Motto: To succeed in business, it is as important to understand the etiquette of

entertaining in your dining room or a restaurant, as it is to know how to

negotiate in the boardroom. (Phyllis Cambria and Patty Sachs)

Cross-cultural awareness

x Cultural facts
x Stereotypes

Initial contacts

x Over the telephone

x Face to face

Wining & dining

x Corporate entertainment rules

x Courtesy e-mails

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 Cross-cultural awareness
1 Cultural facts

1.1 Are you dreaming of setting up your own business, expanding rapidly across the
world and making a fortune? Well, before you start planning for success in business, do
the following quiz to see how much you know about the nations around you.

How culturally aware are you?

1. In which of these countries do people avoid 11. What shouldn’t you offer a Hindu for
eye contact? dinner?
a-Japan b-Brazil c-Pakistan a-beef b-bear c-bread

2. In which countries do people tend to stay 12. Where shouldn’t you wrap a gift in white, as
close to you when they speak to you? it is the symbol of death?
a-Mexico b-Finland c-Arab countries a-Poland b-Japan c-Croatia

3. In which country must you be careful to use 13. Where would you offend your host if you
both hands when handing anything to a brought a bottle of wine when coming for
business contact? dinner?
a-Denmark b-South Korea c-Australia a-England b-Bulgaria c-France

4. In which country shouldn’t you touch
somebody in the head?
a-Romania b-Afghanistan c-Thailand
5. In which country is blowing your nose in
public considered bad manners?
a-Greece b-Spain c-Korea
6. Which day is the day of rest in Arab
countries?
a-Friday b-Wednesday c-Saturday
7. Where should you try to make all your
appointments either before 14.00 or after 17.30?
a-Italy b-Spain c-Portugal
8. Where must you not drink alcohol on the first
and seventh of every month?
a-Pakistan b-France c-India
9. People from which country wear two
watches?
a-Ecuador b-Saudi Arabia c-Russia
10. In which country should you avoid shaking
hands with people?
a-Germany b-Russia c-Austria
14. Where is chewing gum banned?
a-Singapore b-Hong Kong c-Malaysia
15. Where can’t you enter a mosque if you’re
not Muslim?
a-Turkey b-Morocco c-Holland
16. Where should you never admire your host’s
possessions?
a-Ukraine b-Egypt c-Arab countries
17. Where can you wear shorts to do business?
a-Estonia b-Bermuda c-Bangladesh
18. In which country is a tip included in the
restaurant bill?
a-Britain b-Italy c-Sudan
19. In which region is it considered rude to eat
with your left hand?
a-Ireland b-the Middle East c-USA
20. Where should you avoid giving your host an
even number of flowers?
a-Hungary b-Romania c-Slovakia

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Scoring – Give yourself 2 points for each correct answer (your teacher will indicate them
to you).

34-40: Excellent! You are very aware of cultural differences. You are completely
at ease working in other countries and, if you are not already doing so, you
should be working for a multinational organization!
22-32: Very good! But you could still make some embarrassing mistakes in your
work overseas. A little more work needed before you become a citizen of
the world!
10-20: Not very good! In at least half of the countries you could make serious
mistakes and lose business because of lack of cultural awareness. Broaden
your horizons!
0-8: Stay at home! This is the only place that you are effective!

1.2 It is said that taking time to learn about your business partners’ culture and customs
can only pay dividends. Develop your knowledge of cross-cultural aspects related to
business etiquette by reading the following descriptions and matching them with the
correct countries listed below.

A. Argentina B. Australia C. Bermuda D. Finland

E. France F. Japan G. Malaysia H. Portugal

1
In this country, handshaking is customary. Normal courtesies should be observed. It is
customary for the guest to refrain from drinking until the host or hostess toasts their
health with a 'Skol.' Casual dress is acceptable. Black tie will usually be specified when
required. Shoes must usually be removed when entering someone's home.
Businessmen are expected to dress smartly. Most businesspeople speak English and/or
German. Punctuality is essential for business and social occasions. Calling cards are
common.

2
Here, old-fashioned politeness is essential. Warm, Latin hospitality is the norm. The
country has a deeply individual national character, although each province has its own
traditions and folklore. Casual wear is widely acceptable, although beachwear should not
be worn in towns.
Businesspeople are expected to dress smartly. Formal attire is expected in some dining
rooms and for important social functions. English is widely spoken in business circles,
although when visiting a small family business it is best to check in advance. Visiting
cards are generally only exchanged by more senior members of a company.

3
Handshaking and, more familiarly, kissing both cheeks, are the usual form of greeting in
this country. The form of personal address is simply Monsieur or Madame without a
surname, and it may take time to get on first-name terms. Casual wear is common, but

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social functions, some clubs, casinos and exclusive restaurants warrant more formal
attire. Evening wear is normally specified where required.
Businesspeople should wear conservative clothes. Prior appointments are expected, and
the use of calling cards is usual. Business meetings tend to be formal and business
decisions are taken only after lengthy discussion, with many facts and figures to back up
sales presentations. Business entertaining is usually in restaurants.

