the job. He (®) Cask) each applicant the simple question, “What is two and wo? The frst applicant (3) (be) a journalist, He © ight) a cigarette, (7) (think) for a moment and then (8) (say) “rwenty-two'. ‘The second applicant (9) engineering. He (10) Chave) a degree in Cake) out his caleulator (11) (press) a few buttons, and. aa (show) the answer to be between 3.999 and 4.001. (work) as ¢ (tate) that two (can) only be four, anc ‘The next applicant (13) comporte lawyer. He (14) and two (15) ae (prove) it by referring to the well- known case of Gates v Monopolies Commission.‘The last applicant (17) (turn) out t0 be an accountant, The businessman again (18) (pup his question, “What is two and two? ‘The accountant (19) 20) (go) over to the door, 20) (close) it, then (22) (come) back and (3) ______Gsit) down. Finally, he (24) ean) across the desk and (25) (ged) up from his chair, (oshisper) in Tow voice, ‘How much do you want it to be? Practice 5 Read the conversation and answer the ‘questions. Anne Who did you tele Bengt Just Clai ‘Anne And who told you? Bengt Stefin, ‘Anne And nobody else knows? Bengt Only you Anne Wel, of coure, Ido, 1 told Stefan Lexis: Telephone expressions 1 Who knew firs? a anne b Bengt © Cire d Stefan 2 How di Bengt find out 3. Who was the las to know? @ Anne b Bengt © Claire d Stefan 4 Read these two questions and underline the subject in each, Who did you tel? Who told you? Practice 6 Correct the six errors in the conversations. 1A They're moving us to a new office, B Who did say so? ‘A. The boss. I spoke to him this morning. B Oh. So where said he we're moving to? 2 A Well, I went to the interview. B And? What did happen? A. T got the jobl B What said PI knew you'd get it Congratulations! 3 A. Ispoke to Amy at the meeting about our idea B_ And what thought she? A. She liked it, B_ Good, So who else did come to the meeting? To the caller, the person who answers the phone is the organization. Telephone Behaviour training fi, Video Arts Dealing with difficulties and distractions In business, phone calls are often interrupted. Look at the difficulties and distractions on the left. March each one to an appropriate response on the right. 1 Your colleague comes in and wants you to sign something, 2 Your colleague leaves a few seconds later. 3 There's a terrible noise right outside your office. ‘You can't hear yourself think! 4 Your boss wants a word with you~ now! 5 Someone else is trying to call you. 6 The other person gives you their name ~ it’s unpronounceabl 7 You think you misunderstood the information the other person just gave you. 8 You gave the other person a lot of information very quickly. 9 The other person just won't stop talking! ‘a Sorry, could you speak up a litle? b Look, I've got someone on the other line. Can 1 call yyou back? © OK? Did you get all tha? dll have to go, I'm afraid, Something's come up. © Sorry about that, Where were we? f Anyway, I won't keep you any longer. Speak to you ‘soon, g Excuse me a moment, Sorry, could you spell that for me, please? i Can I just check that with you? oe | * o 7 ei Ee 3 Grammar end Lexis link 91(Grammar and Lexis links 4 Keeping track Comparatives and superlatives 1 cheap cheaper the cheepest 2 ‘ato soter the salest 3 ba (bigger “the biggest 4 cat arior © important” more/iess =the most/ important the least important © good better thebost ever sad ht 1 thin dry OO fat hetpfal ne hard effective {] tay ae ‘What generalisations can you make about one-syllable, two-syllable and three syllable adjectives? Practice 2 Use your own personal experiences 10 complete the following sentences. If necessary, use a dictionary to help you choose the right adjectives. a The job Ive got now is a lot than my previous one, On the other hand, it's not quite as b I found to be a fairly city, but 1 think is even © To be honest, I don't really like music, 1 prefer something a bit____. dl never fonget the view from It’s even than the one from food fairly as people think, building I've ever seen must be @ [find as f Think the ‘Bither that or _ but it’s not quite which was just as _ but in a different way. @ The people in lever met — apart from the are some of the I've . who are even ho Idivea these days. In terms of 7 Ws the car Te ever had, but it's not as. asthe __T used to have. 92 4 Grammar and Lexis link Practice 3 Complete the following humorous anicle using the comparative and superlative expressions in the bos. ang a lot more far the lowest world’s highest litle safer much hetter compared with even worse hoa halfas many 10% longer __one of the best as famous as twice as likely a little more significantly happier How to live forever: 8 golden rules Rule 1 Don't live in Ieoland. With long dark winters, ‘sub-zero temperatures and active voleanos, thas the @. sulci rate, Move to Palm Beach, Florida, where you have a )—___enanee of ivng to be ‘over 8100 lke the rest ofthe resents, ule 2 Don't goto Johannesburg I's the murder capital ofthe world, Statistical, i's (_____ dangerous than ‘Sto Paolo or New York Milan's @ (g__but tynotto breathe. “The pollution () “han in Mexico City. Fle 3 Don't get sick in Equatorial Guines. Ther’ only ‘one docior to every 70,000 patients and no anaesthetic. Ifyou have to be i, bein Kuwalt. It as death rate inthe world. Only 9:1 people per thousand! die annual, @ + _ 112 in Brain. Rule 6 1f you's @ man, think of becoming a woran. ‘On average, women veh 2 than men, if you're a woman, stay single, Crit figures show women are) to be kiled by ter pariner than anyone ese. Fle 5 Smoke one cigartle a day. It won't do you ‘much harm and, aocording to some doctor, 0 ways of avoiding ‘senility in ld age.Fle 6 Drink red wine ~ in moderation. W—______ red wine drinkers suer {rom heart conditions as white wine and bee ners, Drinking al tres isnot an option! Rule 7 Become a ‘chacoholi’. Chocolate ist good for you, but itreleases chemicals in the brain that make you Fue 8 De young and famous ~ ke Eli, James Deen ‘and Joha Lennon. People wil keep beioving you'e sill liv, Even if you cant be (r) en Ae Marin Monroe or Kurt Cobain, you can be eyeceEPT= ‘38%, no drugs, no rock ‘nol. You won't actually lve careful than they were. No 0 And its a medical fact that happiness protonge if. Jonger. It will just seer ke it Lexis: Business phrasal verbs {fat first you don't succeed, try, try again. Then give up. No use being a damn fool about it. Wo Fields Complete each dialogue using one of the five words in the box, Then mateh each phrasal verb in the dialogue to a verb similar in meaning, es ie up down off on out ‘The project meeting A OK, that’s item two. Let's move to item threat new projects. B Now, just hold a minute, Sylvia. ‘A. Kim, 'm counting you to get us the Zurich contract. B__ But this is not the time to be taking ‘more work, ‘continue = accept = rely = wait = The troubleshooting meeting ‘A Right. Have you managed to sort the problem with our computers? B To be honest, we haven't realy found ‘exactly what the problem is yet. ‘A. Wel, can just point B Yes, | know, We're carrying that it's now effecting everyone on the frst floor? tests on the eystem now. Give us a couple of hours. say= discover = do sone = The union negotiation ‘A The question is, wil ou gree to call the strike? B_ Notifyou're stil piznning to lay a quater of the worktoroe, no. ‘A. 'm afraid that’ a decision we can’t put any longer. B Then, Im sony, we shall have to break these negotiations. fire = end =_/ cancel = postpone = ‘The marketing meeting ‘A We realy must fx ‘2 meeting to discuss our pricing strategy. B_ Ourprces are fe, We're trying to bud market share, Otto. Profs can walt. ‘A. Yes, but our overheads have gone rneerly 20% over the last eighteen month B | know, but thats no reason to put prices. Welt ust lose customers, rise = a arrange = develop = The budget meeting ‘A. I'm ated they've tumed our application for a bigger budget. B_ Thats because group turnovers gone again, So wirers are we supposed fo make cuts? ‘A We could start by cutting the amount of time we waste in these mectings! B Now, cain everybody. We need to be practical reduce =___ relax = reject = “decrease = _ 4 Grammar and Lexis ink 98Grammar and Lexis links 6 Business travel Polite question forms ‘When you make enquiries and requests, polite question forms and indirect questions are cfien more polite than imperatives and direct questions. Imperative / direct question Where's the nearest taxi rank? (enquiry) Why is the fight delayed? (enquiry) Can Topen the window? (request) Help me with my bags! (requesd) Polite question form / indirect question Could you tell me where the nearest taxi ran is? Do you think you could tell me sity the flight is delayed? Could 1 open the window? Do you mind if I open the window? Would you mind if 1 opened the window? Could you help me with my bags? Would you holp me with my bags? Would you mind Deiping me wh my baes? Practice 1 You've just got a new boss, Your old boss was rude and a nightmare to work for. Fortunately, your new boss is much nicer. Look at some of the things your old boss used to say to you below and change them into what your new boss would probably say using a polite question foim, Think carefully about word order and grammar. You' have to work overtime this evening 94 6 Grammar and Lexis link Do you think I could ask 1 Coffee! 1 Gould you 2 Remember to use the spell check in future! 2 Would you please — 3 Twant a word with you in private! 3 Could 4 Where do I plug this mobile in? 4 Is there somewhere _ r Check these figures again! 6 Would you mind 6 How does this damn computer work? 6 Could you tell - 7 Whats the pone code for Greece? 7 Do you happen 8 8Practice 2 When you're rushing around on business, it's easy to sound more aggressive than you mean to. The business traveller on the right is rather stressed. Use polite question forms or indirect questions to make him sound more polite want a window seat Help me with my bags! _ Where's a cashpoing A CREO a Se ee ae ae Don't drive so fast! Lend me your mobile! I nced to recharge my laptop somewhere, zer*eaoce You'll have to give me three separate receipts, ‘What time is i? J How faris it to the aitpont? Lexis: Business trips 2 Now do the same with thes If you look like your passport photo, you're far too ill rivals your things hotel to travel. Stuart Crainer, business journalist meal inthe trafic the office bags 1. Think about the business trips you've been on in Aight breakfast a cab customs the past. Complete the colocations below using the words in the box. C1 collec your aa CO go out for contol flight the airpot lounge | shopping destination sleep movie = _ check-in plane unpack > go through 2) confirm your LI [© board the _ Spain ds ate ste get stuck check imo your uy wo getsome Ota g 2 go trough passport phone ob [2] wat inthe depamure get an early Z] take a taxi to 3 Think about the business trips you've been on in aioe: the past. Put the expressions in 1 and 2 into the 5) do some order they normally happen by numbering the tick 5) watch 1 boxes. Use them to write the story of one of your trips. 6 Grammar and Lexis link 98,Grammar and Lexis links 7 Handling calls will Willis a modal verb (like can, must and. should. t you he 1 you he leak She WMO werk om a toon) they they 1 you he wil sho work? vont they Practice 1 Correct the following sentences using the information above. a Do you will help me? Stop making personal calls or Ill to charge you for them. Practice 3 Match the following 10 make five short conversations. I really need that repos today. — My plane gets in at seven, Tm just of to a meeting Eva's off sick today. She wants to see you ~ now! anon 1M have to speak to her, Ym afraid, Il be right there. 1 finish it this morning. =< 1 phone you later, then. Tl come and meet you at the airport. Good, Il tell her you're on your way. Fine, Il just give you my mobile number. OK, Ill see if I can reach her at home, Great. Il see you there, then, OK, Til look forward to sewing it, ~ >e>>> DoooD >rP>>D ‘You can often qualify sentences containing will with J TM try to get you onto an eartier ight if I can. If you've got time, 1 show you round the factory. TM send you a copy of our brochureif you tke. Ifyou prefer, PIL moet you at tbe station. Practice 4 Complete the conversation using the pairs of words in the box. © Texpect the company will to do well d- 1 dostt will accept anything fess than 2%. @ Don't worry, he wills phone you back within the hour. fro take that call, if you like g Til sending the figures sight away. Practice 2 Match the comected sentences in 110 thee functions below. a pretiedon about the fare (] si sponemepns Seclson/reacion (I an offer [| 1 2 3 4 a request (1 5 a promise [] 6 arefusal [) 7 a threat [1] 96. 7 Grammar and Lexis Bence. | brink pee wait + deuils try + time busy + later give + right Jo2sef knocks on his boss's door and goes in. Tom is ‘working hare at the computer and doesn’t took up. J6xsef: Oh, sony. If you're () Fil come back Tom; No, no, come in, Jozsel. If you (2) me TH just Now, what can I do for two minutes, Tl be __with you. save what I'm doing. you ‘Jorsef, Well, I just need you to check and sign these documents for me. Sure. If you leave them on my (3)__, Tl have a at them this aftemoon ‘Jozsef, Fine. I'l just put them here, then. Tom: ‘Tom: By the way, i's not ungent, but did you call Budapest about nest week’s meeting?Jorsef: Fs, no. TIL) and do it before lunch if 1 have Tom: OK. Jozsef, And I'l get someone to (5) the travel arrangements if you let me how many people are coming. Tom: Oh, right. I think i's four. Ifyou (6) —__ second, Il give you the Yeah, here swe are. They're sending their unit manager and three sales executives, Jorsef: OK, Il see 0 it Tom: Good, And Il (7) it to you to sort out the conference room, if that's Weill reed the usual AV equipment and refreshments. J6rsef: OF course, Well, if there's (8) bse, get on with it right, ‘Tom; Thanks, JOrsef, Lexis: Office life A desk is just a wastebasket with drawers. ‘Anonymous: ‘Complete the poem about a day at the office verbs on the right. Use the rhyme to help you. To do today First, theres a report to Then it ____ those figures through. Fight etal e-rmais. Don't wo, back to you. ‘A memo now to Nasty jobs to “Travel miles, fies. Gantt stop now! I'm. late mya ti hat past ton. ‘Should have iy desk by then. a copy. acofoe English class again! using the: ‘check get do update circulate running delegate cleared grab hold cancel print Messages to (One moment, please you trough, atthe, Por another interview. Lup clents at the station. 2 frmal presentation, ast Of ceadines. off the negotiation! supplier in Milan — {an appointment i you ‘hat phone! Must The teleconference with Japan, work at na past eight Must ome —{ may be late the oor. the ber Damn it= why not $0, you the presentation! Lp the negotiation! botior? a letter, Now in your resignation! Is your office anything like this? meet arrange listen put crash give make missed pick postpone contact phone hit celebrate finish leave raft hand feelingGrammar and Lexis links Condit jonals (future reference) You can connect nwo related ideas in one sentence using if Look at the dialogue below. A Muse tabeon another project wel! need more taf. B But welt need a biguer office Uf we employ more people. © No, not ifwe hire teleworkers, we won't, Practice 1 Match the sentence halves in the following ext 1 product that is still in development Extract 1 A Look, Jean, the product is stil in development. If we rush the launch through, 1 realise that. But if | gave you another six weeks, Well, we might be able to Tan, you know if give you more people, ‘Well, if you can't give me any more staff, ‘You realise we may lose our technological lead Yes, but I'd prefer to be second or third onto the market B Hm. You wouldn't say that >onornem Extract 2 A Well, if we're going 10 meet our deadline without ‘extra staf, BOK, fair enough. And if get you that bigger But if we spent more, sce worry about that. If we can solve this problem with a bit of overtime, A Excellent. Because we'e missing the publiety event of the year B_ You're telling me! If we didn't have a stand at the Fai, ‘4 OK. That's decided then, 1 get us t0 the launch stage on time B Great. Now, if you're not nushing off home, Practice 2 Look again at the extracts in Practice 1 Which of the grammatical strictures below come in the ‘clause, which in the main clause and which in both? present simple past simple will + infinitive present continuous going to + infinitive ‘would + infinitive may + infinitive might infinitive itive could + infinitive 98 8 Grammar and Lexis link 8 Making decisions “The sentences on the left are examples of conditionals. ‘The F-clause (underlined) introduces @ possibility Ce. ve take on another project). The main clause shows what the speaker thinks the result of that possibility will be (eg, well need more staf. ‘The #f-clause can come at the beginning or end of a sentence. When it comes at the end, there is 0 comma G Dafter the main clause. could we have it ready for the Seoul Trade Fair? if it means we make a superior product, © if we don’t get this product out before our competitor? we won't have time to run the final tests ‘we had more people working on the project. f there's no way we're going to be ready, Jean. I'm sorry. if you had to deal with the marketing department! fh [i have to take them off other projects. And I can’ do that. it would be a disaster if we're not at Seoul can you promise me we'll be ready on schedule? Tl buy you that drink I owe you! Tl do what I can to get you the budget for that ‘wouldn't that affect our profit margins? Vm going to need a bigger budget, Jean so T can pay my people overtime. h_ifyou get head office to OK a budget increase.AAs well as ff we can use other words to connect two related ideas in a conditional sentence. Untess we reach a decision by this afernoon, tt may be 100 late. @ If we don't reach a decision ..) ‘The product will be ready'in time provided/providing (that)/as/so long as everyone does overt. wif brut only if, everyone does overtime.) Suppose/Supposing the tourist industry is affected, twhat lt we do then? ( What if the tourist industry ..) Practice 3 Rephrase the sentences below using the words) in brackets, @ If they offer you a promotion, what will you do? (supposing) b Weill go ahead with the new design, but only if the market research is positive. (provided that) © Weill lose the contract if we don't lower the price. (unless) You can go 10 the conference, but only if you give a talk. (as long as) Lexis: Money and markets Having money is rather ke being a blonde. It's more fun, but not vital. Mary Quant, fashion designer and brunette If the price is right 11 All the verbs and adjectives in the box can be used to talk about bigger or smaller increases and decreases in prices. Fit them into the diagram, ett rising stable raise slash falling soaring plunging hike + Adjectives f a ° h prices ps i 2 Put the two sets of adjectives below in order of scale from the smallest to biggest | resonable record huge modes ‘The company made a profit. ‘The company suffered losses. The marketplace 1 Make collocations containing the word ‘market’ by ‘writing the following words before or afer it. growing leadership niche brewk-inte, declining share enter competitive be forced out of forces seseamele saturation flood mass dominate challenger supply break into Cthe? research 2 Complete the following sentences using some of the collocations you made in 1 a Market ‘occurs when the demand for a product is satisfied but you continue to that market. b Even a very small or market can be profitable if you totally © Pepsi has always been the No 2, the market —_____ threatening Coke's slobal market The PC market has been so fiercely ____ that many European firms have it altogether Economic indicators Are the following newspaper headlines good or bad news? Write G or B. Deeper into recession ["] Housing boom |] Retail price index up (] Markets buoyant [1] Signs of recovery [| Economic downturn [_] Caeqeatrienmenl| Iisimpkntnee |_| Inflation hits ime low |] 8 Grammar anc Lexis link 99Grammar and Lexis links 10 Small talk Past Simple or Present Perfect ‘The Present Perfect is a present tense. You use it to tall. about ‘© things that startin the past and continue up to. the present. We haven't scen much cricket this summer. ‘© people's experiences, no matter when they happened. ve tried green tea before. ‘© things that have an obvious connection to, the present Dr Winter bas come over from the Atlanta office. ( he's here now) 1 tae eit : oe Motes er z i Se ses Se tam : : a ea ‘they a 5 rn 2 Practice 1 Read the three sentences below. Toe Thomike family came to America from Switzerland forty yearsago and started a busiitess. (a) Since the 1980s they bave been extremely successful. (b) In fact for the last five years they have been the market leader in their field. (c) 4 Which of the sentences above refers to me? (] a period! of time? [J both [1 a point in 2. Which two pieces of information are basically history? Which tense is used? 3 Which two pieces of information are most relevant to the family’s current success? Which tense is used? 400 10 Gremmar and Lexis lnk Practice 2 Look at the following time expressions and decide which are used before age, afer forand afer ince. Fill in the table. FH Thursday a couple of days last month the day before yesterday the 1990s Christmas years half past four the oil crisis a week 2001 over an hour a long time Practice 3 Using the niles you've worked out so far, uy the following quiz about the people who std these sentences, Weite yes, 10.08 maybe. a [lived in Lisbon. | Does he live there now? b I lived in Helsinkt for ste montts. Does she ive there now? _ © ve lived in Toronto, Does he live there now? Me lived in Taipet for three years. Does she live there now? @ ve been in all morning and she hasr't phoned. _____Is it sill moming? Twas in all morning and be didn't phone. Is she in now? Is he in now? Is it still moming? Practice 4 Complete the conversation using the items in brackets in either the Past Simple or Present Perfect, Tibor, a sales manager, is planning to send bis staffon a team-building survival course. Tibor: Right now (1) you all (get) my ‘e-mail yesterday about the training course? Rydor: Er, yes .. 2) (be) ita joke? Tibor: [ cexainly (3) (rot mean) it t0 bea joke, Fydor. No, 1 4) (notice) recently that we need to work as a team more. Last years interpersonal skills course obviously (5) (not be) as successful as T (6) (hope), and v0 1 )____ (now decicte 0 send you all on a manigement survival course,At the Death or Glory Training Camp. ‘Tibor: That's right. (8) you (hear of 1 Fydor: No, Eva: Erm, you (9) (say) in your e-mail, Tibor, that you won't be coming on the course with us ‘yourself, Is that right? Tibor: Fs, unfortunately, yes. Obviously, 110) __ (wand ‘0 join you, but Tm going to be much 100 busy, I'm affaid. For one thing, 1 sil ay (not do) the quater sales figures. Iwan: Tibor, why (12) (ot tld ws about this atthe departmental meeting last week? Tibor: Weil, 103) Got make up) my mind until today. But I, er, (4) (think) it would bring us all together Bydor: 1t(15) (already bring) us together. None of us wants to go! Tibor: Now, look, Fycor, don't be so negative, Wait until you (16) (bare) a chance to thinks about it. 107) even (not show) you the cout ¢ brochure yet. Anyway, what do the rest of you think? T think ifs the most ridiculous thing you as) (ever ask) us to do. And, god knows, the interpersonal skills training a9) dumped on a freezing hillside by some sadistic excommando, stripped 10 my underwear and told to find my way back to civilisation with a fruit knife, a chocolate bar and a ball of string! (be) bad enough. Lam not being, Lexis: Conversation ‘A 30-second elevator exchange can be as productive as a one-hour meeting Wiliam Raduchol, Sun Microsystems: Changing the topic In conversation we often want to describe our experiences, What do the following adjectives describe? Choose nouns from the box. Hy people sport film weather economy clothes iv/industrial city (1) marvellous/beautiful/changeable/miverable @ _3) historie/sophisticated/cosmopoli exciting/competitive/dangerous/national ___ healthy/depressed/sirong/weak wo trendy/sman/seruffy/designer _ (5) friendly proud /hard-working/emterprising © cexciting/classic/unforgettable/gripping o food car holiday hotel book news job ‘great/shockingy/tragic/latest @ difficult/secure/challenging/well-paid o ‘economical/powerful/luxury/flashy ___ (10) fabulous/selaxing/beachy/sightsecing ap delicious/awful/simple/healthy aa ‘comforable/poor/lusurious/four-star aa) ° dan offer or promise [| ° # an indisputable fact 9 a refusal [-) Ty a opuieetatoor we masa In pmuctice, the difference in meaning between certain future forms is ofien very small. Practice 2 Match sentences 1-8 above to those below which are similar in structure and function, e. LI Tm going to go on a diet. | My plane leaves at I's going to be a difficult meeting. |] It’s Christmas in three weeks. Tl get back to you within the hour, [] We're getting a new car on Friday. [] ‘There'll be a lot of traffic on the roads. |_| zateaoce Tm not giving someone like him the job. C 102 11 Grammar and Lexis tink He's visiting some clients in London next wre (a fixed arrangement ~ its like appointment with them) Hes going to visit some clients in London next week. Ca furure intention ~ he may or may not have made an appointment with them) Hell visit some clients in London next week. (a prediction) y that he has made an by daughter’ sixteen tomorrou. (a fact) My daugbier will be sixteen tomorrow, (a certainty) Aby daughier’s going to be sixteen tomorrow. (a prediction based on cerain knowledge!) Practice 3 Look at the following structures for ‘expressing intention, Put them in order of certainty. going to planning to | intending to ming to hoping to ‘more certain Tam/was Lam/was < less certain Tam/was Practice 4 Underline the most appropriate verb forms in the conversation below. Its 8pm. Cleo is just leaving work, when she ses the light on in Bric’ office Hello, Eric. Are you sill here? Hi, Cleo, Yeah, Tm just checking everthing for iy talk tomorrow. Oh yes, (1) you'll give / you're giving your presentation to the board, “Thats sight. Are you nervous? Not yet. But (2) I will be / am if 1 don't get this PowerPoint thing to work properly Oh, Tuse PowerPoint a fo. 3) FU help / 1m ‘going to help you if you like ‘Thanks, but I think I've had enough for tonight “The presentation (4) isn’t being / ism’ ill 11, 0 (5) TU still have / Ym still having 3 couple of hours tomorrow moming © get things ready. leo: Well, some of us (6) will go / are going ou for 4 Chinese meal and then maybe 10 dau new lub Af you want to join us. Eric: Hm, sounds (7) lke you're having /you're going to have a prety late night | think (8) FL Pe RE OP FBsive / Pm giving it a miss this time. Well, (9) we have / we're having a drink first in the bar over the road. Why don't you come? (10) Tell take / Tes going to take your mind off Well, maybe you're right. Look, (11) I'm just checking / Pm just going to check this thing Cone last time and (12) Fim / TIL be right with you. Cleo: OK. See you there leo: Lexi: Computers ‘A computer lets you make more mistakes faster than any invention in human history - with the possible exceptions of handguns and tequila. mitch Ratite, ‘American comesian 11 Combine the words in the box into at least ren computer terms. Some are written as two words and ey site search page data web shéet dk meni fd hoje boar, spread help ‘Wp ad engine dBk bie banher 2 Match each verb on the left with the right that it collocates most strongly with. sm on the a suhy 4 program bo emer \ fles off the Net download, data into a computer © click a computer fwansmit the Internet @ crash a virus install the trash i burn fan attachment i send the Web k empty text 1 browse toa better model m upgrade cbs A cutand paste software 3 All the verbs below collocate with ‘file, but the vowels are oA Write in the vowels, a aa 2G mprss ples | 4 Complete the song about computers using the verbs ‘on the right, Use the rhyme and rhythm to help you. Have you experienced similar problems? My PC is Giving Me Problems (to the tune of My Bonnie Lies Over the Ocean, traditional) My PC is ging me problems. ‘My PC Is giving me hell It says it's got Intel inside But its Intel inside is not wel Chorus Bing back, bring back, oh bring back my typewnitey, please, oh please. Bring back, bring back, oh bring back my typewriter, please. t (on me three mas this moming. virus ‘And wouldn't connect to the. Not nt my trash witout warring, crashed Its some kind of Ibet emptied 1h office a memo attachment ‘And sent an In Word, error ‘But HO's computers ae Apple occurred ‘And that's whan an ‘e-mailed ' fon an eon to program A that iMacs can read files But lost hal the ‘on my hard disk download ‘So somehow | must have miskeyed. clicked [Now my spreadsheet has lost al its upgrade ‘And saaly no __ were made. helpline | phoned up the atCompag. data They told me I need to backups ‘They finally seria, type Who debugged my with ease, printer But something's gone wrong with my . technician "Cause when | ‘dBitprints'cs. desktop | guess 'm iterate — keyboard I don't know my from my RAM. spam My shls area cisester computer ‘And my e-mail has filed up with ROM I think | shoul downmy PC, Resources ‘Admit hat 'm going retrain ‘Arrange to 92@ Human shut And telithem |want to ingane 11 Grammar and Lexis ink 103Grammar and Lexis links 12 Presenting Past Continuous — woking? Practice 1 Match the examples of the Past Continuous below to what they describe. Imet my wife while Lwas working as a teacher it ‘arcelona.