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Pearson Education timited The publishers are grateful to The Economist for
Edinburgh Gate permission to adapt copyright material on pages 28
Harlow (@2003)and tol (@2004). All material copyright of the
Essex CM20 2JE Economist Newspaper Limited. All rights reserved.
England
and Associated Companies throughout the world. We are grateful to John Wiley& Sons, Inc for
permission to reproduce an extract from The Power
wwwlongman.com of Nice by Shapiro and Jankowski o 2001 John Wiley
& Sons, Inc.
@ Pearson Education Limited 2005
Photograph acknowledgements
The right of Christine Johnson to be identified as Alamy/lmagestate pl4, A Jenny p35(tr), P. Doyle p36(tl),
author of this Work has been asserted by her in J. Greenberg p36(br); Associated Press/S. Kaestner p58;
accordance with the Copyright, Designs and Patents Corbis/B.Schild p11,W. Morgan p28, T. Pannell p30,
Act 1988. E. Bock p36(bl), W. Hodges p38, ABolante/Handout/
Microsoft/Reuters p40, Darama pp56, 57; Getty
All rights reserved; no part of this publication may be Images/C. Hawkins p13, J.Silva p15, Z.l{aluzny p20,
reproduced, stored in a retrieval system, or M. Rosenfeld p2l, R [ang p24, Ryanstock contents
transmitted in any form or by any means, electronic, page (m), p34, H. Silton p 42, AJA Productions p43,
mechanical, photocopying, recording, or otherwise B.Scott p44, S. Potter, p 48, F. Herholdt p52, D. lees
without the prior written permission of the p62, J.Feingersh contents page (b), p70, A Nagelmann
Publishers. p73; Panos Pictures/Mark Henley p2s; Photonica/
S.Edson contents page (t), p 5, R Utsumi p62;
First published zoos Punchstock (np) pp 10, 65, 66; Zefa/J. Feingersh p48,
Fifth impression 2008 L. Williams p49.

ISBN : 9780s82-84797 L (with CDROM) Every effort has been made to trace the copyright
holders and we apologise in advance for any
Set in Economist Roman lO.5 /12.5 unintentional omissions. We would be pleased to
insert the appropriate acknowledgement in any
Printed in China CTPSC/05 subsequent edition of this publication.

Acknowledgements Front cover images supplied by J. Feingersh (tr), O.

The publisirers would like to thank the following lees (tm), Punchstock (RF) (tl).
people for their help in piloting and developing this
course: Irene Barrall, UK; fuchard Booker and Karen Picture Research by Sally Cole.
Ngeow, University of Hong Kong; Louise Bulloch,
Intercom tanguage Services GmbH, Hamburg; Steve Illustrated by John Bradley
Bush, The British Institute Florence; William Cooley,
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Groupe ESC Dijon, Bourgogne; Adolfo Escuder, EU
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Piacenza; Andrew Hopgood, Linguarama, Hamburg;
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National Taiwan University, Taiwan; Samuel C. M.
Hsieh, English Department, Chinese Culture
University, Taipei; Laura Lewin, ABS International,
Buenos Aires; Maite Padr6s, Universitat de Barcelona;
Louise Pile, UK; Jolanta Korc-Migon, Warsaw; Giuliete
Aymard Ramos Siqueira, Sao Paulo; Richmond
Stroupe, World Language Center, Soka University,
Tokyo; Michael Thompson, Centro Linguistico
Universitd Commerciale L Bocconi, Milan; Krisztina
Tiill, Eur6pai Nyelvek St[di6ja, Budapest.
 Intelligent Business Intermediate
Contents
Introduction

6 Unit 1 48 Unit 10
Meet business partners Present an argument

10 Unit 2 52 Unit 11
Get things done Negotiate
14 Unit 3 56 Unit 12
Make a short presentation Participate in meetings
18 Writing 1 60 Writing 4
Informal emai[s FormaI correspondence
Meet business partners
Thjs unit witL heLp you review key 20 Unit 4 62 Unit 13
phrases for greetings new partners and
Achieve objectives Lead a meeting
introducing yourself. You can also learn
expressions for checking jnformation and 24 Unit 5 66 Unit 14
exptaining your job responsibilities.
Page 6.
DeaI with problems Conclude a presentation

28 Unit 6 70 Unit 15
Make a recommendation Ce[ebrate success
32 Writing 2 74 Writing 5
--
﹁ 劇 ＪＪ
Ｆ鵬 ・
鷹 ・

Memos Minutes
﹂ ヽ﹂
︲
ＩＬ

34 Unit 7 76 Good business practice

略
Brainstorm solutions
83 Grammar reference
38 Unit 8
98 Pairwork
-1
"l Get attention
105 Audioscripts
F ￢ 「 42 Unit 9
Make sma[[ talk
Unit 7

Brainstorm sotutions 46 Writing 3

This unit wiLt hetp you practice the

Short factua[ reports
[anguage of brainstorming: making
suggestions and responding. Page 34.