4
This country's population is a mixture of diverse cultures and characters. Thus, there are
Indian, Pakistani, Sri Lankan, as well as European influences. Men are addressed Encik
(pronounced Enchik) with or without the name; women should be called Cik (pronounced
Che) if they are single and Puan if they are married. Chinese and Indians usually use
Western forms of address. Visitors should follow the host’s example and respect religious
beliefs, such as taking off footwear at the door and wearing appropriate clothing. Dress
should be informal, but not over-casual.
Business: Suits or safari suits are acceptable for business meetings. Business visitors
should remember that the population is predominantly Muslim and religious customs
should be respected and normal courtesies observed, e.g., appointments, punctuality and
calling cards.

5
A largely informal atmosphere prevails; shaking hands is the customary greeting in this
country. Casual wear is worn everywhere except in the most exclusive restaurants, social
gatherings and important business meetings.
Business: Suits are necessary in Sydney and Melbourne. Brisbane businesspeople may
wear shirts, ties and shorts; visiting businesspeople should wear lightweight suits for the
initial meeting. Prior appointments are necessary. Punctuality is important. A great deal
of business is conducted over drinks.

6
The custom of shaking hands on greeting is very common in this country. Entertaining
often takes place in the home, and it is customary to send flowers to the hostess the
following day. Dinner is usually served between 9 p.m. and 10 p.m. Dress is not usually
formal, though clothes should be conservative away from the beach. Formal wear is worn
for official functions and dinners, particularly in exclusive restaurants.
Business: Business cards are usually given and businesspeople expect to deal with
someone of equal status. Punctuality is expected of visitors. Literature is in Spanish,
although many businesspeople speak English as a second language.

7
Here, a strict code of behaviour and politeness is recognized and followed by almost
everybody. Bowing is the customary greeting but handshaking is becoming more
common for business meetings with Westerners. The suffix san should be used when
addressing all men and women. It is customary for a guest to bring a small gift when
visiting someone's home, and to remove shoes. Exchange of gifts is also a common

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business practice and may take the form of souvenir items such as company pens, ties or
high-quality spirits.
Business: A large supply of visiting cards is essential. Appointments should be made in
advance, and, because of the formality, visits should consist of more than a few days.
Business discussions are often preceded by tea and are usually very formal.

8
Many of the social conventions in this country are British influenced, and there is a very
English 'feel' to the islands. It is quite customary to politely greet people on the street,
even if they are strangers. Casual wear is acceptable in most places during the day, but
beachwear should be confined to the beach. Almost all hotels and restaurants require a
jacket and tie in the evenings; check dress requirements in advance. Business:
Lightweight suits or shirt and tie are acceptable, as are Bermuda shorts. Visiting cards
and, occasionally, letters of introduction are used.

1.3 Re-read the passages above and choose the best answer to the following questions:

1. In the first paragraph, businesspeople are said to:

A be smart
B wear informal clothes
C offer their guests drinks on every occasion
D dress elegantly

2. In the second paragraph, the people with a higher position in their company:
A are allowed to wear beach clothes
B offer their visiting cards to their potential business partners
C are old-fashioned
D are individualistic

3. In the third paragraph, business etiquette requires that:

A the after-hours entertaining take place only in restaurants
B casual clothes be worn
C visitors shouldn’t address their host by their first name
D business meetings consist of long discussions

4. In the fourth paragraph, which description best defines the country?

A a place where hosts set the example for their guests
B a nation governed by the Europeans
C a religious community
D a region where Western customs predominate

5. In the fifth paragraph, visitors to people in this country:

A should wear a jacket and tie for business meetings
B are allowed to wear casual clothes everywhere
C must not touch the people they meet
D don’t have to participate in social events

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 6. In the sixth paragraph, business guests should:
A be invited to their partners’ home for dinner
B not attend company events organized in restaurants
C not arrive at a business dinner later than 10 pm
D speak Spanish

7. In the seventh paragraph, visitors to people in this country can:

A address everybody by their first name
B keep their footwear on during their stay
C stay for as long as they wish
D receive a symbolic present

8. In the eighth paragraph, a successful businessperson will:

A say hello to everybody on the street
B enquire about the dress code before attending an event
C bring a swimming suit along
D speak English

1.4 Provide a synonym for the following terms:

1. good manners (noun, paragraph 1) - .............................................

2. calling card (noun, paragraphs 2, 7)
3. last name (noun, paragraph 3)
4. previous (adjective, paragraph 3)
5. to support (verb, paragraph 3)
6. combination (noun, paragraph 4)
7. to predominate (verb, paragraph 5)
8. position, rank (noun, paragraph 6)
9. habitual (adjective, paragraphs 6, 7, 8)
10. to restrict (verb, paragraph 8)
- .............................................
- .............................................
- .............................................
- .............................................
- ............................................
- ............................................
- ............................................
- ............................................
- ............................................