(1) Hewas studying 10 be a doctor when be dropped out of tmniversity and decided to go into business instead. (2) Wewere going o Vienna fora training weekend, but it tras cancelled. (3) You were aluaysworking late when you had that job inthe city.) apis action which wae tnserupted oF not completed (1 1b the background to a more imponant event [_] repeated actions in the past L] ee Practice 2 Comec the following conversation. Three cf the verbs in the Past Continuous should be in the Fast Simple and vice versa Inge: Ah, Peter. Iwas wondering if T could have sword! with you? Peter: Hello, Inge. Br, sure. {just went out for lunch, but, ex, what was it about Inge: Well, | was seving Dieter the other day and he: told me you're leaving. Peter: Oh, well, yeah, that's right, Acwally, I was deciding a month ago, but I didn’t think anybody was knowing about it yet. ‘Oh, yes. The whole department talked about it when I came in this morning, They still talked about it when [left Inge: 4104 12 Grammar and Lexis link ‘The Past Continuous can suggest 2 continuing feeling or attitude, so you can use it when you want to put gentle pressure on someone to do something, Iwas wondering if you could elp me. (And | sill am. So will you help me?) Iwas looking for something cheaper. (And sill am, So have you got anything cheaper?) Wetwere hoping for a bigger discount. (And we still are, So how about a bigger discount?) Practice 9 Change the following sentences so that the response to them is likely to be more positive a Mr Kanazawa, we hoped to reach a deal by today. b Lexpected something better from you, Leon. © Angela, T assumed you would agree to this Past Perfect 1 1 you you - fe he she had worked ‘she hadnt worked ® it we wo they they Ly the time Larrived at the party everyone bad left. (1) Twas halfway to tbe airport before I realised Fd forgotten my passport. 2) Practice 4 Look at the examples above, @ What happened first: my arrival or everyone's else's departure? b Pur the events in chronological order: geting halfway to the airpon, forgetting your passport, realising your mistake. “The Past Perfect is often used to look back from a time in the past 10 an earlier time.Past Simple, Past Continuous or Past Perfect? Practice 5 Complete the following anecdote by ‘undilining the most appropriate verb forms. Read the whole sentence before you make your choice, ‘Apparently, there was this guy working for a financial services company in the City. Anyway, it () was being / had been a really tough year, so he (2) decided / was deciding to take 2 nice long holiday. He (3) just cleared, / was just clearing his desk, when he (4) suddenly remembered / had suddenly remembered what (5) was happening / had happened the last time he (©) was /-was being off work. He (7) was coming / hhad come hack to an inbox containing hundreds of e- ‘mails, So this time he (8) came up / had come up with 4 bright idea to prevent it happening again. What he (9) did / was doing was this: he (10) set / hhad set his computer to automatically send a message 10 anyone e-mailing him, telling them that he (11) was / had been in the Caribbean for two Weeks and not 10 ‘e-mail him again ull he (12) got back / was getting back. Then, just as he (13) was leaving / had left the office, he (14) thought / was thinking he would ‘e-mail his best friend and tell him all about his holiday plans. Unfortunately, his best friend, who (15) was going / hhad gone on holiday the day before, (16) was setting up / had set up his computer in exactly the same way. So the two PCs (17) proceeded / were proceeding 10 ‘email each other every few seconds for the whole fortnight, while these two guys (18) were enjoying / hhad enjoyed themselves on holicay, totally unaware. 1 (G9) heard / had heard that so many messages (20) were finally building up / had finally built up. ‘on the company’s server that it 21) crashed / was cerashing, costing the firm millions! True story. Austia in accounts told me Lexis: Presentations The best audience is intelligent, well-educated, and a litle drunk. Alben W Berkley, ex-US vice-president Communication skills Complete the collocations by ‘writing the nouns in the right-hand boxes. They are all things you might do in a presentation. {a figures pessoas got gape Beets — ene ae eel | tent oe a | address tiels [e=- [3 Check the meaning in a dictionary, if necessary. The language of presentations The following expressions are all useful in presentations, but some letters are missing from the final words. When you have completed them, the letters in the box shoul n Can everybody heer me. Fight, let's get. Let me introduce I've divided my presentation into three main .. Ibe saying more about this ina... \'rr’sure the implications of this are clear to all of. “There's an important point to be made ... OK, Jet's move. 10 dike you to look at this... ‘11. As you can see, the figures speak for .. 1 2 3 4 5 Just to give you a brief. 6 i 8 9 42 To go back to what | was saying. 413 Ae there any quostions you'd lke to ask at this. 14 I'd ike to look at this in more .. 15 Lots just put this into some kind of 416 Perhaps | should expand on that a. 17 To digress for a 18 So, tosum.. 19 That brings me to the end of my .. 20. Thank you. 'm sure you have many ike «| good piece of advice for a presenter, ves 412 Grammer end Lexis ink 108tai Grammar and Lexis links 14 Being heard Modal verbs can could may — might will would shall should ~— must || oughtto need dare ‘Modal verbs are followed by the infnitve without to. (NB After ausht, use to infinitive: She ought to 90.) eT = You don't add an s in the @rd person singular. Couldn't he attend the meeting? "You don't use do oF dogs to make ‘You don't use don't or doesn't ‘You use modal verbs to express mary questions. to make negatives. different functions. (See Practice 1) beable to have tobe allowed to ie Be able to, bave to and be allowed to are often used in place of modal verbs. You use these verbs to express concepts that are not possible with modal verbs. Will you be able to finish the report tomorrow? (wil you ean is not possible) Thad to attend a meeting last night. (must bas no past form) Practice 1 Modal verbs factual content of the sentence. as much about the speaker’ attitude as about the Match the modal verbs in bold to their main function, A they should be here by now. (a) exaeiceteiiotbd 0 ar eee expressing centainty No, wait a minute, that must be them. (2) asking for permission A Could | leave early tomorrow, do you think? @) Sees B Well, might need you to check the monthly figures. eee ‘A But I have to pick up the kids from school, (f) Sekony the snpive Now do the same with these: A You musta’t load that software onto your company PC! (g) iguigauice B Bur T can't do this job without it. (h) sie eosin as? meee) A Well, you ought to speak to IT, then. @ expressing insbaly ‘A. Tm getting a drink from the machine. Can I get you anything? @) making @ request B Oh, thanks. Could you get me a Coke or something? (k) prohibiting something A Sure, What's this? You don't have to give me the money! (D making an offer Practice 2 Try to complete the following, modal verbs quiz in under five minutes 4 You mustn't do that. 4 What's the opposite of That can't be righ? Will there be trouble if you do ie 2 You don't bave to do that. 5 What does She should be here at nine mean? Will there be trouble if you do i? a SNS sgposed be Ree 3 Put these sentences into the past: b_ Lexpect she'll be here at ni 2 Tean't talk to you now © Fither. © Feud do it refers 1 @ the past © the future fb) Thane well: mestagaia b the present. dit depends. 7 they needn't bave done tt, Did they do it OS ae They didn't need to do tt. Did they do i? 406 14 Grammar and Lexis tink9 Are these two sentences possible? aT could swim by the age of neo. b I1as able to swim by the age of two. 10 Are these two sentences possible? a 1100k the exam three times and finally 1 ‘could pass. book the exam three times and finally Iwas able to pass, Practice 3 There are modal vesbs in a lot of everyday. expressions. Its best to learn these by heart. Complete the expressions using the words in the boxes ———. Commiatite dc opinionacistisanigssian ae ee bec | eee may | expressions hep you to intoduce your comments and indicate your opinions more clearly. Look at the Tn Wish we ated 8 helday following five extracts from meetings. Replace the B You say that agatnt expressions in bold with ones in the box which have a 2 A Willi be al right ifT just send them an e-mail? similar meaning, 2 shai Frankly Clearly Ifyou ask me In shor 3 A. There are bound to be changes under the new flier eaten ees a Asa matter of fact In theory Luckily | Bt be surprised. Overall Essentially On the other hand 4 A. This srong pound is terible for business a a api nes A. Personally, / 1 think this eee whole project has been a waste of time. 5 A How are we going to start our own business, ans i oaths ‘when we can’t even run this one? ssl eee — : i. agree with you. ae A. However, / we've put 100, wont cant might have to must much money into it to cancel it now. 6 A Til___be going. A By the way, / did you get B Hey, don't rush off just yet fn touch with our agent in. Wars Tal beasminun ® Actually, /___she phone BOK Til wait for you here. ‘me. Tl talk to you about it later. 8 & You tere A cneenaty,/ os ae | want to have a strike on our hands, oo aia ee eae B Fortunately, /___we may a a ‘Rot have to. I spoke to the union representative this eee morning, 10 A You he serious! B No, just kidding! Rare ae dactaeist like the idea of open-plan office? Lexis: Meetings : ane om Don't call a meeting in your office - it scares people. didn't. We may have to rethink our proposal Go and see them in their offices. David Oni advertising gut A. Tosum up. / by yearend. \ |we should be nearing the break-even point ‘Complete the collocations by writing the nouns and , noun phrases in the right-hand boxes. They are all eases —_—_—__— then, we're things you might do before, during or after a meeting. going to make a net loss? 1 A Technically, /__ yes. But agreement a decision comments that's because we're channelling so much money the agenda an opinion — details tnd tog the Eases an action plan ideas a point 414 Grammar and Lexis tink 107Grammar and Lexis links 15 Snail mail Multi-verb expressions When we combine two verbs in a sentence, the second verb can follow several patterns: 4 Modal verbs are followed by th without fo: + We must make a decision on this today. Finitive 2 Non-modal verbs are followed either by the Infinitive with 10: © We agreed to review the situation in a month. or by the -ing form: + They regretted borrowing the money: If in doubt, use the infinitive with fo. I's much 3 Some verbs, normally followed by the -ing form, change when there's an indirect object © Ladvive repackaging the product. = Ladvise you to repackage the product. = Isuggest breaking off tbe meeting here. = Isuggest we break off the meeting bere. 4 Some non-mexal verbs can be followed by both the infinitive with fo and the -ing form. But be careful ‘The meaning offen changes as in these examples: ~ sometimes completely ‘+ They stopped to talk. (~ they stopped doing something else so that they could talk) ‘+ They stopped talking. (= the talking stopped) + Ldldn't remember to e-mail you the report. (© there was no email + don't remember e-mailing you the report may have e-mailed it to you, but I don't remember) 5 When a verb is followed by a preposition other than 1, the -ing form is usually used + We succeeded in getting the loan. + Ir thinking of changing my job. When it isn't, the meaning changes: He went on talking jor over an our! he wouldn't shut up) + He went on to tale about profit @ he changed the subject) Practice Study the information above and comple the following advice on how to produce professional leters and faxes by combining the verbs, prepositions and pronouns in brackets a Reply to incoming mail promptly. Don't for more than a couple of days. (put ‘off / Wirt back) 408 15 Grammar and Lexis link b Alway with a proper salutation, (remember / open) © Dont a subject line, Gorget / include) a a lot of time on social Chitchat at the beginning of the letter. (lorget about / spend) @ Most writing experts ___ lots of subheadings and bullet points to make your messige cl f But they don’t lot of cld- fashioned formal expressions. (suggest you / use) wes. (recommend / use) @ Ideally, you neither t00 formal nor too friendly. (should / aim h You and simple. (should / try / keep) sound) your sentences short i Some people 10-15 ‘words per sentence. (advise you / not exceed) i alo long complicated words when shor ones will do. avoid / use) k If you have a ot of information, ‘2 separate document. (consider / enclose) lly all your mistake 1 Beware the spell check! You s Can't / test it / pick up) m_ Grammar checks are even worse. You'll ceruinly fon them. (regret / rely) nif you into less tha ‘your whole message 200 words, you've done well. (can / manage / get) © Reread before you send. your own letter ~ what impression would it give? imagine / receive) P a difficult leter several times before you send it. Ghink about / rediaft) Lexis: Prepositions Size isn't everything. Anonymous are a restricted Prepositions (in, at, of for through, ete. group of short words, each having many different Purposes. They usually take their precise meaning from the words around ther. Apan from their standard uses to refer to time, place and movement, prepositions also combine with verbs, nouns and adjectives to form a lot of useful phrases and. expressions, Such phrases are best learned ‘whole as items of vocabulary,Propositional phrases Twenty-three prepositions are missing from the following letter. Write them in, Dear Mr Savage ‘Thank you your letter [2th April. I'm very sory the difficulties you've had getting one our engineers come and repair the alarm system we installed January. Please accept my apologies. I am as concerned the delay as you ae. "The manager who is responsible our after-sales service is new the department and not yet familiar all our procedures, but this is no excuse such a long delay. Rest assured, he s now aware the problem and will arange an engincsr call whatever time is most convenient you. Obviously, this will bo foe charge. Thave also authorised a 10% refund the purchase price. [If you are sill not flly satisfied the system, please contact me personally nd I shall be happy supply you a replacement, My apologies once again the inconvenience this has eaused you. Preposition + noun Two negotiators are discussing terms, Complete what they say using the pairs of prepositions in the box. on inttoby+at in+on intin ontat intunder in +at on + within ‘A Normally, we insist on payment (1) advance or delivery. B_ Well, we'd prefer to have the product (2) 20 days’ approval first and pay arrears, A I see, Well, perhaps we could arrange For you to pay G) instalments. But then we'd ask you 10 cover the insurance while the goods are transi BH, Ifwe agreed to that, could you guarantee that the goods would be delivered (4) schedule? For us that means seven working days, ‘A That shouldn't be a problem. OF course, if you ‘onder (5)___ lk, say 100 units, we deliver firee of charge ~ unless you cancel ‘short notice. 1am iting wth We are basically in ‘ve been in ‘There are one or two points in ‘No one at the meeting was in The goods have been insured in ‘There wil be 2 3% price increase with Pian A has been rejected on We decided, in We are again under kk Cotainiy. in | Weare investigating the complaints in m May |, on zerteaoce Bw cancellation charge. Fair enough. But what if the goods we received were not ‘our satisfaction? ATO some chance, the goods were damaged, then we would send replacements which case, [ suppose there's a our expense. B_ Fine. Now, I assume if I'm ordering 100 units ® a regular basis, I-ean buy them 1 discount? A. Centainly, Now let's sce. The goods you'd be ordering are already (9) stock. You'd cover insurance, weld cover freight charges and it would be a regular monthly order: the circumstances, [think 1 can offer you our top discount rate. That's 4%. B 4% T'm afraid you'l have to do better than that, Preposition + noun + preposition Complete the following extets from business letter, faxes and ‘e-mails using the nouns in the box. Pay panicular aitention to the prepositions on either side of each noun, terms case behalf view effect regard touch accordance favour agreement addition pressure account to your adverisement in Marketing Week. with the main poins in your proposal with our dstibutorsn Poland onceming your enauiny. to those we discussed which we new need to aderess. ofthe idea. of damage intranet from January 1st ofthe considerable costs invohed. of the pottical iffcuties, not to export to aq, from head office to reduce overheads. of experience, she's the best candidate welve seen so far with our normel procedures. of myself and the whole team, thank you for making our visit so enovabie. 15 Grammar and Lexis link 109Grammar and Lexis links Conditionals (past reference) ‘You can use ito speculate about the likely effects of things being different in the past. You often use this type of conditional to talk about regrets and make accusations Ife hadn't invested so heavily in dotcoms, we'd bave Saved ourselves a fortune! (1) (bu: we invested heavily and we didn't save a fortune) You could have got an interview with that company if only you'd taken my advice. (2) (bu: you didn’t get an interview because you didn't ake my advice) Wor lawyers badn't spotted tbat misiake tn the contract, we'd be in a real mess!(3) (bu: they spotted it and so we are not in a real mess) Jf you'd told me about it sooner, I might bave been able t0 do something. (A) sooner so I couldn't do anything) He might never bave been able to start bis own business if bis fatber badn’t belped him. 3) (bur he started his own business because his father helped him) I she'd taken ber studies more seriously, she wouldn't be flipping burgers at MeDonata's. (6) (but she didn't take her studies seriously and now she's ‘working at McDonald's) (bur you didn't tell me Practice 1 the questions. the information above and answer a What grammatical tense is used in the ifclause of | all the examples? bh What modal verbs are used in the main clause? © What tenses follow the modal verbs in the examples? d_ Which sentences directly refer to the effects of the ood @ Which sentences directly refer to the effects of the past on the present? past on the mote recent past? Practice 2 Complete the convers of words ia the box. fon using the pairs ‘would + could hadn't + wouldn't have + known could + tried done + have promised + would 41016 Grammar and Lexis link 16 Solving problems Two colleagues are baving an argument. ‘A All 'm saying is, if you'd (1) about it sooner, we could something prevented this whole nightmare from happening, BT knov, I know: And 1 2) have #1 have, but I couldn. A You 3) have if you'd you B_ Maybe if I hadn't already (4) 1 be able to put them all off A. Well, anyway, it’s to0 late now. You know, I'd never o asked you to organise these visits if Td you weren't clear about it B_ Well, if you (6) said you wanted us to get involved in the local community more, 1 probably nave had the idea in the first place. ‘A mean, what were you thinking off You've onganised factory tours for three infant schools, an old people's hhome and the Bulgarian Embassy all on the same morning! Which example above does not contain the Past Perfect Lexis: People and products How come, when I want a pair of hands, I get a human being as well? Henry Ford, first mass market car manufacturer People or products? Decide whether the adjectives below can be used 10 describe people (staff), products or both. Tick the correct boxes. staff products staff products estseting vie OO cficer OO tomy O O highly ma OO fully qualified CC] maretabte howehod $C O — permanen CO dedicated § sat <——>___ production sep up <> eh i i a product iscontinue <>. om proclctivity 2 Complete the following sentences using appropriate words and phrises from 1 a We always. new products in January at the annual Trade Fair b Well need 10 production 10 © A saff incentive scheme helped us to productivity. We had to__ production completely until we'd found the fault. @ There were some complaints about the product, so we had to ____it to make the necessary modifications. We'll it ext month, 16 Grammar and Lexis tink 111Grammar and Lexis links 18 Eating out The passive You form the passive with the appropriate tense of the ved to he + past paniciple + The components jor Ford cars are manufactured in fifteen different countries, + Spain dinner often tsw't eaten until 10.0 11 in the evening. + Seve Jobs was re-appointed beacl of Apple Computers in 1997. * When was the Euro first introduced? + Asan exporter of computer software, the USA bas been overtaken hy the Republic of Ireland. You can also use the passive with modal verbs: A. How soon will the project be completed? B_ Wal, it must be finished by the end of the year, A Yes, bul can it be speeded up, do you think? B Well, we'd bave to be given a bigger budget. A. [ibink that could be arranged. You use the passive when it is unimportant or obvious ‘who or what does something. Iti, therefore, common to use the passive to tlk about processes and procedures, Prac 12 1 Look at these two examples: Active: These days, e-mail bas largely superseded the fare machine. Passive: These days, the fax machine bas been largely superseded by e-mail. @ What's the subject of the first senten« What's the subject of the second sentence? In the second sentence what word comes before the performer of the action? 4 Which of the sentences are you more likely to hear in a conversation about fax machines? In both examples above our attention is focused on the subject of the sentence. You use the passive when ‘you're more interested in the subject than the performer of the action. Practice 2 The passive can sound more impersonal a the active. This can either be a good oF a bad thing, depending on your intention. Look at these examples, thea answer the questions. Active: We bold group mevtings every other Friday. Passive: A group meeting ks beld every other Friday. Active: You tol us there would be a bigger discouns Passive: We were told there would be a bigger discount. 112, 18 Grammar and Lexis fink a Which of the cntences about the meeting sounds friendlier? b Which of the sentences about a discount sounds Jess confrontational? © Make this sentence more friendly: You may be ashed 10 a second interview. Make this sentence less confrontational: You promised us another month to finish tbe surly, Practice 3 Complete the article using the correct passive form of the verbs in brackets, Lloyd's: Insuring the famous and the bizarre Virwally anything (1) an / insure) at yds. tn fact, over the last hundred years Lonston's smoxt celebrated insurance company (2) _ (ask) fo issue some of the most bizarre policies ever! Her surance is big business these days, But the very sar (3) insure) at Lloyd's @_____ (cover by a marine policy. Crs were 4 novelty in those days, motor policies (5) (write) on the basis that cars were just ships that sailed on the land! Actors have Betty Gi Iways been paranoid. Hollywood film idol, le, Was $0 wor ec! her Famous legs (6) right / injure) during filming, they ” Gnsure) by Lloyd's for a million dollars. Multi-millionaire rock stars wory too. Bob Dylan, Erie ‘Clapton, Michael Jackson, Elton John, Rod Stewart and the Rolling Stones have all insured their voices. Bruce Springsteen's (8) believe) to be woh £35 Food critic and gourmet Egon Ronay nins a diflerent tisk. Obviously, h career (9) (would / destroy) if he was ever to lose his sense of taste, So a Lloyds policy for £250,000 (10) (take out) to protect him against waking up one day not knowing a haggis from a hamburgerInsuring works of art is nothing new, but the laughter an (ould / hear) all over the ci when a grain of rice with a portrait of the Queen and. the Duke of Edinburgh engraved on it (12) (estimate) to be worth $20,000. The ‘question is: worth $20,000 to whom? A few years ago, killer whale called Namu (23)_____ capture) off the Canadian. coast and (14) aan aquarium, The captors insured themselves for $8,000 (rag) to s cattle for display in against Namu (15) whales! Unfortu: (rescue) by other he wasn't One rather confident comedy theatre group insured, itself against the risk of a member of the audience dying laughing, So far, however, the insurance (16) a When I read about the evils of drinking, | gave up reading. Henny Youngman, American comedtan What's it like? 1. What do the following adjectives describe? Choose ‘nouns from the box meat dish ables salad How to sound intelligent about winé 1 Complete the description of a wine below using the words in the box. | from of with Is a ertsp, dry white wine 1 heavy/light/late/3-course lunch 2. fillevrare/medium/welldone doe fruit 4 fiied/raw/smokeed/freshly-caught 5 roasv/tough/tender/juicy 6 fresh/frozen/seasonal/mixed 3 green/side/ 7 waditional/exotic/local/vegetartan coffee beer @ _rich/spicy/plain/fast bread food ches dessert fruit 9 dricd/topical/sipe/tinned 10 crusty/stale/garlic/wholemeal 11 strong/mild/blue/eream 12 fattening/refreshing/light/chocola 18. draught/light/botled/local 14 liqueur/milky/instant/black 2 You can often turn a food noun into an adjective by adding -y containing lots of salt = salty = containing lots of sugar = sugary @ Find five more food adjectives ending in -y in the lists above, How would you describe a dish with lots of oi? fruit taste? fa?______peppe? uw? a delicate bouquet. 1k comes _the Napa valley region _ California and goes very well —— fsb. 1995 was a reasonable year. 2 Think of a wine you like and prepare a description of it using the words below. Try some of the other food and drink adjectives strange — so do wine expenst oft classic fruity flowery sparkling rich ruby colour peppery powerful bouquet light golden colour Spain young, Bordeaux a disappointing vintage robust avery good red France ‘well, Don’t worry if you sound a bit pasta seafood smooth cheese an excey full bodied sweet steak rosé Rioja | 418 Grammer and Lexis link 118Grammar and Lexis links 19 Messaging Reporting Ir. business itis important to be able to report accurately what people said in meetings, on the phone and in private conversation. Occasionally we repeat the exict words someone used, but usually itis sufficient to report the basic message. Original statement: There's no way Fm going 10 accept cuts Direct speech: He said: “There's no way accep cuts." 