Unit 1i

Celebrate Success
0n the inside back cover of this book you wil.[ find an This unit witt hetp you to review the
language for conc[uding a deat:
from the Inteltigent Business Intermediate video. There is also a summing up, reviewing achievements
reference section wjth grammar, culture notes and good business practice. and praising your partners. Page 70.

'3r
From the author
The lntelligent hniness Intermediate SkiLLs Book provides a practical
approach to developing each of the core business skills: presentations,
attending and leading meetings, negotiating, socialising and telephoning.
The book is for intermediate learners who are either already in work, or
studying and preparing for a career in business.
How can the book be used?
The Skills Book provides all the components for a complete course.
However, it can be also be used in conjunction with the lntelligent Br,smess
Intermediate Cotnsebook. Each Skills Book unit gives further practice of
language introduced in the equivalent coursebook units. There is also an
Intelligent Busmess Intermediate Yideo that shows the language and
business skills common to both books in practice.
The Skills Book can be taught as a one-week intensive course of 30 contact
hours; or, it can be used for classes that attend once or twice a week over a
Ionger period. It is designed for groups of four to eight students, but can be
adapted for use with larger groups, or with one-to-one students. (See
lntelltgent B'winess Intermediate Teachers' Book for guidelines.)
What is in the units?
Each unit contains three practical speaking tasks, which are designed to
develop the skills you need to meet the objectives of the unit. After each
task, you will have a short analysis session, which will help you to evaluate
your performance. There is also a listening activity in each unit, which
provides a model of key language and will also help you to develop your
listening skills.
The section What do you tWnk? gives you the chance to draw on your own
experience of business and say what you think are the key factors for
success. If you don't have any experience of work, you can refer to the Good
hnmess Pracnce section at the back of the book. The culture notes will help
you to find out more about other cultures and their approach to common
business situations. You can draw up your own culture profile by
completing the chart on page 82.

There are five writing units in the book which will give you practice in the
kinds of writing that are essential to business: emails, memos, short reports,
formal correspondence and minutes of meetings. You can $o to the
grammar reference for information about the main grammar points, and for
exercises to help you practise each of the key points.
The integrated CDROM will give you extra practice activities to do on your
own. You can practise listening to the dialogues from each unit and watch
short extracts from the Intelligent htsiness bttermediqte Video.
I hope you enjoy using this book and find it helpful in improving your
English. Good luck!
Christine Johnson

t4
Bookmap 1 Information 2 Goals 3 0ptions 4 Strategy 5 Agreement

120
90‐
rninute block
Unit l Unit'‐ 4 Unit 7 Unit 10
園 国
Ulit 13
Meet business Achieve Brainstorm Present an Lead a meeting
partners objectives sotutions argument 462
I6 420 434 l+s Listen and Summarise
Introduce yourseLf Set objectives Define the problem Give reasons main points
Talk about your job 0pen a meeting Make suggestions and Stress key words Encourage people to
Meet a new business Evaluate performance respond speak
Present a structured
partner Evatuate suggestions arg ument ControL the meeting

90‐ 120
rninute block Unit1 2 Unit.8 Unitl■ 1
Get things done Dea[ with Get attention Negotiate Conclude a
I10 problems 138 452 presentation
Tatk about urgency 424 Open the presentation lulake proposa[s I66
Persuade people to do ExpLain and clarify a Speak with emphasis Respond to proposals Make a strong
thi ngs problem Refer to visuaLs conclusion
Negotiate a win-win
Get things done on Predict consequences so lution Ask questions
time Suggest and promise DeaL with questions
actio n

1玩 画面
Unit 3 Unit■ 6 Unit 9 Unit 12 Unit 15
lminute b10Ck
Make a short Make a Make small talk Participate in Cetebrate
presentation recommendation ■ 42 meetings Success
41.4 428 1ntroduce topics 156 I70
Prepare a short Introduce a visuaL Keep it moving Put your point of view Conclude a deaL
i ntroduction Compare aLternatives End potitety Listen and take turns Rev'iew achievement
Sequence points and Make a recommendation Make your case and Celebrate the
make a summary respond conclusio n
Give a short
presentation