1.5 Match the words on the left with the words on the right to form collocations:

1. hand A. card 1
2. social B. presentation 2
3. casual C. language 3
4. business D. customs 4
5. family E. code 5
6. sales F. shake 6
7. religious G. business 7
8. second H. wear 8
9. dress I. address 9
10. form of J. conventions 10

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2 Stereotypes

2.1 What is the difference between heaven and hell? Complete the gaps with these
nationalities to find out. Explain your reasons.

British French German Italian Swiss

Heaven… Hell…
is where the politicians are …………… is where the politicians are ……………
the engineers are …………… the engineers are ……………
the cooks are …………… the cooks are ……………
the lovers are …………… the lovers are ……………
and it is all organised by the …………… and it is all organised by the …………..

2.2 What would Romanians be in ‘heaven’ and in ‘hell’?

2.3 Answer the following questions.

1. What stereotypes do you know about other nationalities?
2. Is there any truth in national stereotypes?
3. Do stereotypes affect business practices and relationships?

2.4 Many books about cultural differences suggest that the world can be divided into
three geographical groups: A – North America, Northern Europe
B – Southern Europe, Latin America, Middle East
C – Japan, China, East Asia.
Which parts of the world do you think the following descriptions might apply to?

Business relationships are:

1. friendly and informal, but a personal relationship is not so important. Much
business is done over the phone. Stress is placed on efficiency, punctuality,
and organisation. ………
2. based on mutual respect and are done in groups. Status and respect are
accorded to older people. Consensus is sought after and confrontations are
usually avoided. ………
3. based on personal relationships. Some time is needed to build trust before
business can begin and friendships are more important than rules. There is a
preference for doing business face to face. ………
Company values are:
4. group harmony, loyalty, company reputation. ………
5. trust, sensitivity, personal reputation. People work to live. ………
6. competition, logic, action. People live to work. ………

2.5 Consider the following questions.

1. Does Romania match the description of its group? How is it different?
2. Is globalisation reducing such cultural differences?
3. What would be the universal norm?

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 Initial contacts
3 Over the telephone

3.1 Make the necessary changes to render the following telephone conversation more
formal.

A: Hello?
B: Hello!
A: Hello, is Larry Johnson there?
B: Hang on, I’ll see if he’s in the office...
A: Hello? Are you still there?...
B: Yes. Sorry. I’m afraid Mr. Johnson’s just gone out. You can leave a message, if you
like.
A: Well, yes. Tell him that I have to cancel the appointment of tomorrow morning at 10.
B: Certainly. Who’s calling, please?
A: David Kirst, from GTF Industries.
B: David Kirst, from GTF Industries. I’ll give him the message.
A: OK, bye.
B: Bye.

3.2 Look at the following telephone phrases and add your own examples for the functions
given.

Functions Phrases Your examples

Offering help Good morning, Standard .......................................................

PLC, may I help you?

Introducing oneself & Hello, my name is Jane .......................................................

Asking to speak to Malkovich
someone I’d like to speak to...

Asking the caller to wait Hold the line, please... .......................................................

Connecting people Could you put me .......................................................

through to …?

Making/ Changing When could we meet to .......................................................

appointments talk about this in detail?
Would Thursday
afternoon suit you?
Would it be possible to
postpone our meeting?

Saying the person being I’m afraid she is not .......................................................

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called is not in the office available at the moment.

Taking/ Leaving a Can I take a message? .......................................................

message Shall I ask him to call
you when he’s free?
Could you let him know
that…?

Asking for repetition and Could I have your name .......................................................

clarification again, please?
Would you mind
repeating that, please?

Concluding Thank you for your help. .......................................................

Goodbye!

Being unable to take the Can I call you back .......................................................

call later?

3.3 In each case, circle the best reply:

1. I’d like to speak to Mr. Kingsley, please. A I’m afraid he’s not here at the moment.
B Well, you can’t.
C Certainly.

2. Would you mind if I called back later? A Of course.

B By all means.
C By no means.

3. When would it be convenient for you? A I’ll be in all morning.

B When you want.
C A certain hour.

4. I’ll put you through to Customer Service. A Hello, may I help you?
B Customer Service, can I help you?
C Customer Service here.

5. Could we reschedule our appointment? A Yes, go ahead.

B I’m afraid we can.
C Yes, of course.

6. Is it all right if we postpone our A No, it’s all right, thank you.
meeting until Friday morning at ten? B By all means.
C I’m sorry, I’m afraid I don’t

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7. You asked me to confirm A Yes, that’s the best time for us.
the date of our meeting. B Yes, we’ll be in England then.
C Yes, let me just get my diary.

8. Would you mind repeating that, please? A No, of course not.

B Yes, I will.
C I’m afraid I don’t.

9. Can you contact Mrs Sherman A Yes, I’ll send her a copy.
about the report, please? B I’ll tell her when I see her.
C I’ll give her a ring immediately.