'm going 10 Reported speech: He says there's no way be's going 10 accept cuts, 2) He said there was no way be was going to accept cuts. 3) Reporting verb: He refused to accept cuts. 4) Practice 1 Study the information above and answer the questions. Which expression would you use to: quote exactly what the speaker sid in a meeting? | b report exactly what the spe: a meeting? : © summarise the general idea? (] 4 tcl someone in the meeting what the speaker just saie? | NB When the reporting vet isin the past, you often put the reported speech in the past too: in under a lot of pressure. Reported speech: He said be was under a lt of pressure. er said in Practice 2 Change the statements below into reported speech, a Fritz: 'm ready: Frita said he was ready. b Akio: Fm going to wait and sec, © Claire: Ive had enough. Philippe: I must be going. @ Maria: I'l) be in touch, Sergio: I just can't face it Reporting the general idea of what someone said (e.g. offering, inviting, complaining, thanking, suggesting) is 414 19 Grammar and Lexis ink often more useful than reporting their exact words, To do this, you can use the verbs say, fell and ash, as well as many other verbs. It is important to learn whi prepositions, objects and verb forms follow th reporting verbs, Practice 3 Decide how the following senter (1-10) were later reported (a). Wite your answers in the boxes. Don't forget t0 do it. L] Have you done i? Gould you do it, ple 1 2 3 ave? L] 4 twas you who did it C1 5 Why don't you do i [] 6 Would you like me to do it? 7 t'mnot doing itt 1] 8 Sony, I did it. [ 9 rm sony raid it, C1) 10 I didnt do it, [1] a She suggested I do it b He regretted doing it © She apologised for doing it. He denied doing it, @ She reminded me 10 do it. f He refused to do it. 9 She asked me 10 do i hh He accused me of doing it i She asked me if Td done it J He offered to do it. Practice 4 The human resources department of medium-sized company is deciding how much money to allocate to training, Read the following shon extract from their meeting, Gerry: OK, now, about our training budget for next ‘year. What does everybody think? ‘Anna: Well, I think we really must spend more on. advanced IT skills taining Tagmar:Him, Pm not so sure that's what's need. In fact, i's basic computer skills that mest of our people still lack. Gerry: Yes, I think so too. But isn this ceally a recruitment probleny T think we should require all new recruits to be computer literate before ‘we employ them. ‘Anna: Now, just a minute. We're forgetting that these are our entry-level staf we're talking about Ingmar: And?Anna: Well, if you look at the salaries we're paying new recruits, you'll see that we simply don’t pay them enough to expect computer skills. TT training is our responsibility. Gerry: Wel, if we don't change our recruitment policy, we'll have to spend a fortune on training, Anna: Actually, the current cost of training is negligible, Gerry. That’s why I say we should be spending more Now complete a report of the meeting using the verbs. in the box, | a-e pointed out insisted invited | raised doubted | | fj reminded suggested came in wondered agreed ko recommended added assured explained warned Report Gerry (a) the issue of the traning budget and (0) comments fom the group. Anna o— ‘that we spend more on advanced IT sills, but Ingmar (d) that was what was needed. He (e) that it was basic computer skis that most of our personnel lack. Gerry o and (a) iritwesn'ta recruitment problem, He (h) we make ‘computer literacy a requirement for employment, Anna @ ____ ath point and ¢) everyone that we were talking about entry-level staff. She Co that we didn't pay sufficient to expect computer skils and () that I taining was the company's responsiolity. Geny (rn) us that if we didn't change our recruitment policy, we'd have to spend a fortune on traning, but Anna (n) him the currant cost of training was negligible and (9) _____ we spene more Practice 5 Do you have a favourite line from a movie? Read the following collection Cf quotes from some of the 20th ‘century's most famous Report each one using 2 films. ‘combination of reporting verbs and reported speech. Use the words in brackets to help you. There are different possibilities Bond, James Bond. Sean Connery, Dr No (1962) (cay/nare) Pay it Sam. Humphrey Bogart, Casablanca (1942) (esW’Sam) ‘Mrs Robinson, can't do this. It's al teribly wrong. Dustin Hoffman, The Graduate (1967) (say/because) —_ ‘Are you talking to me? Robert De Niro, Tax Driver (1976) (askime) Frankly, my dear, | don't give a dama. Clark Gable, Gone with the Wind (1939) a Come up and see me sometime. Mae West, Goin’ to Town (1935) (viterme) Hang on, lads. I've got @ great idea Michael Caine, The Italian Job (1969) tous) What have the Romanss ever done for us? John Cleese, The Life of Brian (1979) (wantsknow) Go ahead, Make my oa lint Eastwood, Dirty Harry (1971) rr You're going to need a bigger boat oy Scheider, Jaws (1975) (achise) I"ve had people wak out on me before, but not when I was being so charming. Harrison Foed, Blade Runner (1982) (ecm) be back. Amold Schwarzenegger, Terminator (1984) (thveatewtetu) 19 Grammar and Lexis ink 115Grammar and Lexis links 20 Negotiating Grammar of diplomacy nd lexical choices nuke can have a powerful effect on the outcome of a In business, the gra meeting or negotiation. Compare the following: 1 We reject your offer 2. I'm afraid at this point we would be unable to accept your offer In 2 the use of softeners ('m afraid, restrictive phrases (aa this point), modal verbs (would) and rephrased negati ‘more acceptable, unable o accept) make the rejection itself Leok at the following ways of making what you say in a negottation more diplomatic: 1 Modals: would, could, may, might '* This isa problem. > This would be a problem, © Ofcourse, there's a disadvantage to this. > Of course, there could be a disadvantage to this. In both examples above the speaker sounds less dlirect, but in the fist example the basic message doesn't change. This would be a problem still means it is a problem! But it sounds etter. 2 Qualifiers: slight, a bit, rather, a few, et. = There may be a delay. > There may be a slight delay © We're disappointed with the discount youre offering. > We've rather disappointed with the discount you re offering. Qualifiers soften the impact of bad news, but don't actually change it. 3. Rephrased negatives 1: sto! very totally, completely + positive adjective We're unhappy with this arrangement. > We're not very bappy with this arrangement. = Fm unconvinced. > Im not totally convinced. Using positive adjectives makes you sound more positive ~ even when you use them in the negative! 4 Rephrased negatives 2: smable, not able, not ina position to ‘© We can't go any bigher than 7%. > We're unable to go ary bigher than 7%. © We won't accept amyibing less. > We're not in a position to accept anything less Try to avoid using can't and won't. They make you sound powerless and obstructive. 5 Negative question forms: shouldn't we wontldn't you © We should be working together on this. > Shouldn't we be working togetber on this? 118 20 Grammar and Lexi link 10 = You'd be taking an enormous risk. > Wouldn't you be taking an enormous risk? Negative question forms are incredibly powerful in negotiations. Questions sound more tentative than statements and are also more persuasive. Use them, to make suggestions and give warnings ‘Comparatives: er, more, less + Were looking for something cheap. > We're ‘ooking for something ebeaper + Would you be prepared to consider thie? > Would you be more prepared to consider this? ‘The use of comparatives makes what you say sound more negotiable Softeners: unfortunately, I'm afraid, 10 be honest, with respect, ee ‘+ This doess't meet our needs. > Unfortunately, tis doesn't meet our needs. = You don’t quite understand. > With respect, you don't quite understand Softeners at the beginning of a statement signal bad news, With respect is a particularly bad sign! Restrictive phrases: ai the moment, at ibis sage, 0 far, That's our position. > That's our position at the moment. + Idon't think we can go any fiutber, >! don't think we can go any furtber at this stage. Using a restrictive phrase does possibility of furure movement, ‘The passive: it was understood, it was assumed, ete. © You said you were ready to sign. > It was understood you were realy to sigh © We thought you bad accepted these terms. > It was assumed you bad accepted these terms. By avoiding the use of statements beginning You ‘said... and We thought ... and using passive forms instead, you depersonalise the situation and reduce the amount of personal responsibilty or blame. The -ing form: were aiming, bad been boping We aimed to reach agreement today. > We were aiming 0 reach agreement by today. © We bad boped to see some movement on price. > We had been boping to see some movement on price. Using the Past Continuous keeps your options open = you were aiming to reach agreement and stil are. ‘The Past Perfect Continuous closes the door a litle more ~ you've stopped hoping, but could be persuaded to hope againPractice Study the information opposite and make the direct remarks below more diplomatic using the words in brackets t0 help you. a This is too expensive, (unfortunately / would) 1b We're not interested in your economy model. Kweomld ibe) © It will be difficult to sell the idea to my boss. (unfortunately / may / very easy) We should be near a decision by now. Ghouldatt /a bit nearer?) @ We can't pay straight away. (afraid / might not / able) fT won't make any promises. (aot / position / this stage) 9 This is difficult for us to accept. (would / a litle / the moment) fh You said you wanted wmediate delivery, (understood) sales service: i We hoped you would provide afi (honest / hoping) J Our discussions have been unproductive, (not very / s0 far) Lat I Sopra seteontg KA fixed interest rate would be @ good idea, (wouldn't / better?) 1 We had aimed to get further than this this moming, (airing, / slightly) Lexis: Negotiations When a man says he’s going to put all his cards on the table, | always look up his sleeve. Lord Hore-Belisha, British poltician Conducting negotiations Complete the collocations bby writing the nouns and noun phrases in the right-hand boxes. They are all things you might do during a negotiation. terms pressure options _a breakthrough adeadiock — time out Fee] Sales negotiations 4 The following things were said in a sales negotiation. Who do you think probably said them = the buyer, the seller or could it be either? @ What kind of a guarantee can you give us? Would thar be a regular order? © Is that your best price? There are no hidden extras. € I'm afraid it's not really what we're looking for, Would you like to have the product on a trial basis? @ What sort of quantity were you thinking of hh How flexible can you be on delivery times? TMi like to think it over J Tean't be any fairer than that kk What immediate benefits could we expect to see? Supposing we were to offer you deferred payment? mM Weill match any price you've been quoted AL What sort of discount could you offer us fon that? © Could we rely on you to meet all our deadlines? Now, we'll just need {0 somt out one or two details So, if you'd just lke to sign here 2 The following collocations all appeared in the negotiation in 1. Try to find the other half of each ‘one in under 90 seconds! a regular benefits extras offer deferred a guarantee the details delivery match a deadlines a basis 20 Grammar and Lexis ink 147Additional material 4 Keeping track Clarifying specific points Speaker A 1 Read out the text below to your partner When you read the information in bold, whisper so he/she can’t understand! Your partner should ask you for latfication. If not, keep reading! ‘THE FAMOUS BUDWEISER COMPANY Budweiser is the world’s bestselling brand of beer. In the USA it represents 22 per cent of total beer sales. The American company that mules it is the biggest brewery in the world with 50 per cent greater output than its nearest competitor, the Dutch multinational, Heineken. Budweiser isthe all-American beer With its enormous marketing budget, it spent more than 32 million dollars to be ‘an official partner’ in the soccer World Cup. Over the last 40 yeas, the company has had many advertising slogans, But by far the most successful is ‘Budweiser: the King of Beers 2 Listen to your partner reading out a similar text. Ask him/her to clarify anything you don't hear or understand. 4 Keeping track Pointing out discrepancies Speaker A 1 Read out the following sentences to your partner. Each one contains a silly discrepancy. Can he/she spor ie Tove Scottand, especially Dublin b_Lalways drink German wine. Bordeaux's my favourite. © frst met Ulrike yesterday, She's one of my closest friends. dee nearly given up smoking. Pm down to about 30 2 day now @ et me introduce you to my wife. And then TIL introduce you to her husband. 2. Listen to your partner reading out some sentences, Can you spot the discrepancies? Query any you hear Using some of the expressions on page 18. 148 Additional material 6 Business travel The nightmare journey Speaker A ‘Work with a partner. In each of the situations Selow you are a business triveller. Your partner is the other speaker 06.00 Business traveller: You didn't get your 5 o'clock alarm call at your hotel this morning, so you overslest! Now you've missed your taxi to the airport. Your pline leaves in 90 minutes and it’s at least half an hour to the airport Go and complain at the reception desk. Get them to ook you another taxi and telephone Heathrow airport to say you are on your way. You start: What happened 10 my alarm call? 06.15 Business traveller: Your taxi has finally arvived. Explain that your plane leaves in an hour and a quarter and that you must be on it. If you miss the Zurich ‘meeting at 11.00, your boss is going to kill you! You thought about taking the Underground, but you have a very heavy bag of product samples to cary. You start: Heathrow airport. Terminal 1. And please bury! 07.00 Business traveller: By some miracle, you have arrived at Heathrow! But your plane leaves in half an hour. ‘You'll have to run! You didnt have time to chenge any money at the hotel, so you only have three £5) notes and your credit cards, Pay the taxi driver and go! 07.15 Business traveller: You are at check-in with your case Of product samples for the Zurich meeting and your hhand luggage. Fortunately, the hotel phoned the airport and they were expecting you. Thank god you'e travelling business classt 0730 Business traveller: After all the panic to get the airpon, your British Airways fight is going to be delayed for an hour and a half! You wanted to fly Crossair, but they only had economy class seats left. Now there's, nothing to do but wait, Luckily, your meeting i three hours away, so you can stil just make it09.15, Business traveller: You managed to get a seat in ‘economy on the Crossair flight. You're scheduled 10 arrive in Zusich in an hour, which gives you another 45 minutes to get to your meeting. You might just do it! Suddenly, you hear the following announcement: Good ‘morning, ladies and gentlemen. This is your captain speaking. I'm afraid I've just been notified that, due to bad weather over Zurich, we've been diverted to Geneva. ‘Lam very sorry for the inconvenience this may cause, ‘and wil keep you informed of any furtber changes to cour schedule, You smust call Zurich! Ask a flight attendant if i's OK to use your mobile, You starts £7, excuse me! 6 Business travel The red-eye Speaker A Tis 9.30pm, You are in the crowded arrivals area at ‘Newark airport in New York. There has just been 2 terrible thunderstorm and itis still pouring with sain, ‘You are picking up a senior colleague who works in ‘your Cologne office. Because of the weather, their Might js wo hours late, but your boss told you to ‘look after them well’ ~ take them out to a top-class restaurant, maybe @ nightclub or two. You have never met them before, so you are holding up a large piece of card with their name veritten on it. ‘Your car is just five minutes away in the car park. You have booked a table at Guastavino’s, a fabulous restaurant in Manhattan and are looking forward to an enjoyable evening. According to your boss, ‘money is no object. If he can, he’s going to join you both later for drinks. ‘You've been working very hard recently. Tonight you are going to relax and have funt 7 Handling calls Unexpected phone calls Speaker A Call 1 You make the call 1730 local time ‘You work in the marketing department of S Cosmetics, Tokyo. Phone the advertising department of Cosmopolitan magazine, Paris. You want to speak tO either Monique Leblane or Philippe Roussel about the cost of a full-page advertisement. seid Call 2 You receive the cal! 1030 local time You work for Barclays Global Mutual Funds in New York and deal with corporate investment. Your colleague, Neil Thomas, deals with company pension schemes, but you have no idea where he is, He went ‘out to get a bagel an hour and a half ago and hasn't ‘been seen since. You're very busy and have to keep putting Speaker B on hold to deal with different problems. Neil's mobile number is 181 650 77 Call 3 You make the call 1500 tocal time ‘You are a sales representative for Fujitsu computers, UK, You're calling Speaker B at General Accident Insurance with a quote for 25 laptops, which they asked for by responding to one of your company's Internet advertisements. You have a range of discounted prices {you can offer from $19,000 to $48,000 depending on the ‘model. You could e-mail these, but prefer to phone because it gives you a chance to get an appointment. all 4 You receive the call 1045 tocal time ‘You work for Burson-Marseller, the world’s biggest public relations company, and are based in Boston, USA. In the course of your job, you get to go to a lot of conferences and meet a lot of people. You can't always remember them all, although it's an important part of ‘your job to pretend to do s0, You've just got a new ‘boss, who you don't like very much, and are on your sway to 2 meeting with her now. ‘Additional material 1188 Making decisions The decision-making meeting Plan B GB o.0.1f you are unable to reach a decision on the new Bond, perhaps irs because the film series itsel? needs to be brought into the 21st century. Why not break with tradition altogether and make the Bond character a woman? You could reverse all the stereotypes and attract a completely new audience. You ‘know the actress below is interested in the idea, Read her profile, then listen to an interview extract. Dane Farhi 26 ‘Anglo-French single I 1.78. skim, sthiste ‘Swam for hor university Black bet Taskwondo, Did a ta degree at Carixidge before ging into acting, ‘Arising sta who has become ‘hat property" in Holywood afer her huge success inthe action tile Spider. Web. ‘st completed a tweve-waok run on Broadway. Though ‘yplcally Bish, he Americans love ha ‘Won a Goiden Pam at the Cannes Fim Festival for her frst Holywood im, Diane's ‘bankabity’has noreasod cramaticaly in the ast two years. Now eams at last $2 millon a fn, Likes to combine serious theatre work with escapist ms. Says she thinks a female Bond is just what the 007 series needs. 120 Additional material 15 Snail mail Could I see you a moment? Speakers A and B Situation 1 Speaker A, you are the boss. Your secretary, Speaker B, just gave you this letter to sign, Point out the mistakes in it and tell him/her how to rewsite it. There are 22 ‘mistakes in all, Don't sign anything until he/she writes property! Speaker B, defend yourself You were in a rush when you wrote the letter and can probably correcta lot of it ‘without your boss's help. Speaker A starts: Could I see you a moment ..? Devember 3D Dacr Mister Barghiel Fam writing to confirm our apointment on Dec 7. OFF course, Ihave your adress, but Lam wonder if you ‘ould to send to me instruction on how to gett your offie for that Iwill be come by my car ‘Alot of thanks. I very much am look forward w meet you Yours faithfully, Useful language You don't need That's spetied | That should be .., not. With an 's! / without 's! ft = dowlet ‘ABC = capital letters abe = lower case letters | ‘= full stop/period | (= bracketsSituation 2 Repeat the previous activity. This time, Speaker B is the boss and Speaker A is the secretary. There are 23, ces in the letter. raker B starts; Could I see you a moment .? Mai 7th Dear Doe Jane Garland, With referance to your onder (ef NO, 606-1, 1am regretting informing you that the the DCS1 is cumrantly ‘out of stock May I suggest you consider t upgrade to the DCS2? When you ae interesting, I would be happy to send you detaes. “Letting me know i can to be of any furthest help? You're sincere, 20 Negotiating The transfer ‘Negotiating team 1: The player's agents ‘You represent the interests of (choose or invent a name), the 8-year-old superstar striker who plays for (choose or invent a club). Already ‘a member of his national squad, your client clearly has of him, His current team has set a brilliant career ah 1 transfer fee of 48 million, which is quite a lot for such young player, but fair considering his enormous potenuial, The final transfer fee will be agreed between the two clubs and is nothing to do with you, Your job is {0 negotiate your clients financial package with the ‘management of Manchester United. You do not have to seach an agreement with, Manchester. Barcelona, Juventus and Arsenal are also very interested in your client, But you do know he particularly wants to play for them, so you have approached them first. I fs in your i ere get a higher than average wage for such a super player of international status (more than £350,000) ‘+ get a good annual fee (your agent’s commission will be calculated on the basis ofthis) + go for the shortest contract you can get or one wit a very low termination penalty (your client may not be as happy at Manchester as he hoped) secure a fair percentage of merchandising profits (maybe 15% ~ the fans are sure 10 want to buy products with your cients name on). But you may need 10 be flexible on some of these points. ‘Your client has also asked you to Uy to get + a penthouse apartment in central Manchester (he wants to enjoy the nightlife) = wo left-hand drive sports cars (preferably Ferraris ‘or Porsches) for himself and his new wife ‘+ fitse-class air tickets for his immediate family (eight people) to come and visit him occasionally plus half a dozen trips home for himself every year. [At present your client has a £100,000 a year sponsorship deal with Nike, which he would like to keep. ‘The negotiation is scheduled to be held at Old Trafford, First, with your team, work out your opening, target and, walk away positions for each of the following points ‘When the other team is ready, they will invite you into the boardroom, You may take two five-minute time-outs during the meeting, if you need them, Write down any terms you agree to. op | TP | wap Basic wage ‘Annual foe a a g a ‘Additions! material 1214 Keeping track Clarifying specific points Speaker B 1 Listen to your partner reading out a text, Ask hinvher to clarify anything you don’t hear or understand, 2. Read out the text below to your partner. When you read the information in bold, whisper so he/she cant understand! Your partner should ask you for clarification, IF not, keep reading! ‘THE ORIGINAL BUDWEISER COMPANY Budweiser is one of the Czech Republic's coldest and most famous beers. In fact, the brewery which makes itis over 700 years oe Ii shares its name with the best-known US. brand hecause in 1876 the Americans decided to name their product after the small Hungarian town of Budweis. Afier a long legal dispute, dhe Czech ‘company now markets its product under the ‘Budweiser name in more than 40 different ‘countries, Obviously, this has confused some ‘constumers, So the Crechs, with fae fewer resources than the Americans, have responded by advertising it simply as “Budweiser: the beer of Kings. 4 Keeping track Pointing out discrepancies Speaker B 1) Listen to your pantner reading out some sentences. Can you spot the discrepancies? Query any you hear using some of the expressions on page 18 2 Read out the following sentences to your partner ach one contains a silly discrepancy. Can he/she spot i Ive got three children ~ one of each, b We met the French negotiating team at their headquarters in Lisbon, © Tm worried about this trip to Denmark. For one thing, I don't speak a word of Dutch 1d The managing director must be at least 70, But it’s his grandfather who really runs the company work for a firm called Network Software, We make washing machines, fridges, that kind of thing. 422 Additional materia! 6 Business travel The nightmare journey Speaker B ‘Work with @ partner, In each of the situations below your partner is a business traveller. You are the other speaker, 06.00 Hotel receptionist: You have just come on duty at the Novotel reception desk. Your colleague, who went home five minutes ago, says there has been a problem ‘with the internal telephone system all aight. Since you arrived it's been one complaint after another! 06.15 ‘Taxi driver: You have just picked up someone at the Novotel who wants to go to Heathrow airport. On your ‘way to the hotel you heard this on the radio Trafic news now; and there's been a major accident on the M25 this morning involving three lorries and eight cars Police say to expect delays of up to an hour. If you're travelling to Heathrow this morning, you're advised to abe the Underground to Paddington station and then the Heathrow Express 07.00 Taxi driver: Fortunately, the traffic was not as bad as you expected. But your last two passengers paid you in 50 notes and took nearly all your change ~ you only have a £10 note and three pound coins. There is a cashpoint machine in the airport eminal if you need it, but another customer is waiting to get into your taxi You start: Wel, we made it! That's £23, please. 07.15 Checkin clerk: You are checking in a late business class passenger. Their hand luggage is OK, but their suitcase is well over the 25 kilo limit ~ 38 kilo’ The Aight is fll and due to depart in 15 minutes. You cannot accept their luggage. You could book it onto a later flight if they pay excess baggage. You start: /'m sorry but your case is too heavy. 