120
90‐
r:linute block
W‖ ti 1 W百 tin 3 Wdt“ 94 5
InformaI emails Memos Short factual Formal Minutes
I18 lzz reports correspondence 474
Get things done
poLite
Write a short memo 1146 I60 Start and end minutes
Ly
Write a recommendation Repot trends Repty to an enquiry Record decisions and
Sequence the points in Comment on the igures and sive action points
your message
fJ,:",i*

Good business
practice Unit B

Get attention
ロ ロ Ｌ□
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￨176 」
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﹂■

for presenting graphs and figures. You can

Grammar study the language of change and listen to
reference
ｌＪ月

how Engtish speakers stress key words

■ 83 when presenting. Page 38.

」
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Introduce yourself Talk about your job Meet a new business partner

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Tlask l Objective: Introduce yourself

5 minutes
Walk round the room and try to talk to each person very briefly.
- Greet the other person and introduce yourself.
- Say where you work and what your job is.
- Find out the name, company and job of the other person.

What do you say? Greetings and introductions

10 minutes
Read expressions a-h. They can all be used in the first few minutes
of a meeting. Match them with the functions l-8.
I Greet someone you've never a Cood to see you again!
met before.
b I'm Jan Davis, the Human
z Check someone's name if you Resources Manager.
didn't hear it very well. c I'm sorry I didn't catch your
3 Greet someone you often meet. name. Can you say it again?
4 Greet someone you haven't d I'm sorry, I don't know your
met though you've had contact name.
with them by phone or email. e Hi! How are you?
5 Greet someone you've met
f This is Carla Suarez. She's in
before, some time ago.
charge of exports.
6 Introduce yourself. g Good morning. Pleased to meet
? Introduce a colleague. you.
s Ask someone what their h Nice to meet you at last!
name is.

What other expressions do you know that match these functions?

6■ Unit l
 Tlask 2 Objective: Talk about your job
Pa]rs
20 minutes Take turns to ask the questions below. Answer your panner's
questions as fully as you can. Be ready to tell the rest of the group
something about your partner's job.
- Who do you work for?
- What type of company is that?
- What do you do in your jobz
- What else does your job involve?
- What are you workinS on at the moment?

Try to use the following language when answering your partner's questions.
I work for ... l'm in charge of / rcsyonsible Jor ...
I report to ... I manage ... MU job irwolyes ...

Analysis Did you understand your partner? Did you check understanding?
L0 minutes What can you tetl the rest of the group about your partner?
Check that your partner gives an accurate report about you.

二
)Il〕 Gramrnar reference: Present tenses′ page 83

Cer[ture at work HierarChy

The way a company is organised depends on its culture: some companies
have a steq hierarchg, while others are flatter with a broader base. How
would you describe your company culture? Complete your culture profile
on page 82.

Steep hierarchy A Ftat hierarchy

Many levels of management Not many levets of management

，
爾
ｐ・
・

ｅ
０

UnequaI distribution of power: Power-sharing:

senior managers are very members of staff are retative[y
powerfuI equaI

Rotes Each member of staff Rotes are often f[exible

has a fixed rote or function.

Unittrz
 What do you think? Meeting new business partners
Whote group
10 minutes What do you do when someone you haven't met before visits you
in your office? In what order do you do these things? Mark your
answers and then discuss your ideas with the rest of the group.
! Hand over your business card
E Shake hands with your visitor
! Greet the visitor with a formal greeting
! Introduce yourself
f Ask about their journey to your company
! Ask about your visitor's company and work
I Invite your visitor to sit down
E Be ready to meet your visitor at the appointed time
E Say good morning or good afternoon
E Offer something to drink
I Get down to business
二)】 ::≧ 6oodl business l'「 actice′
page 80
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重
C議 2≪ I)れ iStening Paul Larousse works in an overseas subsidiary of Lisa Guzman's
10雛 inutes company. He is visiting head office for the first time for an
international team meeting. Listen to the conversation and answer
the questions.
I Look again at the list above and identify the things Lisa did. Number
them in order.