10. Good morning. What can I do for you? A Hello, I’d like to speak to someone
in the Delivery Department.
B Good morning. I’m Jeoff Bargain.
C A lot.

3.4 Write down these figures the way they are said. For suggestions, check the Additional
material section at the end of the book.

1. £ 25.50 - ........................................................................
2. 021 312 55 67 - ........................................................................
3. 2003 - ........................................................................
4. 6 3/4 - ........................................................................
5. € 10.75 - ........................................................................
6. 0246 888 035 - ........................................................................
7. 9,089,250 - ........................................................................
8. 25 Magheru Boulevard - ........................................................................
9. 50% - ........................................................................
10. 0.68 - ........................................................................

3.5 Fill in the following table with either the name or the spelling. For spelling
suggestions, check the Additional material section at the end of the book.

Name Spelling
Michael ... ... vi ai en si i
... Dudikoff gei ei en i ...
Henry ... ... XDLԥXLXHQJHH
Carla ... ... es ti ar ei iu es es
... Garland i ar ai si ...

3.6 In pairs, act out short telephone conversations using the role cards given by your
teacher.

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4 Face to face

4.1 Business is not all about work. Before getting down to business, there will inevitably
be some small talk. Together with a partner, draw up a list of topics which you could
tackle and topics you should avoid with:

A. new acquaintances: ................................................................................................

................................................................................................
................................................................................................
................................................................................................
................................................................................................

B. old acquaintances: ................................................................................................

................................................................................................
................................................................................................
................................................................................................
................................................................................................

C. both new and old …………................................................................................

acquaintances: ................................................................................................
................................................................................................
................................................................................................
................................................................................................

4.2 Fill in the following conversation with the appropriate information:

A: Hello. (1) ............................................... . My name is Alexander Stuart.

B: Pleased to meet you. I’m Joseph Finch.
A: Is this your first visit to Melbourne?
B: It is, actually.
A: (2) ................................................?
B: To be honest, I haven’t had time to do any sightseeing. I’ve been busy all week. In
fact, this is the first chance I’ve got to get out of the office since I arrived.
A: Well then, how are you enjoying the party?
B: It’s been great so far. It has given me the chance to meet some interesting new people.
By the way, (3) ...............................................?
A: Oh, I’m in R&D. I’m senior researcher at Beowulf Chemicals. We deal in synthetic
chemicals for the leather industry. We are based in Sydney, but we have branch offices in
Europe and America, too. What about you?
B: I (4) ...............................................NAT. I’m head of the Marketing Department. Our
head office is in Birmingham and we manufacture all kinds of footwear.
A: Very interesting! Have you been with your company long?
B: Come to think of it, I have. I’ve been working for NAT for more than five years now.
(5) ...............................................?
A: I’ve been with the company ever since I graduated. – that was 10 years ago; and I’ve
enjoyed every minute of it.

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B: It must be quite a challenge to develop your company’s products. Let’s get together
some day to talk about this. Maybe we could strike a deal.
A: That’d be nice. (6) ............................................... .
B: Thank you, and here’s mine!

Remember!

Present Perfect vs. Past Simple

PRESENT PERFECT SIMPLE PAST SIMPLE

x a past action which is not located in x a past action which is located in
time time + yesterday, 2 days ago, last
month
I have found a new job.
We talked over the phone yesterday
morning.

x a past experience + once, twice, x habitual past action + adverbs of

several times, never frequency: sometimes, rarely, often,
usually
I’ve visited the Art Museum twice.
They rarely contacted us before the new
advertising campaign.

x a recent action + already, yet, just, x a recent past action + AGO

lately, recently
The plane landed 3 minutes ago.
The plane has just landed.
We have met at a business fair recently.

x an action which began in the past x a completed action in the past + for
and continues into the present + for,
since, up until now, so far, over the I lived in Madrid for two years and then I
past two years, up to now moved to Paris.

I’ve lived in this country for 5 years now.

We haven’t met since last year.

x an action in a period which is x an action in a period which is

incomplete + this morning complete + this morning

I’ve been very busy this morning; I deserve I finished the report this morning; I can
a coffee break. now watch the evening news.

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4.3 Put the verbs in brackets in the right tense.

1. We .................................... (discuss) the problem at the last week’s meeting.

2. My secretary .................................... (confirm) the arrangements.
3. Our company .................................... (expand) rapidly over the last few years.
4. When ........... they ......................... (launch) the new product?
5. This is unacceptable! I .......... already .......................... (be) cut off twice!
6. Our telephone number .................................... (change).
7. ......... you ever ........................... (visit) Burkina Faso?
8. ......... they ........................... (reach) an agreement last evening?
9. This is the first time the company .................................. (lose) so many customers.
10. .......... everybody .......................... (receive) a copy of the report?
11. A: “Is Mr. Benigni there, please?“
B: “I’m afraid he .................................... (leave) about 10 minutes ago.“
12. Before moving to Brazil, our new R&D Manager .................................... (live) in
Sweden for 10 years.
13. I can’t believe it! I ......... just ........................... (win) 100,000 dollars!
14. The board of directors ..................… (make) the new strategy public this morning.
15. She really needs a holiday. She .......... only .......................... (have) a couple of
days off this year.
16. Why .........the new management ...................... (sell) so many of the firm’s assets?
17. He .................................... (not be) able to deliver the presentation at the time he
was supposed to.
18. ......... you ........................... (achieve) anything recently?
19. The sales figures indicate that we ................................... (have) a great year so far.
20. A few years ago the chairman .................................... (announce) that he was
going to retire, but he .................................... (do) this yet.