07.30 BA representative: You are at Gate 42, Heathrow airport. Flight BA922 to Zurich is delayed and you have 1 Jot of unhappy passengers siting in the departure Jounge. A few have already asked for seats on the 8.30 CCrossiir flight. You have just received this message on your mobile: The plane has serious mechemnica! problems cand cannot leave London today. Another plane is lying out from Zurich, but there will now be a delay of approximately four bours. You start: British Airways regrets fo announce09.15 Flight attendant: You arc the chief steward on Crossair flight 711 from London Heathrow to Zurich. Unfortunately, your flight has just been diverted to Geneva because of bad weather, A lot of passengers are geting angry and insisting they make phone calls. The use of mobile phones is suictly prohibited on aircraft and in-light phones are only available in business class 6 Business travel The red-eye Speaker B Iis 9.30pm, You are in the crowded arrivals area at ‘Newark aisport in New York. There has just been a terrible thunderstorm and itis still pouring with rain. ‘You have just arrived 1wo hours late after a nightmare flight from Cologne, Normally, you are a good flier, but there was so much turbulence you were almost sick on the plane. You don't know who is meeting you, so you are looking for a sign with your name on it ‘To be honest, you don't feel like talking much and ‘would just like to go straight to your hotel, bave a shower and go to bed. But maybe you should eat something light frst ~ it's a long day of meetings tomorrow and you want to be on good form, “This fs your first time in New York. Its a pity you feel soil 7 Handling calls Unexpected phone calls Speaker B Call 1 You receive the call 0930 toca! time ‘You are a student of journalism in Paris working for Cosmopolitan magazine during your summer vacation. There was no one in the office when the phone rang, so you picked it up, You've never spoken English on. the phone before anc misunderstand everything Speaker ‘tells you, After a minute or so, end the call by offering to get someone who speaks better English Call 2 You make the call 1630 local time ‘You work in the finance department at Daimler-Chryster in Stuttgart and are responsible for the management of the company pension scheme. You want to query something with the fund manager at Barclay's Global ‘Mutual Funds in New York, Neil Thomas. I's rather ‘usgent, You finish work at six. Call 3 You receive the call 1500 local time ‘You work in the sales department of General Accident Insurance, UK. You are holding a meeting in your office to discuss the training programme for your new intake of 25 sales personnel. At first, you have no idea who Speaker A is when he/she calls ~ probably a sales rep from one of the computer companies you contacted on. the Intemet the other day. Be civil, but get him/her off the phone, Call 4 You make the call 1045 tocal time You work for a small public relations company in Bath, UK. 18 months ago you met Speaker A at an international conference in Chicago. He/She works for Burson-Marsteller, the world’s biggest PR firm. You got ‘on very well and stayed up Ull three in the morning, ‘You mentioned you'd love to work for a bigger company and he/she offered to introduce you to his/her boss if you ever came to Boston. You're in Boston, at the Logan Airport Hotel. Your mobile number is 751 533 200. 20 Negotiating The transfer Negotiating team 2: Manchester United ‘You represent the management of Manchester United Football Club and are interested in buying an 18-year- old superstar striker (ash Team 1 for bis name) who plays for (ask Team 1 for the name of his club). His current team is asking for a transfer fee of £8 million, which is quite a lot for such a ‘young player, but fair considering his enormous potential, However, you are not negotiating the transfer fee today. Your job is to negotiate the financial package on offer. ‘You do not have to sign this player. There is no shortage of young internationals wanting to play for the world's most famous football club. But he is something, ‘special. With the right training, he could become one of the world’s top players within the next five years It's in your interests to: ‘= pay no more than the standard wage (already high at $300,000) + keep the annual fee as low as possible (it could always be raised on renewal of contract if your new player lives up to his potential) + go fora five-year contract with hea ry penalty for early termination (you don't want to invest in the development of a player who disappears to another club after just a few seasons) + pay as low a percentage of merchandising profits as possible (perhaps 5% — you don’t know how ithe new player will be with supporters) opt But you may need to be flexible on some of these points, Additional material 128You can also offer: ‘+ the use of £950,000 house with six bedrooms and ‘swimming pool, in a quiet suburb twelve miles ‘outside Manchester ‘+a brand-new, top-of-the-range 4-wheel-drive Jeep for driving to and from matches and taining = three si-class lights home with British Airways, You understand the player currently has a sponsorship deal with Nike, which would have to be cancelled. Nike sponsor your main rivals in the Premier League, Arsenal, The negotiation is scheduled to be held at Old Trafford Fist, with your team, work out your opening, target and walkc away positions for cach of the following points When you are ready, welcome the player's agents into your boardroom. You may take two five-minute time- outs during the meeting, if you need them, Write down any terms you agree to, op oP Basic wage Annual fee Length of contract ‘Contract termination feo Porcentage of | ‘merchandising profits ‘Accommodation ( Fights home WAP Ps 4 Keeping track Quiz answers (p19) + abillion 2. Michael Eisner of Disney 3. the VW Beetle 4 mM 5 The Yomiutt Shimbun 6 Microsoft 7 Babie 8 the electe light © ireland 124 Additional material 8 Making decisions Questionnaire analysis (p32) Whether you wrow yes or no is unimportant If you wrote it depends to five or more quesions you are a reflective decision-maker. You like to take your time thinking things through before coming to a final decision, In some jobs this is a good strategy. But we live in a world of rapid change — be careful you don't take too long to make up your mind! If you wrote # depends to wo or fewer questions, you are a reflexive decision-maker. You'd rather think fast and make the wrong decision occasionally than take so Jong to decide you miss an opportunity. ‘This can be a vital skill for a manager. Just make sure you're right, more often than you're wrong! If you wrote it depends to three or four quesions, you are a balanced decision-maker. You don't waste time agonising over simple decisions, but you don't rush decisions that have serious implications either. You seem to be in control of both your head ancl your heat, But are you so in control you never take a risk? 10 Small talk Comments on qu ionnaire (p40) @ Business people from Latin and Arab countries tend to have a more flexible, ‘polychronic’ atthude to time than their ‘monochronic’ North American and North European counterparts, for whom :ime really is money, Their ‘high-context’ culture also places ‘greater emphasis on personal relationships than low-context’ Northerners do, The message? Try not 10 be 100 busy for Brazilians or Italians aad don't ‘mess up Americans’ tight schedules b A good sense of humour is an admired quality in many cultures ~ notably British, American and most atin countries ~ though the type of humour may vary from wordplay to sharp sarcasm to innuendo and even the surreal, Ia other cultures, however ~ pantcularly Germanic ones — humour is not usually considered appropriate in a business coneext. The message? You don't have to be a comedian with the British, but always smile at their attempts at humour ‘With Germans or Swiss, leave the jokes for the bar after the meeting, © The amount of socialising you do prior to and during 4 negotiation will depend both on your own and the opposing team’s negotiating styles and ‘where the negotiation is being held. In Japan, for ccxample, the negotiation process is long and relationship-building plays an important part, The same is true of the Middle East, In the USA things move faster and their negotiating style tends to be both more informal and adversarial. In Germanythere may be litle time for small tlk. The message? Follow your opponents’ lead, but do all you can to create rapport Mixing with colleagues out of work-hours is an integral par of business in America where many companie: a both captain and coach. Elsewhere, there may be a strong dividing line between work and home. The ‘message? In socal situations simply be yourself Neither do anything that offends you nor that you think may offend your hosts. © Different people have different ideas about where is an appropriate place to do business. For some, talking about golf all morning atthe office, and business all afternoon on the golf course is quite normal. Others do more business in bars than boardrooms. But these days people are more culturally awaze and don't usually expect foreigners to observe their own business customs. The message? A polite refusal to go to a Finnish sauna fora Spanish Bullight will not usually offenc! are nan like sports teams with the boss 11 E-mail Answers (p44, ex4) According to the Institute of Directors, the majority of business people receive around 30 e-mails a day. As it kes about 5 minutes to read and reply to (or ignore) each, that means 2 and a half hours’ work or a quarter of the working day, According to Fertos Research, the average executive spends 326 hours a year dealing with e-mail, and this actually increases productivity by 15-20%. Unfortunately, another 115 hours are wasted deleting ‘spam’ (unwanted publicity material) from their inboxes. According to a recent Internet survey, nearly three quarters of business people have sent an e-mail and then regretted it. Hasty written messages can easily sound too direct or even rude, and upsetting a colleague with an angry e-mail (or lame’) can seriously ‘damage your professional relationship. According to the Society for Human Resource Management, roughly a third of employers look at their employees’ e-mail, and over 70% believe they have a right to read virtually anything writen on the company’s electronic communications system. 14 Being heard Comments on questionnaire (p57) “The questionnaire shows what type of ‘animal’ you are in meetings. First add up your total number of points points Disagree = 1 point b point Disagree = 0 points © Agree = 1 point Disagree = 0 points a points Disagree = 1 point @ Agree = 0 points Disagree = 1 point f Agree = 1 point Disagree = 0 points @ Agree =1 point Disagree = 0 points Agree = 1 point Disagree = 0 points If you scored: (0-2 points You're a mouse at meetings ~ shy, quiet, you don't like to be the centre of attention. You make a very good listener, bur need to say what you really think more often. 3-4 points You're a fox at meetings ~ sly, patient and sudden in your attacks on other people's points of view. You don't say much, preferring to let others give you all the {information you need to destroy their arguments 5-6 poius ‘You're a horse at meetings ~ enthusiastic and full of ‘energy, it takes a strong person to keep you under control. You work very hard to get your ideas across, but will sometimes do as you're told just to keep the peace. 7-8 points You're a bulldog at meetings ~ loud, proud and fond of the sound of your own voice. People know you always ‘mean what you say, but you need to listen to what they're saying a bit more often. ‘Adgitionel material 125Recordings International English Ba Speaker 1 ‘ell, to be honest, learning English isn't any idea of fan. 1 mean, rock concents ars fan. Motorices are fun, Snowboarding is fun. Learning English isn't fa, 1s ard work But is woth it I dont need English every day in my job right now: Sut if want to get on in my career, | know 'm going to need it more and more. English is where the money is, 301 jst think f as an énvesiment im my fe "Ne Swiss are very practical ike that, Speaker 2 dm, well, 1 accept that English is dhe language of the media, but Im nat so sure about business. Personally, 1 know a {ot of business people who speak almost 0 English at all. Twenty-five per cent of the world speaks English. OK, but that means 75% don't. The way I see i, im ying 9 sell you something, I should speak your language. But f you come to Ecuador to sell me something then you should speak Spanish Speaker 3 ‘Coming from « ny county like the Tetherlands means we've always had to speak foreign languages. So is nothing sew for us. The same goes for people from Luxembourg, Begum, Scandinavia Bghiy per cent of Dutch people spese English. Most of us speak some German tuo, or French, We cenainly don't expect anybody to speak Duteh! In fat, the Brn I ‘work for rece inirodlucl English as ‘be offical company language. So now 1 speak Hnglsh all day ~ (0 shee Dutch eople! Speaker 4 Im aa I eeally don’ ike Fish that much. find the pronunciation very Ciiule Is eertaialy not as beautifal 2 Janguage as my language, which is Talian, And, anyway, I think i's more iffcutt as you get older to lear foreign Tongues. But my company wants me to learn English, so T don't really have much dice. Ira quarter of the world speaks Tuppose | must 100. But FI always ‘ink in Heallan. My brain works in Taian, 5 don't know why pope who speak Buropean languages complain about Jeamning English. Try learning it when your tative language & Korean) Actually, I find can speak English OK, fm doing Iasiness with other non-native speakers, like Argentinian or Japanese. But with, 126 Recordings ‘ative English speakers, Ido feel at isadvaneage. Ive heard that 66% of Bish people dont speak a foreign language ata. Hardly sursing when so ‘many of us have to learn English Speaker 6 ‘Well, actualy, I love English, Is tne the pronunciation i qute had to get eight ‘but he grammar is much simpler than ey language, Hungarian ~ at least atthe beginning, Thavs the thing about English ~ it's easy to speak 2 ile quite quickly. gets harder ater, of course Frankly, 1 doa't know why some French and Germans are against using English words. Ie seems 19 me that English i ull of foreign words — especially French and 2 Making contacts Be: Extract 1 Jal an hoor from the wosd’s most romantic cy and rated by conference organisers the hotest venue in Bur Disneyland Paris's corporate liens inchude American Express, Unilever and MCI ‘WorkdCom. If you think business and the ton King dont mix, te Disney magi will soon change your mind. With its wnlque atmosphere and superb fully equipped convention centre for 2300 people, ts 9 meeting rooms and 3,000 seqare metres of exhibition space, Disney’ theme park ‘8 sure to be a huge success with both you and your family. As well as fabulous ‘banqueting facies for over a thousand people, Disney i able to arrange special pvate events, such as the amazing Journey thovgh Tie and the Cape Canhbean’ adventure on if you prefer, golf tournaments a team-building activities. Wat Disney's aim was always to make people happy” and that aim now ‘extends 10 corporate hospitality in the cultural heart of Europ. Extract 2 Two thousand years ago it was the home of the ancient Mayan civiisaion. Today CCaneun isthe most popular resort in Mexico, its unspe coustine a watersports paradise, With ls 426 rooms overlooking the Caahbean, 24-hour room service, express checkout, outdoor pools, residents only ealdh ub and 200 mewes of exelusive private beach, the Ikon ‘Cancun is rated among the three bes hotels in Latin America. Whether _swiewming with the dolphin or playing roulete in ts own offshore casino, you can be sue of un experience to remember (Or why not take advantage ofthe Iilt's car rental service and explore the nearby ‘ins of Chichen lat? Whatever your company’s needs, send them your requirements and they wil lan the logistics for you. What's mor, if you book fon special value dues, youll get @ ‘generous 10-30% discount. This year, why ‘not kt your annual conference be past of Cancun’: 2000-yearcld tation? Extract 3 ‘AL 321 metres high, higher tan dhe Eifel Tower and only 69 mettes stoner than the np State Building, the magnificent Bus Al Arab i the world’ tallest and most Ixurous hove. Diamond white by day and a raibow of colours at night, ‘ceupying a central location in Dubsi wih Might connections io all the major tes of the Woda, the Bus) Al Arab ‘combines the late technology withthe fines tations of te pas. Spacious deluxe suites from 170 1078) square metres, inzoom laptops with Internet access, full conference facies om the 27th floor, a VIP helipad om the 28, goklen domed bloom and a world: ‘lass restaurant wih spectacular views actos the Arabian Gulf ll goto make this the ultimate business venue. As they say in the Fmirates, Welcome honoured sues. Ea Conversation 1 ‘850, thas Why to ws ve ous to ftom the etport wo the hoe. Who's that guy over then, by te way? Bs ine ‘A The one at he tale in the comer in the dark te. Over thee, taking 0 those people 1: Oh, lam. That's Klas Metin he works tthe Stuart fe. Or is Hamburg now? te in the e-business division, anyway. Why? A Hes ping ll, at be 1 Ui [think so, Yeh, somthing about cnlae Banking, Ustch sa. ‘Tim Td ute ike to alo hi 1 ge the chance Ise saying Here, do you know? BH, no, hes probaly athe Hy, “Thats wire most of Uae Geran sre saying 4: You could inoduee ws, could you? ‘Wel to tell you the wut we dott realy goon ha eather nasty argument with him once $0 maybe Fmt notte best person 1 ask 46 Oy, sgh. Nevermind, Peeiaps T catch hin le. Conversation 2 GM, Max, How ae thing? We were jst talking about dat womsin over there D: Who? (C:The woman in the pink top with the blonde hai D: Ob, yes : You know het?D: G >; > Er, yen That's Hanna James Hannah who? ai James, She works for some weied stress ‘management organisation ia Oxford ‘You know, mcitation, pot a exytal on your desk find your inner child. All that kind of rubbish (¢. What on earth is she doing here? No ide. Trying wo get us to buy another course on stress management, I imagioe ‘You mean we use her company? Yes. Apparendy she did someting at four Copenhagen office. rheard ss a tonal disaster Really? Mon, i's along stony. She's ging 2 tlk ‘on executive burnout on Thursday. Td five ta miss f Tere you Right. Acnaly, she saying at my hotel, the Sheraton, I saw her lastnight (Oh, youre atthe Sheraton, ae you! Whats ic ike? Very comfortable Bi big and personal, though. You know what these places are like Conversation 3 B F ® “Tom, you know nearly everybody here ‘Who's cha auy by the door ~ with the brown sweater and the allan accent? (Oh, you mean Piewo Blanco? Is that his name? Who i he? He’ in human resources, based in Rome ~ does al ovr reewuing in Southern Purope. Amazing speaker. 1 think e's doing a sesion this year on incerviewing skis. Should be good. Really? I mus Rot that. Rome, you say? You know, Tve been trying 0 get a teansfer tothe Rome office for yeas ‘ell, Pieto's the person you want 16 talk to. think he's staying at your hte. The Hilton, ight I should wam you, though ‘Whae ‘Well, fom what 1 hear, he's extremely fic 0 work with, Big ego. A end ‘of mine applied for job wil him last yeas Did they get 1'm afraid net. Actually, dey were quite pleased. They sid he'd make a terble boss, ‘Oh, wel, maybe I should go to bis tall fis. Conversation 4 G « cS ‘Chris, who's that woman over there by the table ~ withthe shor dark hair? Ob, yes That's cy, what's her-name? Gavia HP Hall, Cara ll, that’s 1 saw her coming out of the Hyat this tmoming She'sa sales manager at the Eainburgh office. Giving a talk on ‘customer relations tomorrow. Is it fn the programme (hb, yeah thats right Isat she supposed to be joining the Bucharest fice soon? Yes, well, doat tell anyone, but, apparently, is demotion ‘A demotion ~ no! How did tha happen Wy ala big secret. But you see that ‘guy over there Inthe comer by the ‘enrance? The tall one inthe grey shit G talking to Pet? That's her ex-husband! “They put him in charge of Feinburgh thrce menths ago, the two of them had problems snd now? Car's lewving 1 Take up a more junicx postion in Romania How asf. eshaps Tl go over and cheer her up. She looks 2 bit looely (over there all by hers. Eos Conversation 1 as B a B 1s this your first visit to Russia? Fr, yen ts, actualy, Fascinating place. Yes, int #7 I come here quite alo ‘What do you do, by the way? I see you work for Glaxo How di you know? ...Ob, yeab, my badge, Yeah, Pm in R&D. Molecular modeling to be precise Really? We should tale Can T get you a dink? Ef, o thanks. tim fine. Wel, ust a top-up, then. Thanks. What are you doinking? The Chardonnay, fant i? nm, yeah. So, what Hine of business are you in? Conversation 2 G D: « i, Fiona Ilunt. SunMicrosytems. Mind if join you Fm, no. Et, Michael Stele Pleased to meet you, Mike. Try one of ‘these they're delicious D: By thanks, Dut seafood doesnt agree c with me (, then ty the cheese dips instead, ‘They're good too. Have we met somewhere before? Oso, peshaps? Toni think $0 Mm. Iwas sure I recognised you Youre an Aquarss, arent you? I can vel Be Wel, {don't know. not really into « D: G D, horoscopes, Pm afraid. ‘When's your binhday? (Oh, ex February’ the 2d. knew it typical Aquat Fe, yes Ge, that the sine? If you'll ‘excuse me, have to make a phone call It's been nice talking t0 you. Conversation 3 E F {really enjoyed your talk this morning. (Ob, thanks. Yah, it went te wel, 1 think, “You had some very interesting things 10 say, Pm Amy Cooper, by the way. Yes, Tike to talk 0 you about some of ‘your ideas. My company may be interested in your peoduct. Where are you saying? At the Regency. Tm a the Hyatt Why don't we fix up tine to ehat over a dn? Here's my cad OO, thanks, ve yok mine here somerset. Don't worry. 1 know who you are. So, how are you enjoying the conference? Wel i's been goox! so far. More ‘people than ever this year. But, er, Some this weather awful? Halfa metre of snow this morning, | heard. 2B Yeah, i ets prety cold here in Moscow, tha’ for sure, Fim, would you excuse me a moment? Pl be right back. Conversation 4 'S, how's business? ‘i Fiba, Ths mergers mene quis aif work for us, but, fire G: Ho. Well, mergers are often dificult So, ef, what do you thnk about the MidlesEas station? HE Tm sory? GG: The esis in the Mid Fast. twas in the news again this morning 16 Fr, wel, er 6: | mean, i must affect a company lice yrs ~ you being in ol HE Fr, no, 1 think youve mide a mistake {im not in oi. 1 work for Auch G: Aude Oh, sory. Thought you were someone es Hi: That's OK Er, youll excuse me, 1 must just go and say hello t0 Conversation 5 J. ike your watch, An Omega sa Ke Ex, well, to be honest, don't tll snyone, but i's a fae. {J No! Well looks real to me. Where did you neti 1 Turkey. It cos me twenty-five dollars | Amazing So, do you know many ‘people here? 1K: No, not really, ns dhe fs time Eve been to ane of these conferences ‘Me too, So, what's your hotel Hike? 1m, preay comforsble. Nothing special, but fs OK. I suppese. J Yeah, youre at the Sheraton, arent you? Lase yout they el this hing in ‘Mexico, The Hilion Cancun. Fabulous howl, they say. ‘K: Cancn! A bit warmer than here, then! (Ob, yeah. I went there on holiday ‘once. Beal place. Can I get you anything from the buffet? Ob that’ all ight 1 come with you 1 like some more of that Beluga caviar hefore ial gous! 3 Making calls Bs: Arielle B Hell, A Hello. that Dutch Hydro? 1B Thats ght. [A Gan [have the accounts department, please? Bes ‘Ac Som? This the accounts deparment. 2: Oh right. im, Pd lke to speak to Marius Pox, please Byes A: Som? 1 Thats me, [A Wel, why didn’t you say so? B. Can Thelp you? [A:T hope 0! Tm calling about an invoice 1 received, Recordings 127Bee As Ah, Mr Pot, just the person {wanted %0 speak to. 1m ealing about aa invoice 1 received Ehas A: Good! morning, Cheney & Brcone, Can help you? Yes, please . eg. Just a moment Helio? are you stl hex? Yes, somry etn How ean I help you? Ob, ves, can Fspeal 10, eto, er ase Amina. ye 0, ef, Catherine Mellor, please? Certainly, Who's elling, please? Som? Can T have your name, please? ‘Oh, yes, 6 Ramon Berenguer. rom Genex Pharmaceuticals ‘Thank you. Can Task the purpose of your call Mr Berenguce B:Oh, yes. fs aout, e an invoice 2s Thank you, Me Berenguer. Pating you through now, Base 4 Good moming, Cheney & Broome. Can help your 1 yes. This is Ramon Berenguer from. ‘Genex Pharmaceuticals Can I speak to Catherine Nello, please? 4: Certsnly, Mr Serene. Can Tak the purpose of your al? 1 Its about an invoice. 42: Parting you theough now Ghos Message 1 Hello. This Cheryl. { phoned you shout five umes yesterday, but you weren' i, Anyway, | eorreeted those gues yeu faxed me. OK, speak 1 you liter Nessage 2 1H, Peter Ange here. I wanted to tlk co ot aout the project meeting tomorrow, ‘hut you're obviously not there The good reves i we finished Phase One on sie, 4s T explained, I may bea lite lat for the meeting. So just go abead and start cithout me. TH jin you about 10 Message 5 this is Zoli. Juse 1 let you know, 1 Started the repo this morning and just = sailed you the fist past Oh, | included the quarterly accounts inthe repent, 0. Lt me know what you think. Message 4 Nr Caner It's Philip Heath, talked to our stock control manager about the \enemuelan consignment and he says we despatched the goods a weck ago, The shping agent says they delivered them this morning. So, problem solved 128 Recoraings Message 5 Mr Carter. This is Ryan Hope from Siverta.ealled you a couple of wocks ago about an estimate for a coniract in Malaysia. Fem, we discussed my client's reqqirements and, well, | expected (0 hear from you last week, Could you give me a call 6 01455 555959 a8 soon a8 possible, please? Message 6 Pate. i's me. Sony, mate, 1 ted everything, bu head oie say we can’t have any more time. They say they waited six month for she preliminary repo, nother six months for dhe feasbllay seedy and now they want to see some rest, “Anyway, I booked the conference 100m for three tommorrow, jive me a call when ns get, We need 10 talk ca B. Hello. This is Panerson Meat, Syvia Wright’ office. Thank you for caling ‘Tm afraid I'm not able to tle your call right now, bur if you'd like to leawe messige or send a fax, please do's after the tone, and Til yet ack to you 38 soon 8s Fan, Hello, Syvia W's Tim Cuts from the ‘sydney office. | just wanted to know how the meeting withthe people fem “Tesco Supermarkets weal, This s 2 really good chance for ust stat ‘exponting w Brain. I hope their vse swas a succes, Er, give me a ing wien you get in, would you? Bye now. cana & B ello, Tim Cant HL, Tim It's Syvia here, I got your messige Sylvia, hi, So, how did go? Te went prety well think. They sent three people in the end “Thrve? Well, that’s a good sign ‘Yeah, there was Bil Andrews, head of ‘meat purchasing. I think you met bien ‘when you went to the UK last month That's night He seemed prety interested when T spoke to him thea, Yeah, he asked me alot of questions bout our quality conto Unytuh. T thought he might. 1 hope you told him e's got no worries there Teeny ei Good. $0 who else came? Er, did ‘Stephanie Hughes come? Er they sent Jonatan Powel from the marketing department instead, and Nelanie Bums, whos in eharge of Inponed produce ‘Oh, right I didnt meet them in london. $0, did you show them the processing plane 1 did. There wasn't time to do a tour of the factory, but I showed them the packing deparment and the feezer ‘ums Then we gave the presentation soe and lan ~ and tok them out 10 sinner afterward Great. Did they say when they'd let us know? T mean Jo you thik they pice an order oF nat? 3: Well, too eaely to say. But thie they were quite impressed fares They sal they be in touch in the next ‘couple oF days oso. Ther were abit ‘wonted at fit about Brith customers accepting our prov. Although they do sel other exec meats seal ‘Oseich, for example, and that's quite popula A: Em, excuse me for a monent, Sylvia Sorry about that. ust had 0 Sign Something. Where were we? Oh, yes, they were wortied about UK customers accepting our product, you sy? ‘Be Well, I don’ think 4 a problem. E you know what the Brisa like = Animal lowers and all that. They werca't ‘sure if people would aecex kangaroo meat as an altemative to beck 2: Kangaroos are (00 cute and io ce. nuke B; Well, something ie that. Sut I tl them theyre not exactly endangered, There are twice 2s many kangaroos in Australi there ae Auseaans. Kangaroos been om the ment fee for years They agreed it tates good and, 25 Tsai (0 them, isa welly heathy option —ten des les fat than # bet steak and no chance of geting mid cow disease te to 4 Keeping track Ba, Extract 1 ‘A The problem is money. 1k Sony, what did you sy? ‘8: The problem is money. Bi Oh, a8 usual Extract 2 ‘A: We have wo reach decisen by next week 5 Soery, when did you sy? Ac Neat week, B Oh, Tse Extract 3 ‘A: An uparade ail con $8000. 