2 What expressions did Lisa use for:

* apologising?
* asking about Paul's journey?
* inviting Paul to sit down?
- offering something to drinkz

8■ Unit l
 Task 3 Objective: Meet a new business partner
Pai rs
2-5 minutes In each situation below, a host receives a visitor from abroad. Take
per rneeting tums to play host and visitor. Before you start, decide which country
each of you is from and in which country you are meeting. You can
use real personal information or invent new identities. Act out the
greetings and introductions, and if appropriate, make some general
conversation, as in the listening activity. You don't have to discuss
any business matters.
Situation I
The visitor is from an overseas subsidiary and is visiting head office to meet
counterparts in the accounts department. You have not met before but have
communicated by email and phone.
Visitor: You arrive very late because your flight was delayed.

Situation 2

The host and visitor meet regularly once a month, usually for IJ hours.

Visitor: You are from head office. You travel a lot visiting the different
subsidiaries and coordinating joint projects.

Host: You don't have the opportunity to travel much

Siruation 3

The host and visitor work for the same company. The last time you met was
two years ago at a conference in Scotland. Since then, you have both been
promoted to new positions in the company. You are going to start working
together on a project.

Situation 4
The visitor and host are meeting to discuss an ongoing contract between
your two companies. The visitor represents the supplier. You have not met
before, but the host knows some of the visitor's colleagues in the export sales
department.

Visitor: This is a new job for you, and it is your first time in the host's
country.

Anatysis Describe what happened in the djfferent meetings.

5 minutes What did you talk about?
Djd the host offer something to drink?
Was your partner polite? What should he /she say to be more potite?

Self-assessment Think about your performance on the tasks. Were you abte to:
- introduce yourself? Ey.r I need more practice
- tal.k about your job? E yet need more practice

- meet a new business partner? E yes need more practice

Unitlrg
 Unit 2 Cttt thinds doAё υ

■
Tatk about urgency to do things
I ￨

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What do you think Getting things done on time

5 minutes Which of the following strategies do you use to make sure you do
things on time?
! Make a list of things to do
f, Estimate the time you need for each task
! Break down tasks into steps
! Decide on the order in which to complete tasks
! Draw a workflow diagram
E tut high priority tasks first
I Think about how to do things faster
! Other ideas

+D
what do you say? Talking about urgency
Which of the following sentences expresses the greatest priorityz Put
them ln order from greatest to least priority.
a I'd like to get everything done before April, if possible.
b This is urgent - we must do it right away.
e It's important to confirm the numbers by the end of the month.
d We need to book as soon as possible.
e There's no rush - we can do that any time.

10 r unit 2
CI)3(」 )Listening E A sales manager talks to the conference organiser about
10 minutes arranging a golf toumament for important customers. look at the
list of actions a-g. Then listen to the conversation and write each
action into the plan.
a Check the customers' requirements
b Invite the customers
c Book the golfvenue
d Brief the sales team
e Select the golf venue
f Choose the menu for lunch
g Confirm the number of guests

. ‐.‐
・
'■
:

February March Ap● 1

10 11 12 *lralls
i
16 17

2
3
4
5
6
7

8 Hold the tournament 10th

E tirt.r, again. What language did the speakers use to say lth.en
things must be done?

Task l Objective: Talk about urgency

Pairs
5 nllnutes It is the end of February and actions 3 and 4 haven't been
completed yet. Practise talking about the plan. Say what actions are
urgent; say when you have to do them.

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LJnit 2 111
 Task 2 Objective: Persuade people to do things
Your team in Action Stations plc has a tight schedule tomorrow, but
you each have to try to fit in one more task. Ask your colleagues if
they can help. Use some of the following phrases to make polite
requests.
Is there anu wau gou can ... ? I wonder if gou could ...
I don't srypose you could ... ? Would. you mind ... (* tng)z
Would gou do me afatotu and ... ? I'd reallg appreciate it if you couLd ...
Role A turn to page 98. Role C turn to page lO2.
Role B turn to page 100. Role D turn to page 104.

卦こゝ
ラ」

Analysis How did you sotve your schedu[ing probtems?

5 minutes Did your cotleagues ask politety for your help?
How coutd they do better?
When you asked for hel"p, did the others respond in a positive way?

cuttuFe at wOrk Being direct

When asking people to do things, you can be either direct or indirect. In
some cultures, it is possible to be very direct without being impolite. In
other cultures, it is considered rude and aggressive to be too direct. How
would you describe your culture? Complete your culture profile on page 82.

Direct Indirect

Form of Prefer to use the imperative: e.g. Prefer question forms: e.g. Cou[d
re,quest Send me your report this week, you please send me your reporl
p[ease. this week?