4.4 In pairs, act out conversations similar to the one in 4.2 above. Before starting, think of
the following points:

¾ what company you represent

¾ your position in the company
¾ how long you have been with the company (+ any job responsibilities you might
like to share with your interlocutor)
¾ your company’s line of business, location (+ any other information you might like
to share)

Choose one of the following contexts:

A. an international business fair where the latest car models are presented to the
public
B. an all-expense paid weekend at the mountains organised by the multinational you
work for
C. a training course on new sales methods, which gives you the chance to meet
representatives of firms from all over the world
D. a conference organised by the Chamber of Commerce

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 Wining and dining
5 Corporate entertainment rules

5.1 Consider the following questions.

1. What are the advantages and disadvantages of entertaining guests in business
contexts?
2. Who is responsible for entertaining a company’s guests? What about their
companions (spouses or children)?
3. Where can the guests be taken?
4. Would you invite them to an all-you-can-eat restaurant?
5. When can they be entertained?

5.2 Complete the table with suitable information selected from the text below about DOs
and DON’Ts at a business lunch.

DO DON’T
ISSUES Guest Host Guest Host

Timing of the
invitation

Changing the
date/cancelling

Confirming

Arrival time

Waiting for a
lunch partner

Ordering

Who pays?

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Be on time. Even 10 minutes late is rude in these circumstances. If you are
unavoidably held up, call the restaurant to inform your host. If you arrive
very late, join your host and the other guests in the course that they are
eating. If they're having dessert, you have dessert.

When the waiter comes for your order, have your guests' selections taken before your
own. Mention the specials the restaurant is noted for. If one of your guests has ordered a
first course and no one else has, you should join him in that course, otherwise he will feel
uncomfortable eating alone. This is why the host orders last.

Make the invitation at least three days, and preferably a week, in advance. A last-
minute invitation sounds as though this person doesn't have much priority in your
business life. Be clear about the reason for getting together.

Call your guest or her secretary the morning of the scheduled lunch or
dinner (or the evening before a breakfast meeting) to confirm the date, time
and place. Over the phone, it's easy to mis-hear "2nd" for "7th." And did
they say "a quarter to" or "a quarter past" 12?

Don't keep your host dangling for your response. If you have to say, "I'll let you know,"
call back with your answer in less than 24 hours.

Don't cancel unless absolutely necessary and even then tell the guest your very
good reason. Make the call yourself to your guest -- don't have your secretary do
it. He calls the restaurant.

If you are in a large group, and no one else has ordered a first course, don't
be the only guest to do so (you have to listen to what the others are
ordering). Don't order the most expensive item on the menu because it can
look like you are taking advantage of the host's generosity.

Call the person, or the office of the overdue person, after 15 minutes. If the office does
not know where he is or why she is late, order a drink for yourself and wait until about 30
minutes have gone by. Then either order lunch, or call the waiter and explain your
predicament, and leave if you wish. But if you leave, give a generous tip because you
have tied up the table as a non-paying customer.

Don't cancel except for an urgent reason. Make the call yourself. People who
habitually cancel and reschedule get the reputation of being unreliable.

You can wait in the bar or go to the table. If you go to the table, don't eat
the bread or order a drink before your guest arrives. The table should be
pristine, with napkin folded, when your guest joins you.

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When you have clearly been invited, don't argue when the bill comes. You can do the
inviting and paying next time. That is the Principle of Reciprocity: After you have been a
guest, it is your turn to reciprocate the hospitality and be a host. You can't go through life
always being a guest. Eventually your invitations will dry up.

If your host hasn't called to confirm the details, then you do so.

If you are awaiting your host at the table, don't eat or order a drink until he
arrives. The table should look untouched so you can maintain the fiction that
you haven't been waiting all that long.

Arrive a few minutes early so you will be there to greet your guests and not be greeted by
them.

The host pays the bill. As host, you set the date and time, choose the restaurant
at a location convenient to your guest's office, and you pick up the check. One
way to handle this is to sign for the bill in advance.