5: Sony, how much did you sy? 4 $3,00, at leas. B: Ob, as mus as that retract 4 2: dik6 Duds spoke to me abou yesterday Sony, who dil you sy? 2: lds Duds ~ fom the Bedapest “ice B: Oh, yes, of coun Extract 5 ‘4: The company i base Tipe, B: Sony, where dil you say? As In Taipe B: Oh, really? Extract 6 ‘A The whole project aight uke eighicen months B: Sony, how long did you sy? A: Eighteen months, 3 Oh, as long as tha?Bee ‘ ws © z B x B “ « c ‘OK. s0, jst give you a summary oF the ses figures for last month Last month? Don’t you mean this mont? No, I mean lst month. This month's Figures aren't ready yt, are they? Ob, no, of course nok Soy So, overall sales fr ast month are up again — by 2% in fact, which is prey 00d, 1, 2692 Shoulda’ that be 6.2 Yeah, up by 62%. Didnt Tsay tha? No, you sal 26. (Oh, ght, Well, you know what 1 mean. So, anyway, the thing , wore _goting the hex: rele in Denmark and Nora ~ 4,000 unis 30.000 That doesn’t sound right to ‘me. 13,0, surely? Io, the figures ate here ~ Denmark and Norway: 30,000 units. enmatk and Norway? Are you sure? ‘That ean’t be eight. Sales have never been good in Scandinavia, That’ us the point. Sales in Scandinavia usualy tele, bat they were excellent in June Jone? nt i July we'e tallag about? Sal! Yes, of course, Jul! IF you'd jut lex me finish! What {wane «© know i if swe could sll preduct in Scandinavia in June, Sy. sn July, then why cant we sel it there every month? ‘Good point. Have you spoken to John shou John? You mean jin. Jim, yes. Whoowe's in change of ‘Northern Eorope these days, Jim Munioe. coulda. Hes had to By to Scotland, His mether's il apparent ‘There must be some mistake. ‘Well, I saw Jim this morning a 1 was coming ia —0n is way t0 play gal, by the look of ‘A: Wha? Are you sure? Wait il I sce him Bias A So, weloome to Tokyo, Mat. 16 good C a to have you on the team ‘Thanks, Sally's good to be here Think you're going w eajoy your thee ‘months her, Mat. Now, this is Sharon Fall She's the person you'll mosly be ‘working with on the project. i, Man, Hi. Sorry, 1 did't cateh your baron, Shacon Hal 1H, Sharon, Sharon's in charge of our corporate loan department. She's sorting out 3 ‘office for you atthe moment. You'll probably be working over at Epic Howse, Sorry, where did you say? Fmipire House. I's our office bulking fom the other side of own, 08, OK A: Dont worry, Tl ake you over there later. Now, you and Sharon will be reporting directly to Daniel Cash, our VP for conporate finance. Sorry, who? Daniel Cas, Bi Oh, right. And he’s the vice-president for 2 A Gorporate finance thought you ro had met? Anyeay, Daniel's had 1 rush ‘ff ca meeting, but he told me w say eld meet you eth a 1 tomorow B: Sorry, I don’t understand, {thought the whole team was meeting fomorrow ‘Ac We were. But, er, something came up. Anyeray, Sharon can il you ia 08 most oF i. Sharon? Yes, youll have two assistants working swith you, Mat Janet White and Rabin Salers OK, (ing it down) Janet White and Hobia Sellers. fanets our top mergers and Aacquistions specialist 1 think you two ‘will get on well. Shel be elping you vith your research. And Robins your lnzerpeter. He's very familiar with business procedures here ~ 2s well as being fluent in Japanese, of course, 1 Sorry, Tm not with you. Interpreter? What do I need an interpreter for 1 ‘thought I was just here as 2. advisor, ‘A; Em. Te stuation’s changed a ile ‘Since we las spoke, Mat. We'd now ‘ike you wo lead the negotiations with ‘the Supporo Bank. In Fs, that wall be your main responsibilty. Ton‘ quite see what you mean, Sally. Ema, Im no negotiator, especially not foe a takeover a hig as this. Tm the uy with the pocket calculator jst rake ste the gures add up. Oh, come on, Mat. Youre to0 modes. ‘We know your track record. Janet can take care ofthe figures, We want You 10 lead the first round of negotiations on the 13. B: You mean the 30th, right? The 13th i next week, ‘Ac Thats right, We've scheduled the fine meeting for next Wednesday. Janet will De able 1 baef you befor then. Tis is ‘your big chance. Tm counting on you ‘Mart. Tow’ you wont lee me dow. 2 5 Speed of life Gs, Speaker 1 Tm an engineer fora car company in Deaf, These days we all have access 10 ‘the same technology. Which means that ‘we're really competing with other ea Iakers on hows fast we can develop, rmanufsctie and launch few models. Ten years ago i took maybe six years 10 develop a new ca. Today we tke to years, One day it may be six months. 1 hope fim aot working here by then! fm Domest, Td have 10 say the cars we bulld sre asia the sme as what our ‘competitor build. Franky, you pay $20,000, you get prety much the same fancy car, whether i a Ford or 3 Renati. Two things you cam beat the ‘competion 0a are litle extras ke electie Imirors on an economy model and delivery times 1 mean, 2t Toyous, you can ‘oder your car on Monday, have it ‘customised to your requirements and deve feaway on Friday. That's what ell add! value Speaker 2 Tim, 1 work fora consumer electonics company in the Methesnds. We make DVD players, digital video camer, that kind of thing 1 can tll you being major player inthis bosiness simply depends on hhow fast you can innovate. Of course, if your escarchers come up wih a new fea, yo know your compeetors are ‘gong to steal i within too wo three weeks So you need a constant supply of new ‘eas. Ive heaed at Sony they develop wo new products per working hour, which is just amazing. Obviously, Soay isa household mame, And that the ether thing you can sade on in this business — your name, You'd be surprised how much ‘more people will pay just to have the sight fname on theie Walkman, which, of course, is Sony, although fm not supposed to say tha Speaker 5 (OK, wel, [work in the computer industry and, believe me, i this busines, you slow doom fora instant, you dk. Take component cass. The price of those i ‘coming down about 1s a week, At the ‘same time, the amount of information you ‘can get on a microchip is going to double about every 18 months. So whatever you ‘manufieture this week, someone will be able 19 do & bets for less money next ‘week! So you don't want product pling wp Jn your warehouses. Take 2 company like Del, Apparently, chey completely turn round their entre stock every Five days ‘Amiaing! But that's what you have 10 do ‘when you're selling product that ate stil developing a market that's ill developing using technology that’ stl ‘developing day by day. ‘speaker 4 Erm, I work in fad management, which is ow a 2hour, sevendaysa- week business. Your local ranch of Burelays may close at four in the afternoon, andthe anager gocs home 0 her busband and Kids, but we never stop! The stock markets teade around the dock. And so do we. The thing these days Is that people have constant and instant acces 0 information via the Internet, so they all amateur fund managers! If they spot an investment {you mised, they want 19 know why. Being quick 10 see opportunites is ‘essen, IF you Tal the ellen wil jut take thei business somewhere ele Sometimes I feel bike fm playing a never- cdg game of rouleste with other Peoples money. I usualy only sleep about Five or sx hours night. And I generally et up 10 check the markets at least once. Recordings 129{ mean, if you were in a casino, you ‘souldst wall any and leave your chips ar the table, now would you? Biss 1 The frst thing 1 do is make myself a nice gn and tonic. The second thing | do is rake myself anothe! 2 Wits a warm evening, I usually go fora rn after work. Otherwise, Tl go w the _grm and work out for an hour or so. It haps me clear my mind and keeps me ft. 3 Tlsays ty to be home in tine to tll my kis a bedtime story Ive got really good ati. [don't think there's a single Sorjbook they havea't got. The funny thang is, they always want the same story 4 Dink, Mosie, Foot massage —if my husband's in the mood. 5 Tive alone, bur owe cooking, 90 I make sure Ihave a really ood! dinner every evening ~ two courses and a decent bottle ofwine 6 T chat on the phone for hours My phone Dils are enormous! 7 Em, read mostly, Non-fiction, Fim just fishing history of Japan atthe moment, thousand pages, but absolutely beilant! 8 ‘Television ora video usually. 1 all pbs, kaow, but f ean just lt my ‘mind switch off 9 ‘Go home, fresben up and go out on the town, Not everynight, obviously, bur quite foflen. Afr a day of insanity, ts eat just to relax wath fiends, 10 Never mind candlest dinners. Try candle lchath. Lots of bath ois. And maybe a Bit of classical music. Much mote fun Especially if you have company, 6 Business travel Bes 1 ‘A: Excuse me. Is there somewhere I could send a fax from? B: Cenaialy, si There's a business centre fn the third Rooe 2 ‘Acid you pack your bags youre, si? B. Well, no, my wale Oh, ez, I mean, es. Yes, of course, 130 Recordings 3 ‘8: Could I ask you to open your oggage, please, madam? Be Oh, all ight. Wil this take long? Only someone's meeting me. 4 ‘A: Window or aise? fr, window, please. Bur not near an ‘emergency ext, if posible. You cant pat the seats back ‘A This is your captain speaking. We're ‘ow at our ening altace of 1,000 meses, making good time and juse Passing over the Costa Brava, B, Oh, look. There ii. Fl of Beis 6 ‘A: Can you tell me what ime you stop serving dinner? 1 Half past ten, madam. Are you a resin? Tcan reserve you 2 ble if you lke. 7 ‘Ac By Heathrow airpor, please. Terminal 1. Ym ina bic ofa hury B. Wel, ldo what Lean, si But the tuff tebe this morning, Some sort fof accident i said on the radio. Might. be quicker taking the Tube 8 4: British Airways regres to announce the late departure of fight BAT61 to ‘Buenos Aires. This i due to the late val ofthe plane from Argentina, Estimated departure time is pow 15.10, B: Ob, here we go again! ‘As this fs your captain speaking again. ‘Were infor some turbulence, Fm afraid. So, for our own sufey would ‘you please return to your seats and. ‘make sure Your seatbelt is fastened ‘while the fasten seatbelt sign remains fon, Thank you. Bs Erm, excuse me. You're siting on my seatbelt, Thanks 10 ‘Tm sony but this bag is too heavy to take on as hand luggage. You'e only allowed six Klos. YoU have to chece tin, Tm afraid, siz ', Bur Ive got my computer and everything in there. And git fr asp aly. u ‘Ac Tim aad have to check your hand luggage too, madam, Could yoo open this side pocket And, er, would you ‘mind not smoking, please? 1B Ob, Pm sony. T dt realise 2 A: Have you got anything smaller, si? Don't think I can change a twenty B, UN? Ob, just a minute TH se. B [8 There has been a change t the Schedule for Might BA761 to Buenos ‘Aires. This fight will now depart from Gate 59. Wold all passengers traveling ve Buenos Aies please goo gate 59. B. Gate fity-whae Mi ‘8 Right That's fine, thank yoo, madam, You ean go through now 1B What You've just unpacked everything sn aay suitcase How am 1 supposed 10 20 through ike this? 15 A: Could you switch off your laptop now, please, si? Weve about to lang, B: ULY Oh, yes, of couse 6 ‘A: Here you are. Keep the chenge. B.Ob, thank you very much, nada, Have a good Might y [A Excuse me. Erm, do you think I could Ihave an alarm call at half past six tomorrow morning? 1 Certainly, madam, Could I have your room number, please? 8 ‘A: Good afiemoon, ladies and gentlemen, Flight BAZ61 to Buenos Aires is now ready for boarding, Would you please Ihave your passpors and beading cards ready for inspection? Bs And about time toot Ghee 1 Ac Excuse me, could you tell me where the restroom i? Bs Gensinly, si There's one ist across the lobby, by the elevators ‘A Thank you. B: You're welcome, 2 ‘A: That's five quid, please, mare 1B: Ex, Ive only gota ten, Pm aa A That’ fine. So thas five pounds 1 owe you. jus a mine 1 By the way, could you tll me which \way's the nearest Undergrovad? 3 ‘A Excuse me, am going the ight way for the shopping mal? B: Es, no, Bm, you need 10 go back the ‘way you exme tl you come to a big drugnon, ‘A: Uheub, Be Tum lef, then sake a sight a the parking lot and the malls eight in front of you. A Thanks 2B: Have a nice day!eee 6 & B B Day retum, please “To the Cay? Yes, please .. Oh, my god! Is there a problem? Tve just realised I left my briefcase with sy wallet i the boor of that tax Your bill, madam. (Oh, thank you. Er, who do T make the cheque out 0 Fr, jist Webstcr's will be fine. Did you ‘enjoy your mea? Er, yes... Eventing was . ine. Bis there a chemis’s nearby, do you happen to know? ‘Which way you headed, maa? Liber Sect. That's quite a few blocks Fm here. an all you a cab? ‘Wont that be expensive? Maybe I shoud take the subs. ‘Ac Towouldat at this time of night. Cab B 8 he probably only eost you five or six backs Cone way of round wip? one way, please. Is there a cat 1 could use for my baggage? Sire. They're over by the phone boots, You'l need two quarters. (Ob, thea could you change this for me? Erm, excuse me. I'm looking foc a gas sation. B: Ob, right. A petrol station, Uthink there's one atthe next roxndaben ‘A: Pardon me? .. Oh, you mean a tafe B circle, Grea. Thanks le No prablem Bics Conversation 1 x a \ B elo. You must be waiting for me. Mr de Jong? ‘That's right How do you do, sc Let me take those for you. Did you have a good fighe [Not ad, nor bud. I's even colder bere than Caps Tosen, thovgh, And we'e Iaaving Our wince (Ob, yes. Its rained all week, Ym aad Always des for Wimbledon in? Oh, the tennis. Actually, 1 was expecting to meet Mr Iti. ‘Yes si. Im afraid Mr Hil ato gp 0 a meeting. He sends his apologies. ‘said totale you straight to your hotel, sive you a chance fo freshen up and ‘hell meet you in a couple of hours or (Oh, right. Fine ‘You must be tired after your long ‘ight. (Ob, aot too bad. Luckily, T managed to get some sleep on the plane. Conversation 2 @ Db c D © D: F B ‘Greg! Im over bere Caroline! Good 10 S22 you again! God, its crowded hers nearly missed you 1 how. Dida you see me waving? $0, how are things? Fine, fine. Susan sends her love. How is she? Very well Congratulations, bythe way. Hm? (On your promotion (Ob, that Yeah, wel, if you work forthe seme company long enough ... Now, zy cars jst five minutes away, Let me help you with your bags. ‘Oh that's all ight. Wel, maybe the really heavy one. Now, Thought we could get some funch first and then go hack tothe cffce and do some werk. Ob, you're staying with us, by the way. David's dying wo meet yoo Sounds good to me. David, yes. A new job and a new bisband. $0, how's Not at all. We thought would be ‘quicker. This way you ean met the ‘hole team thi afternoon, We thought {you might jase want to sea this evening. ‘Oh, yes. Probably f: $0, how's business? ‘Could be bea. So we'e all st for the meeting tomorrow? ‘We coraily are. Martin sends his regards, by the way. How is he? e's fine. $0, how was your flight? Os, prewy gooe. 1 yor upgraded. Iuacky you! That never seems to happen Mo. i cenainly makes a diference. 1 could get used 10 i ‘Well, now, well go stmight tothe office if that’s OK with you. Tike you t0 ‘meet Graham Beaks. He's the head of ous legal department. ‘Yes [think I spoke to him on the phone, ‘Ob, es, of couse. Now, let's see IF we can get a tax Conversation 4 G: G ‘Mr Okada? Es, yes Hallo, Welcome to London. Ym Sharon Mille fom Sabre Holdings? ‘Hat's ight. im the head of the MRA depanment ~ Mergers nd Acqusions Tee. 1s expecting .. Never mind. So, Miss Miler. Pleased to meet you. Pleased to meet you, Mr Okada. Now, [ve gota tax walting outside. So why dont we let the dever take those bags of yours? (Oh, thank you very moch G: Well drop your things off tthe hoteL ‘We booked you into the Savoy. 1 hope that's OK. 1 think you'll be comfortable thes Yes, tha wil be fine Great. Then I thought we could meet ‘ap with my assistant Geel King and get some lunch. 1 Geri King? I don’ think 1 now him Her, acwally. No, she's just joined us. she's got lot of questions she'd Uke sk you Yes, of course, I wonder «Iwas a very long fight .. Do you think I could 0 t0 ay hotel irs G: Yeah, sure, We booked a table for 1.30, but that’s OK. Hi Tama ltl tid and 1 need to freshen up. G; Of course. Well check you into your hotel and then mest in, say, thee quarers ofan hour? 7 Handling calls Bn cam alot 3B Ob, bello, Do you speak Engst? A Es yon lite. Can T help you? ‘This it Anne Cook fom What Car? magazine. atmsom? B: Anne Cook, What Care What ex? By Yes, tts ie You want aca? 3 No, no, sony. work for What Car?Tm ‘josmalis ean You put me through to Yves Dupos? A: Tm afraid I don't understand. Can your speak more slowly, please? Yes, like wo speak to Yves Dupont, hes ava ‘A Alto. One momen, please Fl get someone who speaks better English Thank you! cat Allola 1% Tiel. Is that Joaquin Fuentes? Ac Fe. Yes, speaking. 1B: Joaquin, Its Geoff White | Geoff White? 1B: NetWorth Systems? We spoke last week, {8 Oh, yes. 1m sony. Geof, of course Br, yes. Anyway, F'n calling about those prices you wanted, A: Oh, yes. Listen, Geoll, Pen afraid 1 cat talk right now. Im in a meeting, B: Ob, Ise | Yeah, Can Teall you back say, in an. hour? Erm, yeab, sure... No problem. OK, Tl speak to you later. Or beter sail, could you e-mail me the figures? em, yeah, yeah, sure, ‘Thanks a ot [do that right sway. Great Thanks for calling. Yeah, bye Bye. eereee Recordings 131cus Jim, can you get that? A Ul’ Ob, OK. Yeah? B Hello? Is that Western Secie? ‘A Ubshuh, What can Ido for you? This is Laura Como from Tricolor. Pa like wo speak to Kael Lesonsky, please Ws about a pension fund, usta minute. Anybody seen Karz not here B Do you know when he'll be back? ‘A. No ides. He's usally sn by now. Probably taken a long lunch BO, | see. Well, perhaps you can help. ‘Who am I speaking to? Jin Savage Bu, ef, Ob, jst a minute... (pats her on hold) Oh, come on! 1, bello Ms Come? Yest Look, 1 dont normally deal with pensions. 1 think you'd ester wat ll Karl ges ack. 1 Well, whem wil that be? AcTreily don’ know: ', Wel, that’s help OK. Look, give me ten minutes. Fl see if ean reach him on his cellphone No, don’ bosher. FI eall back later. core As José Senna B.A, Me Senna. Hello. Pm sorry to Dother you. Your secretary gave me your mobile number Afr, that’s OK... Cam Task who's calling? Ob, Tm sory. This is Nigel Waters. We ‘met atthe Expo in Sao Paolo last year A:Ob, yes, Mr Waters. How are you? Brine, fine. You said if 1 was ever in Rio you'd induce me t9 your bos? Remember? AcOh,.. Yes tim, so youre herein Rio? Be Thats ight Atm, wel, 3 bit lifficul ight now rn on my Way {oa meeting Bu. leave i¢ with me. FU see what Fea. do, BeRight ‘Can you give me a contact number? BO, yes, Pm staying Aust minute, wheres my organise OK B. Yes, Ym saying atthe Mirador in Copacabana its 548 #950, , 00m 3 AV3-1-4 oo OF. Tl ty to make the amtangements Dont worry, FM sost something out B Great A-And, er. Oh the tifies moving. Wools, Ll get back to you tomorrow. ox Be cant hear you very well 2 No, the signal's breaking up. speak 1 you temoxoN: 10K, fine. Pll wait to hear from you thea. ye 192 Recordings 8 Making decisions Be. 1 ‘Asa Candler’s bes business decision was definitely deciding o buy the rights to CCoxa-Cola from is inventor, Dr Jon Sth Pemberton, Unfortunately, in one of the ‘worst business detsons ever, Mr Cancer ‘went an to sell Coke's boating sights Tor jest $1, GociCola's daily output is one Dillion bores. 2 erween the mid-708 andthe early 80s Swiss watchmaking companies sa their ‘world marketshare fll from 30 1 jst 99%, “Then, in response Wo song Japanese ‘competition, came the decision to collaborate, ‘The row sis the Saath, and marketshare shot up (0 50%. 3 {in 1994 Dell Computers almost made #8 biggest mistake when it decided to expand and star selling through high street sores, Boss, Michael Dell, quickly changed bis mind and returned 10 selling PCs diect to ‘consumes, 2 strategy which has put Del, ‘company that aow employs 21,000 people, consistently amongst the top three PC mamfacnrers in the world 4 In 1985, small record producer, Sam Philips sold the exclusive contact he had ‘vil 2 young unknown singer to RCA for the grand sum of $38,000. Unforunately for Philips, the singer was Ehis Presley, and he lost dhe royalies to over a billion record sakes, 5 The world’s bestselling toy, Barbie, is over Forty yeas ld. The decision in 1961 to tg her a boyfriend, Ken, was the first Sep in a succesal exercise, which now includes Barbie (CD-ROMs and Barbie digital cameras, As a result, the toy continues to outsell even Nimendo and tego. Somewhere in the world a Babie ought every ewe ‘seconds, 6 In 1938 rw talented ania, Joe Shuster and Jeary Siege! sold the sgits tothe ‘comic hook character they designed to ‘heir publisher for $130. The decision cot them 2 fortune — the millions they would Ihave made by retaining ownership of Superman, 7 In 1977 Steve Jobs invented what many consider to be the fist personal computer =the apple I. Xerox, in their worst decision ever, missed a sinilar ‘oppomuniy. Unfortunately, Apple refused (o license its produets wo other manufacturers. By trying Wo keep control, Jobs lost out to Microsoft And i as Bl Gates, not Steve Jobs, whose perso \wont first broke the $100 billion barer. 8 And finally, in what perhaps the most ‘eagle husiness decision ever, 185, go prospector, SorsHarievon, decided 1 stop ‘igang for gol and sell his endl toa South Afican mining conglomerate for 820, Over the next ninety yeas that land produced over a million kilos of gol 3 year 70¥ of the gold supply to the ‘Western werk! Ghee ‘A: Thanks for coming everybody. OK Jet's get down to business. As you now, we're here to tal about the relocation tothe UK and Fa like to bear ‘what you have to say. Now, the plan Is to make the faa! move in finary, but tha’ basy month for us So, what do you think? 3: Gan Fjust stop you there for a moment, Eke! This relocation idea ~1 mean is ridicaens 1 don’ think anyone here actually wantsto go and live in Briain A: With respect, you don't quite seem ‘to understand, Hsch. The decision has already been taken, 1, Sonry, Tdon’t quite see what you ‘mean. | thought we were kere fo discus this. A No, perhaps I didn’t make myself lear. We are relocating wo Candle fa November That's heen decided So why are we having this meeting? ‘4 If could just finish what was saying. What we are discussing today { how to implement the decision. Tis affects our Scandinavian offee oo, You Know There's ett tale bout Now Gam Fjust come in here? As Yes, what is Axel” (C:-Well, ean See why we should have a branch in the UK, instead Scandinavia. We do most of out busines theve. But were a Serman ‘company. Head office should be bene In Germany, surly A T'm afraid that's completdy out of the question. The decison to relocate makes good logistic and economic sense. We're sal a fay sell busines. Having branches in differen: courts js just noe an option, 5: Totally disagree. Our mate is [Northern Furope and Germany is atthe beat of Northern Europe: {A Yes, but 70% of our market isin the UK. Look, perhaps we can come back to this Iter. can sce some of you are ‘ot happy about, and 1 agree with you up toa point, but Lam not int position to change company policy (OK, let's move on. How axe We going to handle administration dung the relocation’ Does anyone have any ‘suggestions? tow about usa the Stockholm office while we move fom Bremen to Cambridge? Kell Ds Wel, be hones, Hike, we feel very ‘much the same as eur Geman collegues here. We think the decision to close down the Breen and Stockholm offices i a mitaceA tse Look, maybe we should take a short Dreak, Ee. | think one or wo of us would like to have a word with you ~ in privaw if thats OK. ‘8 Right. Well, soey everybody. Wel haave to break off here, Pm afraid Axe, Kel Hrich, FM see you ln my lice Bhes Interview 1 AA So, Peter, how do you soe the Bond role? 1B Wel, Richard, I see Bond as essentially a very private man, He travels the world, meets beautiful women, finds Ihimsel fn dangerous situations, but we newer really know him thik 10 ‘many actors Want 10 make Bond .. em an obvious superuro, a lover, even { comesian, OF course, he's all those things but ahowe all bes. em oa man of mystery, a spy, someone ‘urd the ordinary world. Bond sis fonin man, A loner, Quite cokl. Oa one level, Bond is about simple, basic ideas like love, humoue and dest. He's also 2 fantasy, completely unreal think ‘ond! himself knows he's unreal. I want to play him as a man erm .. living ‘upto is legend. Interview 2 ‘A; Wel, Sam, you'e an American. Is that going to be a problem for you playing Bond? No, Ive played Bais before and my English accents OK. Hows this? The name’ Bond. James Bond’ But away, Richard, er ~. 1dont see why Bond ‘ant be aa American ofa least 2 (Canadian, I mean, Bonds just whatever you want him tobe, The music, he ‘ars, the bad guys, theyre what make the lm. Humour isthe imporant thing. f Bond fst funny, then i just a sily fi with los of explosions and fast cars and women who get killed just after they sleep With Bond. Fs, but Bond fs a cerain sve ssh funny, but ot too sexist ~ thats how Te play ‘Bond. Bond for the 21st century Interview 3 A Now, Jon, how do you see yoursell playing the part of Bond? De Well, fs, Think over the years Bond has lost some of his danger. And Fd like to change that. Maybe people are worsted sbout oo much vislence in fms, but let's face i, Bond kills people, lots of them - fora ving. He thas a cence to kl. He's not just « prety Face, He's 2 dangerous man. A Iman who knows he coald de at any moment ~ although we know he wont! Think people aced to belie inthe acor playing Bond, believe that he’s capable of violence, even does his own stunts. OF course, people expect the Special effects and the glamour, but thurs no good unless Bond looks ike Ine wally means business. So Tl just play Bond as me, Richard. Tht’ all ‘ever do sayuny! Interview 4 A Chas, youve wanted the Bond part fora long time, How would you play hin Fd lke to sce Bond rerun tothe old style of those early films, Richaed. 