_,:Ⅲ ' Make simpte statements and use Use more wordy expressions: e.g.
fewer words: e.g. I need those I was wondering if you could let
figures today. me have those figures today? It
woutd realty heLp if you coutd ...

Fllease and Use please and thank you less Use pLease and thank you
thank you often. frequentty.

Look atthe fottowing ways to make the same request. Which wou[d you use to ta[k
to a colleague?
, , I'm so sorry to trouble you. I wonder if you woutd mind getting
me those figures?
Do you think you coutd possibty get me those figures, please?
Would you please get me those figures?
Can you get me those figures?
Get me those figures.

12■ Unit 2
 Task 3 Objective: Get things done on time
Look at the projects below. Hold a short planning meeting with
your team to discuss each one and make an action plan. Assign a
different person to lead each discussion.
The leader's role:
- Get the team to break down each project into a series of steps or actions.
- fusign each action to someone in your team.
- Keep to the time limit.
- Record the decisions and actions on the form on page 101.

Project I
可
「 Replace all the desks in your office.
1

〆
ゝ
√ , Budget? Requirements? Suppliers? Timescale?

Prctiect i2

0rganiSe a patt fOr a coneague who is leaving in 2 wecks.

Tirne? Food and ddnk? GiRs? Place?

Project 3
Or$anise a training day for your team next month. The trainer will come
from the USA to run the course in-company.

Trainer's Training Copies of

E)ate? training
accommodationa room?
manual?

… … … … …
￨…

I Anattsis Did each [eader get the job done efficiently, pol.itely and withjn the time
l ‐
5 minutes limit? Was there anything they coutd have done better?

懸elま ‐
議鰺sessttnent Think aboutlyour perfornla.nce on the tasks:Were you able tO:
― talk abOut urgency? □ yes □ need more practice
l― persuade peopte to do things? E]yes E]need more practice
- get things done on tjme? tr yes tr
need more pr:actice

Unit 2■ 13
 Unit 3 Makё a Short OresOntatiё n
■ ‐
‐‐‐
■■￨・ ■■
■●■・
・ ‐
・ ■■￨■・
■・■
・・ L..__
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￨..■

Prepar‐ ￨ introduction Sequence points and make Give a short presentation

一●

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●
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」
」

ア
L_騰 磋

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湧議篭ぽゅ VO.購 まれink?

甲ぽ Giving presentations
■O minutes
Which of the following would you defi.nitelg want to include in a
presentation, even a shon presentation?
! some jokes E the title or subject of your talk
! your name ! purpose: why the subject will interest your audience
! details of your job ! a 'menu' of main points that you will cover
! .visuals E details of the background situation
! a summary E factual information, organised as main points

」 ヾゝ
■4_」

What ds you say? Structuring a presentation

5 minutes
Read phrases a-g. They can be used for organising and sequencing
points in a presentation. At which step in the presentation would
you use each phrase? Match phrases a-g with steps l-z in the
framework on page 15.
a My second point is ...
b So first, I'm going to tell you about ...
e My objective is to ...
d Now let me summarise the main points again.
e The subject of my presentation is ...
f I've divided my talk into three parts. First, ... Second, ... And third, ...
g Now I'll come to my last point.

14■ Unit 3
 □Structure for a short presentation
Seven easy steps to an effective presentation

Step l: Step 3:
Pt:,お s:も f the
Introduction Menu of main points
・0た sё ntajon

Step 4: Step 5i Step 6:

Start section 1 Start section 2

_ Step 7:
Summary and conctusiOn

Tlask l Objective: Prepare a short introduction

_・ ,,1::・ ‐
r―・ A Finnish construction company, AYT, is hoping to win a contract to
build an apartment block in Poland. Leena Perttonen, AyTs
marketing manager, will have three minutes to present an overview
of AYT and its strengths to the Polish developers. I€ena's
presentation will cover the following three main areas:
I General information about the company
2 International experience
3 Reasons for AYT's success

Step I Preparation
Prepare a short introduction for [eena and present it to the rest of
the group. You should consider the following questions when
preparing the introduction.
I How should Leena introduce herselfa
2 What is the subject of the presentation?
3 What is her purpose in making this presentation to this audience?
4 What is the 'menu' of main points that she will include?

.や Step 2 Presentation
Now present your introduction to the rest of the group.

page 84
=)[:〕 Grarnmar reference: Future forms′
￢

r
『

Unit 3■ 15
 CI)4(三 )Listening l 財隕Listen to the arst part of Leena's pК sentation.How did her
10 minutes introduction conlpare with yours?lVhat was siinilar/di壼 lerent?