5.3 Fill in with the right preposition.

about for in of over past through to up

1. Before the conference started, everyone agreed on the timing ............ each speech.
2. If you want to travel during at the peak of the holiday season, you have to make
reservations............ advance.
3. You cannot sign a contract ............ the phone, can you?
4. Of course, we will take advantage ............ this great opportunity!
5. Let’s go ............ what we have agreed, shall we?
6. The Manager was quite clear ............who should participate in the project and
who should not.
7. Shall we meet at a quarter ............ three? (That’s 2.45 pm.)
8. I’ll pick ............ the bill, if you don’t mind.
9. It’s 30 minutes ............ one – shall we take a lunch break?
10. Everybody came to the dinner party except ............ Brenda.

Remember!

Gerund vs. Infinitive

... + VB + ING ... + short INF ... + long INF

x VERB + vb + ING x MODAL VERBS + x VERB + long INF

short INF
avoid, can’t help, dislike, Agree, arrange, attempt,

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like, enjoy, finish, go on, Must, have to, should, ought afford, choose, decide,
keep, imagine, mind, miss, to, can, could, may, might, expect, fail, hope, learn,
practice, risk, suggest, do will, would, shall manage, offer, plan,
prepare, promise, refuse,
x VERB + preposition x MAKE/ LET + short want, wish, would like
+ vb + ING INF
x VERB + Object
succeed in, think of Don’t make him run – he is long INF
too tired!
x ADJECTIVE + I invited him to come.
preposition + vb + ING x HAD BETTER/
WOULD RATHER + x QUESTION
good at, fond of, used to short INF WORDS + long INF

x CONJUNCTION/ We’d better go now. I don’t know where to take

PREPOSITION + vb + I’d rather stay a little the bus from.
ING longer, if you don’t mind
x ADJECTIVE + long
after, before, while, x CAUSATIVE INF
without HAVE + short INF
happy, glad, sorry, easy,
x It’s no fun/ it’s no I’ll have the shop assistant strong. nice
use/ It’s not worth + vb + wrap up the present for you.
ING x NOUNS/
PRONOUNS + long INF
It’s no fun doing the
shopping! pleasure, shock, patience

Verbs used with either the gerund or the infinitive

x With no difference in meaning:

Begin, start, continue, intend

x With a difference in meaning:

remember, forget: I remember having a picnic years ago. (something happened)

vs. I’ll remember to bring the drinks. (something will happen)

try: Why don’t you try using this equipment? (make an experiment)
vs. I’m trying to make a presentation. (make an attempt, do your best to succeed)

stop: It will stop hurting if you take an aspirin. (something is about to finish)
vs. I stopped to take an aspirin. (stop in order to do something)

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5.4 Put the verb in brackets in the right form, gerund or infinitive.

1. The research team must.................................... (agree) on a strategy before they

start .................................... (work) on the project.
2. The PR officer invited all the participants .................................... (join) her on the
terrace.
3. It’s well worth .................................... (put) in some extra hours!
4. Let me.................................... (finish) what I have to say, please.
5. Pleased .................................... (meet) you.
6. They kept .................................... (talk) for more than half an hour.
7. I’d like .................................... (go) now, if I may.
8. After .................................... (decide) on who is to be the next Chairman, the
meeting will adjourn.
9. You’ll have to stop .................................... (smoke); I’m afraid this is a no
smoking area.
10. Everyone expected the product .................................... (be) well received by the
customers, but it wasn’t.
11. I’ll have my secretary .................................... (call) you back with the details later.
12. Could you tell me how .................................... (get) to the nearest police station?
13. I can’t help .................................... (wonder) what the boss is going to think of my
proposal.
14. It was a shock .................................... (find) out that I was about to be demoted.
15. He vaguely remembered .................................... (read) something about it in the
newspapers.
16. While .................................... (travel) to Spain they became very good friends.
17. Unfortunately, the company cannot afford .................................... (buy) a new car
for our department.
18. It’s no use .................................... (try) to contact him by phone – he has forgotten
his mobile at the office!
19. Important documents are missing. Should we .................................... (call) the
police?
20. She has suggested .................................... (hire) the last candidate.

5.5 Imagine you are a Public Relations Officer at the multinational you work for. Since
some of your company’s most loyal business partners have been invited for a dinner
party, everything must be taken care of by your department. You have chosen the
location and now you have to supervise the selection of wines. Pair the following wines
with the food that they are commonly drunk with (there may be more than one option for
each type of food).

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 Food Wine
1. walnuts and
Stilton cheese a. - a fruity dry white wine made in France

2. oysters
b. - a French wine with a flavour of red
berry fruit and strawberry jam

3. stewed beef
c. - a Portuguese white wine, enriched with a flavour of
cherry, cinnamon, black olive, green tea

4. spicy dishes
d. - a very dry red wine produced in Italy

5. lamb
e. - a dry full flavoured wine whose acidity is
medium to lively

6. steak f. - a white grape wine made in France and

enriched with flavours of ripe peach, fig or melon

7. grilled chiken
g. - a fruity intensely aromatic red wine made in
France

8. chocolate
h. - a red or white wine which is slightly sweet with an
acid balance, made in California
9. lobster

6 Courtesy e-mails
It is customary in business to express your gratitude towards those who have helped you
achieve your goals. Consider the situation below and do the task set after it.