1 think Bond has become too tecano these days. And its dificult 10 compete ‘with fms lke Siar Wars and The Metrix fon special eflects, Bond shoulda ke Ise too seriously, but he shoulda be a joke either Thats dificult 1 get right, but a good story helps, Bond — the real Bond ~ belongs to the 1960s, a more optimistic, less eyical age. My ‘Bond would be. er. raion, ielligent, charming. He'd drive his ol ‘son Martin, not & BMW He'd keep his ‘old-fashioned values, but in'a modern ‘world of real dangers. Bond is something unique. A British instiaion. He shoulda't be modernised. Ehes 2X Diane, this would he quite a professional challenge for you, taking ‘over as Bond. Would people accept a ‘woman in the par, do you think? Wel, frankly, no, don chink they would, Richard, Id be lke having & ‘woman play Superman or Paiana Jones, And, what are you going co cal ‘he? Jane Bond? I would be siulous. But erm. I don’ really see myselh becoming Bond. so much as replacing thm. T think you've got to begin again really Maybe have James finaly kill ‘offi one of those spectacular opening sequences before you iatoduce the new female character. Now, Bond i & prey hard ctw follow alter fory Years, s0, obviously, my character has 10 bye larger than ie and twice a8 dangerous! The great thing would be you could do all the old sexist jokes in feverse and nobody would complain. at. erm think the secret ofa female Bood is, she's got to have syle land a wicked sense of humour or ‘everyone wil just hate her for geting James's ob, What [want to knoe is James always bad his Bond gil; will be getting any Bond boys? 9 Big business Gio: Speaker 1 Sometimes you fe! like a very small part ‘of an enormous machine. But, t least there's a caer stucture. You may get promoted ~ eventually! Speaker 2 think there's greater ob satlfscion, rare variety. You certainly get to do a lot fof eiferent things But theze are no rel fringe benefits ~ pensions, beak fsurance or anything ike that Speaker 3 Wal, fs easier o actually get speak to the bes, that’ for suze. Bue ifs ae ‘more dfclt o take time off You're alvays needed. And if Une boss gets sick, $0 does the company Speaker 4 People don't always notice if you're noe actually working very had eich isa ‘good thing tf you're lazy but a ad thing if you're ambitious, because good work oes vonoticed too semerimes, Speaker 5 ‘Thore’s obviously more secur. Companies like mine dont just go out of business overnight, On the other hand, iF there's ikeover ora merger, you may lose you job. speaker 6 T sometimes get sick of just seeing the same old faces every day. firm like this fea lot like a fay. That can be an advantage, of course. But, les Face, ‘Some people hate thei family! Speaker 7 ‘Well, t looks good on your Cy, having worked for a company everybody's heard ff, So theres more satus, think. But you ‘an stay i the sime job for years before anyone aesices you! Speaker 8 hike the amount of autonomy T get 1 mean I'm preay much left 10 do things the ‘way I want to. fa many ways, is ike boeing my own boss. And the decision- aking process so much faster! hoo 1 Him. Basically, 1 think is ight. A few ‘years ago everyone was saving all these all dynamic companies were going £0 take over the word, ut, um, the problem vith small companies i, rm, Wel a ‘word capital. They usually Ria out of | money before they can establish themselves, ve heard that about half of ‘new companies go out of busines in the fie tv years, Unless they get taken over, of coune, by a big company. And those ‘which do succeed, well, they just become big companies too. ‘Speaker 2 ‘Well, im quite shocked thit 400 people areas nich as alf the world. In fay, T can hardly belive it, Bu, oly T suppose it ‘must be right. I'd. think national sovernments ae less powerful than they ‘were. But thats because of globalisation and organisations like NAFTA, and the ASEAN league andthe EU, nce just ‘neta compantes are geting bigger and bigger And I realy cant see companies Deng allowed 1 print their own money! ‘But, well, who knows? Recordings 138Speaker 3 think it misses the point. Two things Fst of al, whoever said that success dotcoms were smal? IF you want (0 ‘suceeed on the Internes, you have t get big fast. Look at companies like Amazon and Yahoo and eBay. So thas wrong for 2 ‘an. On the other hand, these days, yo dont necessary have to be big to be a ‘multinational, It depends what business you're in. I you're ina special business, you can sell your products or servies all ‘over the world and have just oweaty oF thy eee woking or you. Tats commerce for you! Speaker & ‘Well, agree with what t says about poliiesins, bu is nothing new. Polickans were never as important as they thought they were. And to be bones, Td rather hve the CEO ofa big suecesfl company running the country than most of the Prime ministers we've had over the ast Few yeus. But I wouldn't pur a prime runistr in charge of ay company, thank Speaker 5 agree with most of what says. The frm I work for ised to bres wp into smaller separate companies, ef, ol, about eight years ago. A ot of people lost thet jobs ‘There was quite abi of bad feling 1 can tel you. The idea was to make ourselves more competitive. Re-engineering, they called it Huht It was a disaster. Sal is ‘Rood for new ideas, but doesn Ist Big isbes. Speaker 6 1s tol rubbish, 1 mean, OK, 0 some of the biggest companies inthe word are ‘enocmously powerful Obviously, Thats ‘ther woarying, actually. I don* like the fen dat Nokia ean be making more snoney than Nervay o¢ whatever is. But there's no security in size nowadays. 1 read somewhere that half the Fortune 500 companies weren't even in business rienty years ago, So, what does that tll you? Change —tha’s what modern business is about. And the bigger you are, the slower you react to change. Smaller companies are the future 10 Small talk Bios Extract 1 2: Er how do you do. fm Tom Pearson, spor Manager, Falon Peoleum, B: How do you do, Me Peasson. Lam Sakamoto, Assistant Director of Inermatonal Invesmments, Mizoguchi Tank. Please sit here opposite the door, You'll he next ro Usami sun A: Ob, OK. sit hens, igh? 1h That's right Have you tried green tex before, Mr Pearson? A i yes [ have. had & last ime (was bere Tike very ach, Extract 2 A: Good morning everyone. Fd ike 10 inwroduce you all to Dr Alan Winter, ‘who's come over from the Atlanta office to spend a few days at our research centre. Welcome to Bertin, De Winter 8B: Thank you very much, Wolfgang. It was kind of you to inte me, [A: OK, let’ get down to business, shall we Extract 3 Av. And then Joventus scored the ‘winner, Iwas an incredible gol! Did ‘you see the Iario yume las night, Mis Seeing? Bs Yes, Tid. Wasa it a great mateh? One ofthe here ve ever seen. Dut een there's nothing lke Haan fooal, AA So, you like football then? B: Ob, yeas. 1 love i In fact, my father was a professional footballer. A: Really? B: Yes, He wasn't a superstar or anything, but he e, played for Leeds A: Leeds Unite? Bs Yes, dha ight 2A: They were a grea team inthe 70s, wworen’ they! 2B: Yeah, that's when he played for thom ‘A: Amazing. Wait ll Tell Lag. Our new ppaner’ father played for Leeds United, hat 1B Wher is Lah, by the way? ‘A: Oh, hell be here soon. He's never the first to arive, not Lag Extract 4 ‘A: Rain stopped ply again yesterday, I B: Sony? ‘Ac The cricket, They cancelled the match, B Oh, dey didn’t Well, we cerinly Jhaven’t seen much cticker this ‘A: No, Chocolate biscut? B: Oh, have we got chocolate one? ‘Business must he good. CRight, everyone. Fs, I suppose we'd better ger at Extract 5 ‘A: Right, shall we star’ First ofall this is Catherine Anderson from London. 1 ‘think this is your first time in Finland, ‘sn it Catherine? Or have you been hee before? B: Actually, Teame here on holiday once, ‘out that was a Tong tie go. ‘A: Wel, we hope you enjoy your sty with us. Now there’ fresh coffee if you'd like some before we begin Extract 6 ‘A: OK, you guys. Thanks for coming. Now, to busines Oh, cl you all get coffee? B: Hey, wait up. 1 gota great one here. CO no, fs one of Mary's jokes, 1: See, there's this guy George goes for 8 ob, righ? And its a reall cool ob. Right herein New York. Big money. So, anyway, he takes a tes, ke an aptitude ‘ext, you know, him and his woman. ‘There's two of them. Anc they have to take a test to get the job. Cc Yeah, yeah, so? 1B So they both get exactly she same score fon the tet, George and Ge woman ~ inery-aine per cent uty 'B: So George goes into the nterviewer's ffi. And the interviewer sys "Wel you both go: one questen wong on the tet but, im sorry, we'e giving the job tothe other candidate’ So George says Hey, dats not fi How come she fet the Job And the inerviewes sty "Well om quesion 7, the question you bosh got wrong, sie wiow “I don know” and you wrote "Netter do 1 (CTha's a teste joke, Many. 1B No, you see, he copied ber test gh? A: Many, we've Reard the joke before. Its ancient. OK, everybody, ime to work 1 ehought it was funny Extract 7 Ac AS you know, Alben, I'm the last person 0 talk abou ether people's private lives. If the present of France Insel wants to have an afar, 1 dont care, I mean, this isnot te United ‘sates, 2B. Yes, quite ‘A: What | do wort about is what's going ‘on herwcen our Vice-president and our head of finance B. They'e having an afa ‘Av Haven't you heard? I thought everbody knew. 3B: God, no! No one ever tels me anything. A: mean, i's not the affaie care about 1s how i alfets cur mestings. Haven't you novices? B. Noticed wht? 1A: How they always agree an everything 2B Well, now you mention it EBio2 Conversation 1 A. Tlello, you look tanned, 1 Ob, thanks. 'm afraid it's waned wo fide alread, ‘Ac When did you get back, thes? B.A couple of days ago. I sill haven't got used to being back at werk, AL No, bet you havent, Tovago, wasnt e Yeah. Ie was the best holilay we've ever ha. Conversation 2 Dit you go, then? 1D: Yeah, went last week. Tve wanted to see i for ages, Ane De Mim, it was OK, I suppose. Has bit disappointed, acral G1 thoughe i was great Because I did't ike him a all Tami D: No, that ous a temble fil, wasnt i? 184 RecordingsConversation 3 E: Could I have t back when you've finshed? 1 Yes, of course, Snr I forgo T sill had Ws all ight. Only 1 promised Te lend i to someone ese Dont worry, [ve nearly finished Fm ‘on chapter ify Its OK Theses no rush Thanks, Ite a brillant book, isnt i? Conversation 4 (G: Where did you get thao He What? Ob, this Wel, you know that shop we went iato a few months 290? G:No. : Yes, you do. The one you didat want to go into, (Oh, that one! You did’ buy ether? Yea, Well, you alvays did have 4 Funny tase in clothes. It sits you, though. ez Conversation § JJ) Have you read thi Ke No, what does is? J tes about al these job losses in = Fe Ob, that Yeab, wel, knew that was ‘going to happen. So much forthe age ofthe Internet Ke Him. It's eerily bad news for the sock markers. 11 E-mail Bhi Speaker 1 ‘Well, mall has several obvious advantages over the phone. ! mean, for ‘nc, the main one that ts insantancous ‘You can gee stright down to business without wasting time on geting dough 10 ‘he person you want and then having t0 ask them how they are, about their family and s0 on and so on. So it's more ‘efficient. Als, isa ler easier if Tm using English — gives me time to think about what | want to say. OF course, the downside 0 emai is that you cant sp people you dont wane to tlk ro from sending you endless messages! Speaker 2 (Ob, emails great, All you have to do is key in your message, click send and it all done. Moments later your message wil ive at ts destination ~f doesn't get lost on the way, that is OF course, ddoesit usualy get los I usualy jus sts there for wacks wating for an answer! You wouldnt dream of just leting the phone ing ad ring without answering i So why do some people never answer ‘heir ema? Speaker 3 ‘Someone told me dat at Sun Mcrosysems fone and 2 half million e-mails are sent and received each day. That's about 120 per employee! R's not quite as bad as that hece, bur i's bad enough. The weest thing Is when people forge to complete the subject line. Then you've no idea wat the esse is about, so you have to read i just in ease Its imponant, which it usoally sn. But sis realy urgent, people phone: Speaker 4 A few yeats ago, our company did the same thing as SE! Investment in California. It gave everyone a PC, a laptop and 4 mobile and sacked all the Secretaries, Wl, some of them gor osher fobs, but most of them just went. So ‘overnight we had 10 do all our own Secreta ork, But not so sue i's 3 ‘good idea. A ftend of mine works for lLabconco ~ they make laboratory ‘equipment —and what happens there fs they dont let their customers into their e- ‘mail or voice mail systems a all! They say they lke to keep the client relationship ‘peso. People buy fom people; their (CEO says. [think 2 lot of our secretaries ‘went 10 work there! Eliz ‘Message 1 Hi Koichi its Sarah Greenwood here. “Theres been a change of plan. Peter and were hoping to arrive in Nagoya on Monday. That's not going to be possible now, Im afraid. becuse 1 have to be in Héinburgh that day, So, we're aiming to get there by Wednesday, but thae shoul still give us plenty of ime to st organised before the presentation, Message 2 1 Kochi its Sarah again. Peter and 1 wwere planning to stay atthe Radisson, because its neu, but appareniy there's a conference next woek and its already lly booked. Sony, Twas going to e-mall you about this yesterday. Could you find us somewhere else? Thanks very nich Message 3 i Koichi ts me agin, Just one more thing, sorry. We're Imtending to keep the ‘presentation itself quite short — about 45 minutes ~ tallow plenty of time for questions, and we're going to use PowerPoint, 3 we're going to need a projector and screen, if you can ‘Organise that. Thanks, See you on ‘Wesinesday. 12 Presenting Ghiat 1 ‘They ted it They liked it So they bought ic 2 ‘hey tried it They Hed it So dey Doughe i 3 ‘We can never be the biggest, bur we can bre the best. 4 ‘We can never be the biggest, but we can be the bes, 5 Did you know thatthe whole ding was absolutely fre? 6 Did you know that the whole thing was slbwohutely Fre? Edie {have said that great men are ¢ mixed Jot / but there att orders of great men 7/ There are great men / who are great ‘men / amongst all men // bus there are ako great men / who are great / mone great men // And that is the Sort of great man / whom you have Amongst you tonight // 1 go back 2500 years / and how many of them can | couat in that period’ // I can count them / on the fingers of ny two Ihands'// Pythagoras / Ptolemy / Aristotle / Copeenicus / Kepler / Galileo / Newton // Finstein // And 1 stl have two fingers left vacant // My lords / ladies / and gentlemen // are you ready for he toast // Health / and length of days / to he greatest of our ‘contemporaries // Einstein // Bias Panta ‘A-OK, this brings us on to the neat tem ‘on our agenda this moming, which is ‘aline business. Now, | know some of you are concerned about the recent performance of E-Siock, out online Subsidiary. So Ive asked Gary Cale, our ‘new head of e-business, wo bring us up to date, Over © you, Gay. B, Thanks, Michelle To star off, then, 1 know you have all seen the figures up to the last quaner~ disappointing 10 sy the leat. Nine months ago, when ‘we first went online, we were getting ‘ver 250,000 hits a day. Three months ‘go, when I joined this company, we were geting just 60,000 and i was obvious we were fing to atract sulficien customers 1 ou website. So, ‘what was going wrong? In a word, technology. The problem was noe the serice we were offering. Dut the website sel Part 8 1B Now, thee things make 2 good webwite, Fist, acces 1 the website ‘must be fas. The slow access speed of ‘our website meant people were geting bored wating for pages to load and simply going somewhere else. Second, 4 good website vst be easy to se. ‘Ours was so complicated, cutomers sometimes did't know i they were Dbuying or selling! And thie, a good svebste must bave excellent search engines. Ours dda. To give you an ‘example of what mean, 2 fauk we Ihada’t noticed in the programming ‘caused fificen hundred people to invest ina company that didn’ even exis. ‘Yes, embarrising, 'm glad I wasnt ‘hereto take the blame for tht one! Recordings 135(OK, to: move on, Greenbatim-Danson it ‘unquestionably one ofthe wodd's leading financial services companies. ‘We're the biggest, oldest and most respected fim in the business. But vo succeed in online stock trading, t0 succeed in any area of e-business, you ned a finclass webstte, So, creating a first-class website was our fr pron ‘The next thing was Internet advertising, ‘winning back the customer confidence ‘we'd lost. That's a longer job, but we're making progress. The final thing and this always takes time in &- Dbasiness, wl Be to actualy mal profit. Well, we can dream! rare Have a look at this. t's a graph showing the number of wads our customers make per day on our ‘website. AS you can See, the figure was Auctuating forthe fist three months and chen fall sharply to boom out at just 10,000 wades a day. For a company ‘of our ize, that wasn’ too impresive. But look. We're up to nezsly 40,000 tuades now, our highest ever, and still ring. (OK, tm going t0 break off in a minute and take questions. $0, to sum up. One, Ienprovements in our website have led to more hits and increased trading ‘Two, advertising on the Iotemet ‘will help us win back customers. Thre, profi wil follow. Esrading fa stocks &s the fate. In the US alone its the way 4 quarer ofthe public choose to buy thet shares. This the information age and the Internet i the ulimate information provider. 1m reminded of shat banker Walter Wesion once suid {formation about money is becoming more valuable than money itself’ Thank you. 13 Technological world Biss 4 45 Oh, yeah. Te heard about this, les Sometimes called ree energy 1 Free energy? 4: Yealy, i's this guy, what's his mame? Nikola Tesla, that's i He believes that there’ all his elececty jst floating about inthe environment, And once we know how tose t, we won't aced coal or gis ool or anything ever ‘again, Well be able wo power all our ‘machines with naturel elecrciy 1 But that's rubbish! Isnt i? ‘Well lor of scientists say 50, But some ‘of them agree with Tesla, He's sared a ‘whole new branch of paysies. There's a Jot of research into it going on f Him, Sill sounds like scence-fion 10 196 Recordings 2 Bs Isnt this something 1 do with pusing tiny computers into your clothes? A:T think so B: Yosh, they sew computers into your cdothes ~ don't as me how ~ and they do suff like check aie temperata ‘wich lighs on and off, ke phone «alls for you. a: You can take phone calls? B: Apparently ‘A: What, though your shit? You're joking! ‘What's the point of thar B, Don't know. Saves you caeying 2 motile, 1 suppose ‘A: Bh, this looking at people's genes and seeing if theyre key t0 get certain ‘diseases ike cancer or Alreime’, Isnt e DB, Yeah, i sounds like a bad idea tome A Oh, why? Maybe it could help prevent thove conditions before they happen, B, Yeah, but Ive heard that they ean give that kind of information t insurance companies and even your employer. OF maybe you apply for a job and you have to send them your genetic profile 5 well as your CV. So they can eject, {You jst eeause you might get ill Sometime inthe Fate. Can they do thar Oh, yeah Bat thats temible ‘Wel, thsi that sheep, iat #2 Sheep? You know, the one those Scotish biologists made an exact copy of ‘Wasnt called Dolly? Dolly the sheep, All the newspapers went mad about it A Ob, yeah, of course, But 20%" everybody's worked about the ethics of they? dont think they're so woried about sheep. I's if they doit on humans, ‘A: You think they haven' already? We don’ knowe what goes on in those laboratorics Tr. esa bit ike Frankenstein, isnt i Playing god ‘AE, um, Tve forgsten what this is. Oh, yeah. I's freezing people who've died So they can be brought back to life sometime in the future, sf we have the technology by then 1B: That's right. Dida Walt Disney have it done? ‘Ac Did he? Wal Disneys ina fridge somewhere? Could they do i i those days BT ehink so ‘A: Actually, heard they just freeze the heads now, not the whole body 1B OW That's horrible! Why do they do ‘hae {NL suppose its cheaper 6 [Be This quite intresting, Tis is making computers the size of molecules 30 they fan put them into your body to cepair Injuries and fight viruses and so on ‘A Yes, read somewhere the Pentagon is funding research into this These rnanobots measure about billionth of a metre acess oF something 1B: Thats right, And isnot jas medicine Appurenily, these molecule machines ‘wll be able to build other machines as wel ACE, youve los me, 18 Well the idea that as wel as downloading software off the Internet, for example, youll acwally be abe to download hardware 10, A: No way! Tm going to be able to download 2 whole computer complete ‘with mouse and printer? Tr-da! Suaight into my office? B, Well maybe nota whole computes, but ‘cenainly a new hard disk. es just, rearranging molecules A: Now, this, in my opinion, going to be the big thing in the next fy years or 1B What, more than 177 ‘8 Oh, yeah, T mean you can only make ‘computes 30 find moles so sll ‘After tha, just a waste af ume. This is where the really exciting work is soing to be done. 2B. Wel, they've aleady done it, haven't they? As Whae 2B Mapped human genes, A: Well yes and to. Aenaly, they cant ‘even agree on how many genes We have. Some people say 9000, Some say only 35,000, 1B 35,000" Doesnt sound like Jot. 1 thought thened be mallion A Well, 99, you see only abcut 3% of our DNA is actually genes. Theses is just unk Really? A Yeah, And 70% of ue DNA i the seme ss 4 worms! And so some scentiss are saying its going to take years just 10 Separate ct te import sll. Of course, there’ this guy, Bil Haseltine hae runs some big bio-tech company — ‘who says we should stop tying to map every gene and get on wit designing [genetic medicines from the ones we ready know abet. Thy reckon he'll be genomics fist billonai, B: A son of Bil Gates of biology. A Fact 8 BI haven' got a clue what this is. Have your A: im, yeah. I saw an adver for one the ‘ser day, actualy B Yeah? A: Yeah. I like « machine that ghves you energy, I think You know, ch. That's Chinese for energy, isn it Bs Like in Taichi?‘A Yeah 1° supposed to give you the energy you ge fom ding yous oF something ike that. B: All the chi without the yori? A: Right B; Sounds lke a ery Californian idea 10 ‘me. How mich do they com, then? ‘A About $806, I think 3: S500! Well, No ‘chi for me, thanks! 14 Being heard Bhan Extract 1 es. joke, really, this idea tha everyone's ‘pinion is valued. I mein, how much can you disagree with the bons? Afe all, she's the buss! Extract 2 You often leave a meeting not realy knowing what you'e supposed 19 do next, what the action plan is. [usually end up phoning people sfervards o Find out what we actualy greed, Extract 3 Nobody seems to come wo the mectag Properly prepared. If you want a copy of the report, they dott have i with them, Need! 10 see the figures! They'll get back to you. i's hopeless! Bxtract 4 You often get several people ll talking at the same time, So no One's realy listening, ‘oanyone eke. They're just planning what theyre going to say next. Is survival of the loudest Extract 5 They're usualy badly organised. Nobody sticks to the point. People gut sderacked all the time, Rtakes ages 0 get down to business. As they sa Ifyou fll 0 pln, you plan to fi Extract 6 ‘You know even before you begin who's going to argue with who. The facts don't soem to matter, Is all about scoring points, looking berer dan your collegues and impressing the boss Extract 7 Tay to stop them oversunning, We somesimes old meetings without chairs ‘That speeds ths up 4 lot Te even tied Showing the red ear to people who won Shut up, like in football, No poplar Betruee 8 The same ovo or three people always scom to dominate, The rest of suse ste off ~ doodle, daydrear, count the ‘minutes. sometimes play Tomb Raider on my laptop with the sound off Extract 9 ‘Wal, 1 be hones, everybody knows we dont actually decide anything in meetings. “The boss already knows what he wants to do anyway! Bxtract 10 Well, ncthing iatoresting was ever liscissed in a boardroom. Thats why is called 2 boardroom — people go thereto be bored. Most offices are unsuitable for Jong meetings. And as for breakfast meetings, 90 way! My ides of a breakfast meeting Is breakfast in bed with my wae Baise Extract 1 A: OK. You've all had a chance to look at the quarterly sales figures Be Yes. Theyre temble ‘Ac Agred, but fT could just fish. We're 30% down on projections. The question is why? (C-Can I just come in here? It seems t0 ‘me that our marketing strategy all wrong, B: Now, just a minute. Are you tying to say this s our ful? 6 Well, what else can it be? We're olering generous discounts B: Look, sorry to interrupt again, but C.No, hear me out. Were offering very [generous discounts to ovr biggest ‘Customers a part of ur introductory offer. And sales ae sl slow. Something's going wrong, and I sy i's he marketing. 1 Well, iF you ask me, dhe problem is the product ieee (And what is wrong with the produc? BabySlim isan innovative addon 19 fur product ine 3B. Innovative, yes. But there is no marker for diet baby food. Isai so atthe very beginning. Who's going to simit they've gota ft baby? ‘A: You know, maybe he has a point Extract 2 [AS thats the pestion. The compaay hasbeen offelly declared banker. B. Yes, [8 And our chief executive officer has been arsed on charges of compton, B: Yes {A OF course, our company president has been om television to make a public apology 1 OF course A But there was nothing he could do. 1B, OF course not. Gentlemen, i sa black day in our company’s proud history AAs Yes. A wer blace day. Very. very bck, Gam I just come in here? 1B Please, do, Well, ust a suggestion, but shoukdnt ‘we ll be looking for new jobs? Extract 3 ‘Ac Now, just a minute, just a minute! B. There's no way wee poing to accept shit A: Could I just? 1 They cant malke English the offical company language! A: Could ust? Bf head office thinks wet all going to speak English from now on ‘A: Could 1 just Bish what Iwas saying? ‘8 Franky, is bad enough that we have to speak English in these meetings. ‘A: Please! Let me finish. .. No one is suggesting we cant speak our ovn language, Bs Partha s exactly what they are suggesting Can T just say something? B:Go ahead. Well, as I undersand i, this only proposal at this sage ‘Ac Thats precisely what Iwas tying to say before Iwas interrupted. 3: Now, hang on a second (C:AFT could just finish «The idea is 10 introduce English gradually over the ext ewo years Obs, no! Not while Tm in change of Hunan Resources. A Yes, well tha brings us on 0 item Wo fn the agenda: resrueturing the Human Resources department 15 Snail mail Elis: 3 Erm, wel, where's the address? Youve ‘completely missed the address out. And what's the rweaty-twost of February, Rud? ‘You mesn twenty second. That shoul be i, igh? 2 ‘Ay dear Ms Ramalho isa bit old- fashioned, don't you think? Sounds lke a Igthecenrury lovedetr, eh? I don® think you need the my" ‘Dear Ms Ramalho’ will do, And its capital T for Thank you" 1 know its after a comma, but i's a capa 3 So tha should be: ‘Thank you for your leuer of Febroary nish’ Oh, and ‘communication’ has gota double ‘n Rudi! Try using the spellcheck, 4 Whats thie “arm stuch soe’? That's 90 sony’, isnt i Actually T don't think you need the so Just ‘Tm soery sounds beter OK 2. Tm sony you were disabled wo atendl ous presentation? So this woman arrived in an ambulance, did she? "Unable, think yoo meaa, 5 i the mean time . Ob, 1 think ‘meantine’ is one word, not wo. Yeah, ‘one word. Oh, whts gone wrong, here? enclose a eopy of our fast exalogue? That should be Yate, The last ones the old ‘one not the new one 6 Emm, “current 6 with ane not ane! double send. And ia pricelist, Rod, rota prise lit, With a'© nota ‘2. We're ‘not running a Tonery! Recordings 1977 Feformason singular. You don't need the’ So, If you would lke for injormation .. ubul please don't Irstate but contact me again’ Thar should bevdon't hesitate o contact me again’ 8 Fight, nearly finshed.“ ook forwards 10 ‘hearing from you’ That doesn't sound right to me. Wait a minute i's 1 Took forward 0 forwards. Yeah. And, e& "Yours fateful’. That's faithfully not ‘fucflly ~ fait, faihflly.. Acoaly, it tsa, is Is "Yours sincerely’ Because you've writen the woman's ime. 1d fst pur ‘est wishes iT ware you. Is simpler Fr Ruel, maybe youd better eave the leer wating to me in furure, 16 Solving problems Bes The fist suggestion the company Rot was a joke realy, but it won the $100 bonus. ‘The suggestion was thatthe bonus be recuced to $50. Bice 1 Aker many expensive and unsuccessful tempts to promote the restaurant with posters and shins the ownes, Mari inches, finally came up with a winner ‘She offered fre lunches for life to anyone ‘oho agreed to hive the name and logo of the restauranetazooed on a vile pat of thelr bodies. To date, 50 people have become walking adverisemenis. 2 ‘Alot of dine as wasted on electronic devices that could authenticate signatures land on educating customers ofthe bank to Tok ater their cheque books. Someone sugested using passwords, but people ahvays forgot them. Finally, dhe bank rranager bad a diferent idea - why not simply put photograph ofthe account holder on each cheque? 3 ‘Tae company quickly cased that dere 6 ‘way of making industrial cleaners fexefing. Special offers and competions had limited sucess. So they tried something sly instead. The company’s rime sas changed to the New Pig Corporation. All products were labelled vith the New Pig ogo, the hotline was hanged 10 800-HOT-HOGS and ics ‘eompany adress to 1 Pork Avenue. Did i work? Well, growing ata eae of 10% a year, New Pig currently employs more than 300 people and enjoys sles of over $80 milion, 4138 Recordings Bliss Extract 1 A OK, we both know the problem. Basically, we cate get reall stores to stock our new product. They say its too expensive, So the question show {do we get access tthe customer? 'B: What if we offered it on a sale or revrn basis? ‘A No, I don’ think so, If se di that, ‘wed just create cashflow problems for ‘ourselves. 