SITUATION: You are Helen Bernstein, Head of the Public Relations Department at
SEBELCOM LTD. You organised a business dinner party at the Randolf
Hotel two days ago.
TASK: Write an e-mail to Mr. Kurt Davidson, Events Officer at the Randolf Hotel,
thanking him for his valuable support in organising the event. Mention any
relevant details, such as: the high-quality food & service, the careful selection of
drinks, the decoration of the ballroom, the satisfaction of your guests.

For suggestions on how to write an e-mail, see the Additional material section at the end
of the book.

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1. Try to figure out which of the words listed below combine with the verb to do, and
which are used with the verb to make, and fill in the blanks accordingly.

…… the accounts …… a decision …… a phone call

…… an appearance …… an effort …… plans
…… an application …… an enquiry …… a profit
…… an appointment …… an exercise …… progress
…… arrangements …… an experiment …… repairs
…… an attempt …… smb. a favour …… a request
…… business …… a forecast …… research
…… business trip …… good …… smth. for a living
…… certain/sure …… homework …… smth. to/for/with
…… changes …… an improvement someone
…… a choice …… a job …… a start
…… a complaint …… justice (to) …… a suggestion
…… a deal …… a loss …… well
…… one’s duty …… a mistake …… some work
…… damage/harm …… money …… wrong

2. Find the British or American words that are missing in the table below.

American British
.…….. entrée, starter
bathroom .……..
call (on the phone) .……..
.…….. sweets
check .……..
.…….. reverse charge call
.…….. afters, pudding
dollar bill .……..
.…….. lift
expensive .……..
line .……..
.…….. take-away
trash .……..
vacation .……..
.…….. post code

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3. Fill in the blanks with the suitable idiom or phrasal verb from A to N.

A. butt in
B. keep something off the record
C. iron out
D. (It) beats me!
E. slip one’s mind
F. get away with
G. get wind of
H. on the tip of one’s tongue
I. not have a clue
J. straight from the horse’s mouth
K. back on track
L. (not be able to) get a word in edgeways
M. handle with kid gloves
N. lose one’s train of thought

1. I’m positive the information is correct because I’ve got it …………

2. We …. just ………. an expansion plan and we’re waiting for details.
3. I’ll give you my opinion on the matter on condition you …. it ………
4. Last month, right in the middle of the negotiations, he …………. and ruined
the whole deal. Now I’m going on a trip to Paris to …………. the problems
with our business partners. I’ll have to ………. them ………….. if we want
things ……….
5. They kept interrupting him and he ………….
6. “By the way, what’s Romania’s GDP?” “Come on, you know I’m hopeless at
remembering figures. I ………”.
7. She’s been chattering to her boyfriend on the phone for two hours. The poor
guy can’t ……………
8. Thanks for reminding me about the meeting. It completely ………….
9. “What’s the name of that company they took over?” “It sounds Italian and
starts with a ‘D’, I think. It’s ……………. but I just can’t remember it.”
10. “How come they systematically break the law, and ………….?” “It ………”

4. Replace the words in italics by the corresponding idiom or phrasal verb from A to M.

A. rack one’s brains

B. hear something on the grapevine
C. can’t make head or tail of
D. put one’s finger on it
E. make out
F. keep someone posted
G. (be) on the same wavelength (with someone)
H. keep one’s cool
I. get along with
J. take the words right out of someone’s mouth
K. pay lip service to
L. not see eye to eye with someone
M. over one’s head

1. “I can’t understand this report. It’s full of technical gibberish.” “If you say it’s
too difficult for you, why don’t you ask him to rewrite it?”
2. “I’ve been thinking hard all afternoon trying to remember his partner’s name
but it’s no use. I’ll just have to ask him again.”
3. A manager should always be able to keep calm when emotions are running
high.
4. “How are you getting on with your new boss?” “Fine. We have similar points
of view.”
5. Mary always disagrees with her mother-in-law.
6. “Who’s told you about the cut-backs?” “I heard rumours about it last week.
Nothing official yet.”
7. You said exactly what I was going to say.
8. “Why is he so grumpy? Has he failed his driving test?” “That’s a good
guess.”
9. His secretary’s supposed to keep telling him the latest news about the situation
while he’s away.
10. The union leader pretends/says he’s the only one who really cares about
equity but when it comes to handling difficult situations he usually backs
away. He just talks about principles but doesn’t support them by actions.

5. Use the colloquial names for various social types in the box to complete the
descriptions below. Add the appropriate articles.

chatterbox Don Juan

femme fatale gate-crasher
good mixer gossip
life and soul of the party social climber
wallflower wet blanket

1. He loves to discuss people’s private lives. He’s ………

2. She is not usually invited to dance or to join the fun. She’s ………
3. He’s very lively and people always have a good time with him. He’s ………
4. She’s confident and likes to meet other people. She’s ………
5. He talks on and on about totally unimportant things. He’s ………
6. She’s very negative and has a depressing effect on the others. She’s ………
7. He goes to parties and other occasions without an invitation. He’s ………
8. She’s very conscious of her social position. She’s ………
9. He knows he’s attractive to women who always fall for him. He’s ………
10. She’s dangerously attractive to men. She’s ………
6. Match the beginnings of English proverbs in 1-10 with their endings from A to J.
Explain the proverbs and find their Romanian equivalent.

1. Too many cooks A. is worth two in the bush.

2. A stitch in time B. before they’re hatched.
3. Actions speak C. has a silver lining.
4. When in Rome D. and not enough Indians.
5. Don’t count your chickens E. louder than words.
6. Too many chiefs F. crying over spilt milk.
7. A bird in the hand G. saves nine.
8. Every cloud H. catches the worm.
9. The early bird I. spoil the broth.
10. There’s no use J. do as the Romans do.

7. In about half a page, comment on one of the proverbs from above. Alternatively, you
may write about one of the following quotations.

Culture is the software of the mind. (Geert Hofstede)

Education begins a gentleman, conversation completes him. (Dr. Thomas Fuller)

Oamenii de afaceri se pot scoli în arta conversatiei si

gastronomie
Translation
Succesul dvs. depinde de stapânirea completa a întregii
practice palete de aspecte care pot face impresie pozitiva sau negativa
asupra partenerilor dvs., respectiv eticheta în afaceri, arta
conversatiei, vestimentatia si stilul ales de dvs, si gastronomia.
De altfel, acestea sunt si modulele pe care este structurat cursul „Elite Business
Networking Etiquette“ 2004, oferit de o companie de consultanta în capital uman.
Participantii învata diferentele între eticheta în societate si cea în afaceri, modalitatile în
care se fac prezentarile, abilitati de comunicare, garderoba potrivita în diferite situatii,
eticheta la cocktailuri etc.
Atentia este acordata inclusiv micilor detalii, considerate de multi insignifiante,
cum ar fi: modalitati de declansare a conversatiilor, metode de retinere corecta a numelui
persoanelor, accesorii care pot fi purtate sau care sunt felurile de mâncare ce sunt
recomandate la un dejun de afaceri. Toate aceste aspecte sunt prezentate în exercitii
interactive prin care se practica abilitati de comunicare si relationare, studii de caz,
proiectii video, simulari situatii reale, teste de autoevaluare.
(Adevarul economic)

Dejunurile de afaceri – locul nepotrivit pentru a arata cât de gurmand sunteti

Dan Pascariu, presedintele unei banci, sustine ca dejunurile de afaceri sunt locul
nepotrivit pentru a arata ca sunteti un gurmand. „Daca în urma cu 20 de ani dejunurile de
afaceri erau mai copioase, erau stropite cu mult Martini, în prezent se practica protocoale
mai frugale, simple. La noi exista tendinta sa se aduca la mese trei-patru feluri de
mâncare si nu acestea sunt standardele în Occident. Dar se pare ca noi suntem la portile
Orientului. Pe de alta parte, eticheta în afaceri difera atât de la cultura la cultura, cât si de
la industrie la industrie. E un anumit tip de eticheta în mediile culturale orientale, alt tip
în cele occidentale. Anumite reguli sunt în industria bancara, caracterizata printr-un
formalism mai ridicat si altele în industria IT sau în cea a publicitatii, unde a veni
îmbracat în blugi nu este o problema“, spune cunoscutul om de afaceri.
Acestea sunt diferente importante, iar mediile de afaceri sunt expuse acestora si
transferurilor de standarde care au loc. „In plus, respectarea etichetei tine mult si de cei
sapte ani de acasa, pe care daca nu îi ai, celelalte elemente nu fac doi bani“, conchide
Pascariu.
(Adevarul economic)

FURTHER STUDY

Mole, John Mind Your Manners. Managing Business Cultures in Europe, 1995
Naterop, B.J, Rod Revell Telephoning in English, 1991
Sabath, Ann Marie International Business Etiquette, 1999
Stirling, Johanna English for Telephoning, 2004
Trompenaars, Fons Riding the Waves of Culture. Understanding Cultural Diversity in
Business, 1993

http://bizjournals.com/milwuakee/stories/2004/01/12/smallb7.html - Good Manners/

Good Business by Margery Sinclair
http://en.wikipedia.org/wiki/Faux_pas
http://www.locoloboevents.com/cgi-bin/locolobo/specialize.pl?102 - Corporate Event
Planning
http://partyplansplus.com/execetiquette.htm - Executive Etiquette – Tips for
Entertaining for Business by Phyllis Cambria and Patty Sachs
http://www.protocolprofessionals.com/articles_china_print.htm - Chinese Etiquette &
Protocol by Joyce Millet
http://varbusiness.com/sections/research/research.jhtml?ArticleID=5431 - Business
Customs Abroad