2 Hm. Well, another option would be ‘to sell it direct online | Its possiblity, but I rally dont think ‘ve know enough about e-commerce take the chance. And if we srt bringing in Internet specials, we could end up spending & fone, i, OF course, we woulda’t have this problem if we'd priced the product ‘more sensibly in the Bist place. Extract 2 A: Right, our objective for this meeting is to think of ways we can get the supplies we need. As fm sure youve all heard ous sole supplier is about to 0 bankrupt! 1B Hopefully, won't come to that, but if ‘itdoes, well cerainly have to at fast. Supposing we bought the company out? ‘Ac What, and took on all their debs? | dont think so! . Alternatively, we could just ‘manufacture our own components, Ive spoken to our technical Ldepariment They say they can do it [A Yes, bt do you have any tea how Jong, t would take to get an ie-house production faiity operational? 6; Wel, what choice do we have? Unless wwe do something, weil be out of business within six months! 1B What I want to know is why our suppliers didnt el us they were in trouble, we'd known this was ‘eoing to happea, we could have had ‘our own production plant up and running by now. Extract 3 As What I want io know Is: how do we maintain our profit margins th Labour costs rising the way they are 1 Well, fe seems obvious, but how about raising prices? I mean, even with 2 2% price re, we'd still be very competitive. (GE No, fan afaid that’s not an option. This is an extremely price senskive marke, BT know that, but what else do you sugges? If we don" cover Our cos ‘well soon be running ata los, ‘A: Now, les not panic. The answer ‘could be to shift production to somewhere like South-East Asia “Weve talked about it before (6 And close down our plats here? Wouldn't se easier if we jus tied 10 renegotiate withthe unions ~ get them to accep lower pay cfr? [A If we'd been able to get the waions to accept a lower pay offer, Joha, we ‘woulda’t be considering outsourcing to-Asia, Extract 4 ‘A: Now, what on eanh are we going to do bout al this unsold stock pling up in the sarehouses? If we don't move it pretty soon, therell be no sac for ‘new predict, And well be ot with 3 lot of old product nobody wants! So, fdas? Anybody? 2% Wel, in my opinion, our product development cycle is way to shor. ‘Why don’t we delay the new product launch to give us time to sl existing sock? [A This technology driven business, Rober. If we dont continslly upgrade ‘oar produc, the competion will By And if we didn all keep upgrading ‘every three months, we wouldnt have this problem CG: Wait minute, wait 2 miowe! This old stock, couldn't we just sell off at a discount to create space fer the new ‘UIP Say, 1592 ‘AT rather not start aking aut a 15%6 tiscount at this stage, if you don't mind. (© Well, if we'd discounted it sooner, we woulda't have had tobe so generous, Extract 5 ‘A: Now, Ive brouggit you all ere 10 discuss very serous mate. Someone fn the company — we don't know who is passing on information 10 the mpeition, Tm sure 1 dorit need to tell you that in a business Uke oars its fesse e provect ur competitive advantage. $0, .. what do we do? By Ate you telling us we bave a spy amongst Ue AcIFT wasn, Simon, we wouldnt be here Well, let's think. We already reste acee's to important files, but what about encrypting our mest ‘confidential information 2s wel? I's ‘common practice ip most companies these days. Tm surprised se dont do i alway. ‘A:T afraid its more serious than ust downloading dats off the company server. This person seems io be sedng mec ad pea Youre joking! (coughs) im, sony, fs just shat ean arly believe tis © Wel, maybe it’ time we involved the police. Cleary a crime is being ‘ommined here A; Hemost cenainly &s And T would have called the police in already if ta ‘thought i¢ would do any good. Bu, | dont wane our spy, whoever 35, 10 know we know. $0, unless we have 1, Td rather see if we car del wit tis fours fist. Aad who know? Perhaps we ean even urn the sition to ou advanageBios (Case study 1: Harley Davidson, ariey chief, Richard Teedink, was quick to realise that che company’s greatest asset ‘vas is customers. So the fist thing he did ‘was bulld up the Horley Owners’ Ciub ‘which now has neatly half a millon members. He also recognised the trend ‘owanis higher-income customer, for whom a Harley was 2 sams symbol ‘These yuppies, ch udban bikes of Rolex riders, as they were sometimes calle, were clealy the key to the company’s survival By creating an extended family of Harley enthusiasts fighting to save a great American legend from Japanese aac, Teetink was able 1o work effectively on the emotions of his target market. ‘But Teedink wat practical businessman, too. He knew that he coulda’ ignore the technical side. So Hiacey executives were Sent to Japan to learn some of the Jnpanese quality assurance techniques ‘Move significantly, Harley-Davidson immediately got ed of al of is executive vice-presidents and replaced them with three self directed teams: one to create demand; one t manufactur the products; land one to provide customer support. The net step was o se up the Harley Tnstate which affers every employee up to eighyy hours of taining & ye. na final mastentroke, Teedink persuaded the Invemational Trade Commission 10 increase the tax on imported Japanese motorbikes over 700cs from 4.4% 10 an ‘enormous 49:96 fora fixed period of ime to give Amesican manufacturers te to ‘And recover they did. By 1988 when Harley-Davidson threw is 85th bthday party in Milwaulee, 40,000 Tale lovers Imad come from all pars ofthe Used States to attend with Harley executives riding atthe head of each convoy. By 1969 Harley was again the number one heavyweight bike company in the US with 59% of the market. Today i’ still growing by 8 to 10% a year and enjoying record sales of around $2 billion, Case study 2: Hennessy Cognac Ws close 1 midnight and you're relaxing after along, hard day at the office. The boarman’s waiting to take your order. You dont know what to have. You look at table in the comer where an atractive roup in thelr early twenties seem to be having fon. ‘What are shey inking?’ you ask the barman, Hennessy matin, ‘madam, They'e the latest thing. Would you lke 10 uy one” You've never heard of i ‘Sure’ you reply. The barman pours the clark golden dink ievo a cocktail glass, ‘ey, this sn at all Bal” you say. You ‘order a couple more and can't wait tell your feends about your sew discovery ‘What you dont know is that dhose sch ids inthe corner ace getting pal to drink this suff. Theyre pat of an Ingenious ‘campaign dreamt up by the Hennessy marketing department to influence people's choice of drinks in bars ll over ‘he Sats. “Stealth earketing’ they call, ‘Over the past six months Hennessy ave been interviewing and recruiting young, oodlooking people to go into bars in ‘New York, Chicago, San Francisco, LA. and Miami and onler Hennessy cocktails, tel bur suff how to make them if they dont know and buy drinks for anyone they lke. Hennessy pays for their drinks apd they get $50 a nigh for the job. ‘Clever Bur does i work? Yes, brian! Hennessy sales have increased ever since the campaign. In 1997 Hennessy finally broke the one-milion-case-year baler in the US, And today Hennessy sponsors parry nigh all over the world fom Paris to Kuala Lumpur. OF course, the secret is ‘out now. But that hase stopped other companies copying the stategy 10 fnfluence those eusomers who believe they cannot be influenced, 18 Eating out Ghiss [A So, here we ae. He, isa bit more ‘crowded than vsual B: Nice place. De you come here often? ‘A: Mm, yes Is very convenient and the food i excellent, but i looks like we ‘may have 10 wat for able today. This place is geting more and more popular ‘A: Our uble’s going to be a couple of srinutes, afd, but we can st a the ber if you like B: Oh, OK. I see what you mean about this place heing popular {Ac Wel, sue shouldnt ave to wat too Jong, Now, what would you like to drink? 3B: Oh, jus a fut juice or something for AS OK 1. er excuse me. Bs ou $0, Tm not really sure how I ended ‘up in financial services. Ac Me nether. sudled law at university, but! never wanted 10 work fora bank Right I just see if our table's ready. (OK, this is their standard menu . Mm. It all looks very good. and those are the specials. Let me Know if you want me to explain anything. Be Thanks, Tay need some help. $0, what do you recommend? A: Well, they do a great lasagne. But perhaps you'd lke something more ‘ypically Engis, 3B: Mm, yes. And perhaps something a bit Ugh, A Is there anything you don't eat? No, not relly, Tm allergic to mussels, shave all AN: Oh, that's a pity. The mussels are a speciality. But crm, you could try the Iam. That's very good here. I comes ‘with potatoes and a salad. 5: Mm. That sounds nice, fut fn" sa lite to heavy? ‘A: Wel, you could have it without the povaioes. Or peshaps you'd prefer the cod A: Shall we order a bottle of the house red? 1B Well, maybe just a lass for me 8 Oh, let's get a boule. We don’ have 19 finish Oh, wel, suppose not. Could we ‘order some mineral water too? A: Sure. Sparling o sil 5. This is absolutely delicious. How's yours? ‘a: Not bad at al, More wine? 1: Not for me, thanks. $0, how do you think the meeting went this morning? ‘A: Quite well Think OF course, we still Ihave a loc of things to discuss. A. Now, how about a dessert? B; Ob, better not. 'm on a diet A: Me too. Buc it doesn’ stop me. How about peaches in wine? Thats not too fanening B More wine! James, we have ancther meeting this atemoon, remember, Bs Right PM get eis. ‘8: Ob, no, you dont Im paying Bs But you paid yesterday, James. te my ‘A: Noy no, Linsis. You're my quest. Elise Conversation 1 [Ao $0, Se What's this fugu? 1's a kind (of fis, isnt Be Ah, yes. E's rather unusual er Ac Traditional Japanese dish, eh? Be Yes, but er, e's a lite exode. You ‘nay not Like i A: No, no, ke tying new things, Foo sounds good to me. 1B. think you'd prefer something else. Fugu can be alle dangerous A: Abit spy, you mean? Ak, don't worry about that. Tove spicy food. Be No, not spicy. Is, er. tS poisonous. Acts wha 1 Poisonous 2: Poisons? By Ait ant cooked the eight way, yes A Well, 3B Some people love ie And this isa very good restaurant, but thiny people die every year from had fugu. Really, 1 think you should try something else. A Yeah, well, sue. I think you're probibiy right. Maybe I'l have the tempura instead, , Yes, tempura, Much beter idea, David Conversation 2 A: Now, Hans, we thought you might like to try the local speciality Bi Ab, yew Yes it looks a litle strange at fist, But youll love it. You like shellfish, dont your Recordings 1992B Well, [ke prawns. And the mussels we had the ether day were excellent Thea youl really enjoy this. I's squid Bi Squid Yes, like octopus, you know? 1BYex, Lknow what squid is Gh bt this nor just squid BNO! A: No, this is something really special, Its served lt is own ink = as 2 sauce Belts served in ink? 1 Yes, you know, the blac liquid that squld make. BeEim, yes W sound a it... Acca, 1 hhope you don’t mind, but could 1 just have something a bit simpler? (G-Well, you're sure you dont want 10 try i T's really very good. B, Yes, Im sie 5, But erm Conversation 3 [AvNow, is there anything you don ex Louise? 1 Well Tam om a special diet atthe ‘momen, Jean-Claude, 1 hope that's noe a problem. [AN of course aot. This isa very good meng Lam sure we can find something youll lke. What cant you ea? 1B Well, cant eat anything feled. In fat, no fit at all. Nothing made of pastry ‘or cooked in oi. No red et, of ‘course, Not too much sugar. can eat ‘whitefish but only boiled. A. What about the chicken here? That's very plain and simple 1B Is there a sauce on i? |A Yes, ies a delicious cream and wine 1 No cream, Im afi. A No cream B, Or wine, Im not allowed any aleohol at all. Not that T drink much anyway. AT se, Well Pm sue they'l seve it without dhe save Bh Him. Hows the chicken cook? fe Is, ts roast chicken, [imagine 1B Lean only have grilled ‘ATi ask them 0 BH, prefer fish realy AN Well, how abour the wou? B Ist boiled? 2 No, baked ithe oven, Him, Emay not like f What does i cone with 2) Tecomes with potatoes and fresh ‘wegetables, Ob, Lean ext potatoes. Al that catbobydate! Vegesbles are OK. But no beans and 19 Messaging Bios 1 Erm, I couldnt disagree more, aca Jist because email is quick w send ‘ocsnt mean ifs quicker Wo wee or ead. Tad spelling, grammar and layout lok jst 2s bad on a sreen ax on x pee of paper. People forget that e-mails can be sent on tp other people or printed out and Kept on fle for years, Poodly writen ones reflect bud’ on your professionalism, 440° Recordings 2 ‘Wel, think t depends on who you're cesmaling and why. If is someone T dont know, ey e-mail wil fook prety much like standard business fener. But is someane [email every day, then I ast get siaight down to business. Most of these ‘amis are just replies to other e-mails, fnyoray, So'T may aot even osher to serie the other person's mame. If someone I iknow well but havent been in contact with fora while, Tallvays stam off with & fev pleasantries 3 Tim, people are euch too informal in ‘most e-mails if you ask me. And ‘Ssorganived, You can tell they're actually thinking through what they want to say 38 they wait. Alot ofthe emails I get ane about 2s ineffeive asa phone call. Fist swe get al the ‘Tow are thingy? tas good to talk the other day’ stuff. And ‘shen they finally get down to business, ies often something tivial they could have soned out themselves. And they Forget fo fd the asachment! 4 In the past we were sent on courses 10 develop 4 profesional telephone manne, an appropriate business wrting syle and So on. Tur T think it makes more sense row jos o talk about messaging eather than phoning, fxn, e-mailing. And the Tanguage is very simile these days n0 matter what medium of communication yous using. As a mater of fat, my ‘company pays a monthly fee for me #0 Ihave something called a unified messaging service, That means all my voice mais, ‘emails and faxes go 10a centalinbox and I can get thea anytime Tike in any ‘way Hike through my mobile, my laptop for my cleconic organiser I ean even read ty voice mua and Hsten toy e-mail. I's reat! 5 ‘Wel frankly, 1 always ated al shat “Dear Si or Madam, with rar! 10 your leer of, don't hesitate’, yours sincerely’ kind fof rubbish. Thank god we can jst write like normal homaa heings now. Emails arcat strength is ts simplicity and Giractness, You don't aced to learn any special expressions of wory about where youre going to put the date. AS if anyone ‘ared! In some ways email’ lor lke Yoice mai ~ you jus talk through 3 computer keyboard instead of a phone. ‘You lewp it short sad friendly. Do it once and seni #. People who go on about nedquete’ drive me urs. Theyre just trying to make emai as over-complicated as business lees used tbe Bice Message 1 ‘Mesa received today at 9.37. Hello, this Bil calling for Seat, Somry for not getting back to you sooner, bu 1 only just got your emai. having a few ‘problems wid this new Outlook Pxpress program, just cant get the damn thigg to work! Anyway, ve been thinkag aboot ‘what yo sail at our last meeting and T think T may have the answer. Why don't sve simply buy the Intemed tt would cemaialy solve Jor of problems. Think about i and eall me back later today, Ta repent the mess, pres: one; to delete the message, press to: 1 sate be message, press tore, Message erase. Message 2 Message rected tday at 955. Hi, Richard ere. You won' forget those Aigutes for our meeting in News York tomorow” momning wil you? Thooked you both onto Virgin ight 776 from Heathrow, economy class, Sory, I coulda get us all a seat in upper cass. Believe te, 1 ied everything. So L went actually be with you during the Might. Butt can ive you a lft wo the apor iryou lke. Fm ‘going ballooning this atlernooa, so phone sme back after 4.30 if you want to Aix somicthing up. speak 10 You lee To repeat te mesage, press ov; to delete the meseage, pres, to sane the message, pres threw, Message erased. Message 3 ‘Message received today at 1004 Hello, Anta am just phoning to sy how mich Tloved the ‘Beauty without CCnscty campaign you ran for us and 10 see if you'd hike to come to te Izunch of ‘our new cabbage and banana shampoo. realise es eather shor nexice, but would fone of you be prepared to ge a lide speech? You were 20 good lat ie. ‘Therell be alot of celebrities there and swore donating all the prof fom ticket Sales to Save the Squirrel. Fm in Pxpua New Giinea right now so call me on the satellite phone. Bye To repeat the message, pres ou; fo delete the mescge press 1e0: fo save tbe mes, pres three Message erased: Message 4 Message reeled today at 10.21 Iuyeiano here. Fm calling to say tim very Unhappy about the direction 7 ae trying to take my company in. Geel knows its a elificlt enough asines to begin with, You try selling lowebuedger Tshis and pullovers in today’s mara! As you lenox, se have 2 reputation for dramatic and controversial television commercials land your suggestion cha we use some ageing rock group to promete our product is frankly pathetic. [want a fesh proposal ‘on my desk by tomontox” mening oF 1 ‘all in another ssoup of constants Phone me the minute you gin To repeat the message, pres ne; to delle the message, pros eof save the message, pres threw Message erased. No more message20 Negotiating Boon Speaker 1 Spore! a much time as possible atthe ‘ser geting 4 know exactly who you're Sealing with, Inexperienced segelators {end t go straight in there and san Inngaining. That may be OK for a seal ‘one-off deal, bur fs no way to build a Tonggterm business relationship. So cee rapport fist. This could take several hours for several months! When you ready t0 art negotiations make sure you agree on 4 procedure fefore you hegin. And while theyre setting out thei proposals, dont lnterrpt. Listen, And take notes. Thea Ihave hineh! Dont he remped! 10 make your counter proposals ard enter the ‘hanzining phase untl after a good long beak. Youd be surprised how much you can find out over a decent mal Bargaining, of course, is the eral phase, butt can be surprisingly quick. I in break off and fx state meeting. Don't ty to un marathons. When you do finally ‘ast io the agreement stage, agree the ‘general emis, but leave the deals wo dhe lawyers ~ this what theyre there fr. Close on 3 igh note and remember 1 celebrate! Speaker 2 Prepare thoroughly. Ifyou don't, you ‘won't none whether t0 accept an ofler and may ead up actually arguing with ‘your own side, which 8 suicide na neqetiation. So, eke sure you estblish all te points you're going to negotiate tnd have clear dea of yous opening, target and walk-away postion on each. Your opening postion ox OP i your inital offer on price or whatever. Your TR, your target postion, is what you'te realistic siming for And your WAP oF ‘walk-away poston isthe point at whic you walk away from the negating table [kway he prepared to do that. Know ‘what your fullback poston or FBD i — ‘what youll do you doa’ reach an agreement. Some people call his your BATNA, your best akernative © negotiated agreement. You nezty always have a BATNA, however undeskable. But if you relly haven got one, you'd etter he goed! at biting or you going lose bigtime! Speaker 3 all, a successful negotiation ts a kind of joint problem-solving meeting where ive ideify cach ether’ interests, sents land nocds and then explore the diferent sways we could satisfy those. sy ‘dealy’, Fecause it hardly ever i ike tha. Win-win negpxsation i 2 great idea, but most pple have simple Twin ~ you lose ‘eataly. So what do you do with the ppersan who simply wont listen, who keeps interrping, who becomes gestive, who malkes Ist mince ‘demands, who won make a decision? 1 faust have read dozens of books on negotiation tates. The problem is, so hus ‘everbody che, So they dont really work My only advice is: don’ get personal ~ sever dont agree o anying ntl you've discussed everebing: don't make any ‘concessions wihou asking for someting in retumy asks and lots of questions: andl don't give into pressure. Rememr, if the answer must he now, the answer st be No! Speaker & Tthink it was the negotiations trainer and verter, Gavin Kenedy, who sad the worst, thing you ean do to a negotator isto accept is fit offer You may tik that's ‘exactly what he wants, but that's where ‘you'd be wrong. IF you accept his fst fer without a fight, your opponent wll think he eoakd have got a lot more out of you, He wont be happy at al, and you dont want that So play the game. And Sort worry about diy ks, They're only ny tricks when your opponent ses them. When you tse them, theyre tutes! So use them, Shock dhem wth you ‘opening offer use your Fglish as an ‘excuse to deliberately misunderstand them: [kl them with silence; use your emotions when fs to your advantage; ight a the ‘end, say you have © get the OK from {Your boss or make anche last-minute demand Bdeooe Extract 1 Av Now, the next thing is: we'd like to ‘sce some movement on price. We had a rather lower figore in mind than the one youve quoted ts 1B OK, What sort of igure are we talking about? [A Wel, something nearer to seven milion 1B Now, let me just check I understand ‘you correctly. Youre offering us seven rillon for the whole conssucion ‘Ac Thats ight 5 And what sort of time-scale are we looking at AA We would expect you to complete the projet within 18 months. 1s ow flexible eaa you be on tha? A: Not very. We were hoping to have the plant fully in operon by next September 1 Tee. Can Tmake a suggestion? | Go ahead |. Well, would you be willing to accept a compromise? A That depeads on what kind of ‘compromise you had in mind Well what if we offered you an. alternative? What if you pil 8 690 milion in advance, «wo milion end ‘conic, and another 32 milion on ‘completion A: On sce? On schedule. 18 months .. Or thereabouts. 1 Him. So that's 7.2 ailion euros inal it you nan over schedule? Then there would be a penalty. L's say 25 thousand eos foreach week ‘we fan over schedule A lm, Pe afraid this doesn't really solve our problem, What we need from you ia guarantee thatthe proket wll be finished on time B, And, as you nov, Fcan only give you thar guarantee by bringing in more ‘outside contactor. A Which ups the pice to your orginal bi of 78 milion euros? A: At the moment we do not see this as ‘a viable option. 1B, 78 mlion really 6 my est price om that 2 Well, in that ease, think that's about as far as we can go at this stage. B: Now, salea minute. Were not going 1 lose this dal for 00,000 euros, surely Hove abou this 2 ‘Extract 2 [A Right. We seem to be acaring ‘agreement. But, e:m, before ve false things, cam we just rua. tdrough the main points once more? By Sure A: Now, youll provide a serics of eight two-day in-company seminars for out telesales team over the next sx months ‘You yourself will be coadueting most of the sessions with ro other trainers, using materials specially designed to eet our specific nceds and approved by us Four Weeks prior wo the fist seminie? B: Tha’'s cone. ‘A: And, e, let me get this quite lear, ‘each seminar 6 1 ave no more than 16 partepanis, is tat nih? 1B Yes, We find the seminars are much sone effective wih smaller soups. {A Hm, [suppose you're right It dacs also ean running more cores, but OK. Now, sinew se ae boollag et seminas, well obviously expect 3 reasonable discount on your usual fe. Bi: Erm, yes. Could you give ws an idea cof what you're looking for? Because ‘with this particular course Ac Twwould have thought 219% discount sw ai So tha’ eghetaes £3,000 is £24,000 maious 15%, which is, erm, £3600, And that would come wo a total fee of $2,400, And you'd invoice 8 on ‘completion of the whole series of sominars, Are these terms broadly acceptable? BE, sell, jse a moment. We haven't acualy agreed on the discount yet. AS Twas about to say, ith ths parieular couse there wouldnt normally be such large dlscount. We offer 10% on Eve ‘oF more of ur standard seminars, but this i a specially éesigned course for ‘your personnel ony. Obviously, we have to cover our development cost Ac Tshould think you could cover them site easly on jst over £20,000, Me Sman. No, my minds made up. 15% — take i of leave ft 1 Well, sow, Kim afraid we could only accept this on one condition a: Which i im, wed want 2 259% non-refundable epost in advance Recordings 141A Done. B: You sce, .. mm, sony? ‘8 29% depot — no problem, I get accounts to make you out a cheque for, let me see, 5,100 .. Well, that's it 1 think we've earned ourselves & ‘deinkt Erm, well, es, Nice doing business swith you, Baas Right, well, when a team wants to sella player, they agree a transfer fee. That's the pie other clubs have to pay them if they ‘want t9 buy that player. These wary aloe ora young, talented player with Los of potential the transfer fee could be around three or four milion pounds. Obviousy, for a seal ieroational sua, could be anything up to twenty millon. Fora team ke Manchester United that equals the dubs annual profi. So buying a player is big decision, ‘Thats what the players club gets, but ‘what about the ple? Well, every professional paver has FIFA agent FIFN's the governing body for world foexball. And the agent's ob ist negate terms with teams Who want to buy the player, The average weekly wage inthe UK Premier League fs about $5,000, oF £250,000 a year: Internationals gee mone and so do foreign players sometimes = it encourages them to come and lve in England. So, basically, dhe wage forall the players the same, with the tare geting maybe 10 oF 15% more Bot, of course, the players dont just get a swage, they also get an annual fee, which is usually much, much more than the basic swage. Superstars can get anything from a ‘one 6 four million pound annval fee. The fee is really fast to sop them going to another team end i their main source of lncome, ‘OK, conttaes. Payers contacts can be for 0, three oF Five years, anf « payer ‘wands to leave before his contrat expires, he has to pay a penalty ~ maybe five nallion pounds or something ridiculous lke that. But chey usually work something ‘out. There's no point having players who don wane ply for you any more So, thove are the main poins to negotiate sna wansfer Other things might ncude 2 percentage of merchandising profs ~ fom, sales of shins, caps, boots with the player's name on ~ and foreign players vill often ont a howse and car provided as well, since they may only stay a few ‘years. Some ask fr free fights Home visit family. Ob, by the way, all those figures ve mentionesl are et, not gros Foothller don’ ike to wory shout how rich tx theyre going to hive to pay!‘Mcmillan Edson BBemveen Towns Road, Oxford OX4 38P 2 dvs of Macmillan Publishers smite Companies and reprewtatves thoughout the world BEN 0 353 95752 6 “Tex © Mark Powell 2002 ‘sign and hsrton © Marla Publishes Lined 2002 ic published 2002 Allegis reserved no part of this publication may be repeodced, Sted in a ptseval stem transmit! n any orm, o DY any means, ‘lecuonic, mechani, phosoeopying recording, oF ctherwie, withont the prior writen permission of the publishers sige! by eke Tl at 320 Design Ise hy Nike Stones cons Julian Mosedale ppl0, 20, 4,65 san O'Farrell ppl6, 67 Falines 8 Aim Wilms p3 {Gover design by Jacke Tl t 320 Design (Cover thstraton by Nike Stes Authors acknombcdgements: My gencrl thanks go to the whole “Mzcmilan team who worked on in Company tntrmediste. The inp frem the people in eto marketing permissions, design and ture research has en temendous aa Use end pdct as bref snmeaurably fom all he sll and ar! work. hank you ako tothe many Busines Fish ents, teachers and tunes I¥e ‘vere wih over the years. They've seen some of his materi in flier incarnations and helped me to hone i a6 best T could. hope they ke the esl, In adetion, special thanks must goto the people ‘who have made the grees dest conbaton to te book. Hist, 10 the publisher, David Rey, who ltr gon a honk out of ie Iwas sure was there. David alway scemed fo be sre, a las. And that tvs enough wo encourage me to persevere. David could eajle foe rgd elas 4 weal of experience He is tue profesional 1 cent pay his «preter compliment than that. Second, to Ek Vier, the senior editor em the prokt. Fees i the face of impossible

You might also like

• The Subtle Art of Not Giving a F*ck: A Counterintuitive Approach to Living a Good Life

  

  From Everand

  The Subtle Art of Not Giving a F*ck: A Counterintuitive Approach to Living a Good Life

  Mark Manson

  Rating: 4 out of 5 stars

  4/5 (5813)
• The Gifts of Imperfection: Let Go of Who You Think You're Supposed to Be and Embrace Who You Are

  

  From Everand

  The Gifts of Imperfection: Let Go of Who You Think You're Supposed to Be and Embrace Who You Are

  Brene Brown

  Rating: 4 out of 5 stars

  4/5 (1092)
• Never Split the Difference: Negotiating As If Your Life Depended On It

  

  From Everand

  Never Split the Difference: Negotiating As If Your Life Depended On It

  Chris Voss

  Rating: 4.5 out of 5 stars

  4.5/5 (844)
• • Magazines
  • Podcasts
  • Sheet music
• Principles: Life and Work

  

  From Everand

  Principles: Life and Work

  Ray Dalio

  Rating: 4 out of 5 stars

  4/5 (608)
• The Glass Castle: A Memoir

  

  From Everand

  The Glass Castle: A Memoir

  Jeannette Walls

  Rating: 4.5 out of 5 stars

  4.5/5 (1716)
• Grit: The Power of Passion and Perseverance

  

  From Everand

  Grit: The Power of Passion and Perseverance

  Angela Duckworth

  Rating: 4 out of 5 stars

  4/5 (590)
• Sing, Unburied, Sing: A Novel

  

  From Everand

  Sing, Unburied, Sing: A Novel

  Jesmyn Ward

  Rating: 4 out of 5 stars

  4/5 (1104)
• Hidden Figures: The American Dream and the Untold Story of the Black Women Mathematicians Who Helped Win the Space Race

  

  From Everand

  Hidden Figures: The American Dream and the Untold Story of the Black Women Mathematicians Who Helped Win the Space Race

  Margot Lee Shetterly

  Rating: 4 out of 5 stars

  4/5 (897)
• Shoe Dog: A Memoir by the Creator of Nike

  

  From Everand

  Shoe Dog: A Memoir by the Creator of Nike

  Phil Knight

  Rating: 4.5 out of 5 stars

  4.5/5 (540)
• The Perks of Being a Wallflower

  

  From Everand

  The Perks of Being a Wallflower

  Stephen Chbosky

  Rating: 4.5 out of 5 stars

  4.5/5 (2104)
• The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

  

  From Everand

  The Hard Thing About Hard Things: Building a Business When There Are No Easy Answers

  Ben Horowitz

  Rating: 4.5 out of 5 stars

  4.5/5 (348)
• Bad Feminist: Essays

  

  From Everand

  Bad Feminist: Essays

  Roxane Gay

  Rating: 4 out of 5 stars

  4/5 (1018)
• Elon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future

  

  From Everand

  Elon Musk: Tesla, SpaceX, and the Quest for a Fantastic Future

  Ashlee Vance

  Rating: 4.5 out of 5 stars

  4.5/5 (474)
• Her Body and Other Parties: Stories

  

  From Everand

  Her Body and Other Parties: Stories

  Carmen Maria Machado

  Rating: 4 out of 5 stars

  4/5 (822)
• The Outsider: A Novel

  

  From Everand

  The Outsider: A Novel

  Stephen King

  Rating: 4 out of 5 stars

  4/5 (1850)
• The Emperor of All Maladies: A Biography of Cancer

  

  From Everand

  The Emperor of All Maladies: A Biography of Cancer

  Siddhartha Mukherjee

  Rating: 4.5 out of 5 stars

  4.5/5 (271)
• The Sympathizer: A Novel (Pulitzer Prize for Fiction)

  

  From Everand

  The Sympathizer: A Novel (Pulitzer Prize for Fiction)

  Viet Thanh Nguyen

  Rating: 4.5 out of 5 stars

  4.5/5 (122)
• Angela's Ashes: A Memoir

  

  From Everand

  Angela's Ashes: A Memoir

  Frank McCourt

  Rating: 4.5 out of 5 stars

  4.5/5 (441)
• Brooklyn: A Novel

  

  From Everand

  Brooklyn: A Novel

  Colm Toibin

  Rating: 3.5 out of 5 stars

  3.5/5 (1947)
• The Little Book of Hygge: Danish Secrets to Happy Living

  

  From Everand

  The Little Book of Hygge: Danish Secrets to Happy Living

  Meik Wiking

  Rating: 3.5 out of 5 stars

  3.5/5 (401)
• A Man Called Ove: A Novel

  

  From Everand

  A Man Called Ove: A Novel

  Fredrik Backman

  Rating: 4.5 out of 5 stars

  4.5/5 (4610)
• The Art of Racing in the Rain: A Novel

  

  From Everand

  The Art of Racing in the Rain: A Novel

  Garth Stein

  Rating: 4 out of 5 stars

  4/5 (4203)
• The World Is Flat 3.0: A Brief History of the Twenty-first Century

  

  From Everand

  The World Is Flat 3.0: A Brief History of the Twenty-first Century

  Thomas L. Friedman

  Rating: 3.5 out of 5 stars

  3.5/5 (2259)
• Steve Jobs

  

  From Everand

  Steve Jobs

  Walter Isaacson

  Rating: 4.5 out of 5 stars

  4.5/5 (807)
• A Tree Grows in Brooklyn

  

  From Everand

  A Tree Grows in Brooklyn

  Betty Smith

  Rating: 4.5 out of 5 stars

  4.5/5 (1929)
• The Yellow House: A Memoir (2019 National Book Award Winner)

  

  From Everand

  The Yellow House: A Memoir (2019 National Book Award Winner)

  Sarah M. Broom

  Rating: 4 out of 5 stars

  4/5 (98)
• Devil in the Grove: Thurgood Marshall, the Groveland Boys, and the Dawn of a New America

  

  From Everand

  Devil in the Grove: Thurgood Marshall, the Groveland Boys, and the Dawn of a New America

  Gilbert King

  Rating: 4.5 out of 5 stars

  4.5/5 (266)
• A Heartbreaking Work Of Staggering Genius: A Memoir Based on a True Story

  

  From Everand

  A Heartbreaking Work Of Staggering Genius: A Memoir Based on a True Story

  Dave Eggers

  Rating: 3.5 out of 5 stars

  3.5/5 (231)
• Team of Rivals: The Political Genius of Abraham Lincoln

  

  From Everand

  Team of Rivals: The Political Genius of Abraham Lincoln

  Doris Kearns Goodwin

  Rating: 4.5 out of 5 stars

  4.5/5 (234)
• Yes Please

  

  From Everand

  Yes Please

  Amy Poehler

  Rating: 4 out of 5 stars

  4/5 (1898)
• The Woman in Cabin 10

  

  From Everand

  The Woman in Cabin 10

  Ruth Ware

  Rating: 3.5 out of 5 stars

  3.5/5 (2521)
• Fear: Trump in the White House

  

  From Everand

  Fear: Trump in the White House

  Bob Woodward

  Rating: 3.5 out of 5 stars

  3.5/5 (738)
• Wolf Hall: A Novel

  

  From Everand

  Wolf Hall: A Novel

  Hilary Mantel

  Rating: 4 out of 5 stars

  4/5 (3811)
• John Adams

  

  From Everand

  John Adams

  David McCullough

  Rating: 4.5 out of 5 stars

  4.5/5 (2409)
• On Fire: The (Burning) Case for a Green New Deal

  

  From Everand

  On Fire: The (Burning) Case for a Green New Deal

  Naomi Klein

  Rating: 4 out of 5 stars

  4/5 (74)
• The Light Between Oceans: A Novel

  

  From Everand

  The Light Between Oceans: A Novel

  M.L. Stedman

  Rating: 4.5 out of 5 stars

  4.5/5 (789)
• Manhattan Beach: A Novel

  

  From Everand

  Manhattan Beach: A Novel

  Jennifer Egan

  Rating: 3.5 out of 5 stars

  3.5/5 (792)
• The Constant Gardener: A Novel

  

  From Everand

  The Constant Gardener: A Novel

  John le Carré

  Rating: 3.5 out of 5 stars

  3.5/5 (104)
• The Unwinding: An Inner History of the New America

  

  From Everand

  The Unwinding: An Inner History of the New America

  George Packer

  Rating: 4 out of 5 stars

  4/5 (45)
• Rise of ISIS: A Threat We Can't Ignore

  

  From Everand

  Rise of ISIS: A Threat We Can't Ignore

  Jay Sekulow

  Rating: 3.5 out of 5 stars

  3.5/5 (137)
• Little Women

  

  From Everand

  Little Women

  Louisa May Alcott

  Rating: 4 out of 5 stars

  4/5 (104)