, c8 50 塑8 Now listen to the whole presentation.What expК ssions did

Icena use to:
a introduce the first section?
b end the first section?
c introduce the second section?
d introduce the third section?
e introduce the summing up?

Tlask 2 Objective: Sequence points and make a summary

Pails
Partner A: Look at Presentation A
Partner B: Look at Presentation B.
Look at the three points you are going to cover. Think about the
order in which you will present these points.

Presentation A: You are presenting your company to a group of

potential investors.

Main points:

- 0ur strategic objectives growth

- Company history -
- FinanciaI performance

Presentation B: You are presentin$ your marketing plans to a joint

venture partner.

into future markets

market shares

activities and products

Fairs Step I Practise

5 minutes
With your partner, practise introducing and ending each section in the
sequence you have chosen. Try to use some of the expressions from either
'What do you say?' or from the Listenin$.

Example: First, I'm going to give you some general information about the
company.

So that was something about the company. Now I'll move on to ...

Pairs Step 2 Summarise

5 minutes
With your partner, make a summary of the main points of your
presentation. Use a suitable expression to introduce your summary,

16■ Unit 3
Culture at work Attitudes to time
Some cultures place a lot of importance on prease nmtng. Other cultures
feel that the timing of an activity should be appronmate only. These
different attitudes can affect the way people give presentations. How would
you describe your culture? Complete your culture profile on page 82.

獄攣鷲‡
麟e timing Approximate timing

Presenters ptan their presentation The timing is ftexib[e and

to fit the time avaitable. They changes to the schedute can
expect to start and finish at a be to[erated.
precise time.

Structure Presentations have a tight Presenters prepare a rough

structure with an introduction, outtine, but often make
a sequence of points and a changes as they detiver the
summary. taLk.
Presenters may move back and
Seguencing Presenters move from one section forth between sections or
to the next in a points.
specific order.

FoIlowing Presenters fottow the plan exactty Presenters are more spontaneous,
the ptan and often time each section of responding to the situation and
the presentation precise[y. audience interest.

Task 3 Objective: Give a short presentation

Step I Preparation
Prepare a 3-minute presentation giving an overview of your own company,
or one part of your company. You may include the following points:

- General information (activities, size, location)

- Products / markets
- Future plans

Use the framework on page 15 to organise your points.

Whote group Step 2 Presentation

3 minutes
Give your presentation to the rest of the group.
per presenter

Amatysis Was the presentation ctear?

Z minutes Were the introduction and summary effective?
per presentation How we[[ did the speaker organise and structure the majn points?

Setf-assessment about your performance on the tasks. Were you

□ □ □

I
Ｖ´
ｅ

prepare a short introduction? need more practice

E
ｕ
ｅ
ｙ

sequence a summary? need more pra

”
ｅ
ｙ

practice

Unit 3 r lZ
 Writing I ‡ mal ё
馘ぉ五 lhhi鶴 :

―
done.o.olitetv Sequence ln your message
艤簗爾
w梅 攣鼈do you think7 ⑮渕 If you want somneone to help you,is it better to be strong Or tO
be polite?lVhich of the en■ ails below is lnore polite?ル vhich elmail is
better if you are:

EI Writing tO a c10se cOHcague?

El Writing tO sOmeOne in anOther cOmpany?
E]the bOSS?
匡I Writing tO sOmeOne yOu dOn't knOw well?

Email A I Your test results □

〓〓
迪 3P *oo *ttactrm Signature - Ptiom v
From:

0 To: Jeon Dupont

$ cc,
El occ,

Subject: test results

Att8chmeots: ,7rrrd
Enlail B □
Verdans . Iledium B ′ U T 彗 軍 驀 幸 華 ひ
uov 6[$enu ′
I need the test results urgently. Cen you please send them right away so we
From; can get on with the next stage of the project.
$ To: Jean Dupont
ThankE.
S cc,

Q 8cc: Timo
Subject: te$t re$ults
D Attschments: ztlatr
多
VerdanE - l"ledium B

Hi, Jean
I know you're busy but we need the test results urgently, We can't start the
next stage of the project without them. Is there eny way you can send them
today or tomorrow? I'd really appreciate it.

Thanks

llmo
〃

朦1藩 111量

にはUnderline the phrases which inake enlail B nlore polite.

Task l Objective: Cet things done politely

You have a new job as assistant accountant in a large company. At
the end of the quarter, the different divisions send their figures to
you to be consolidated. It is the last day of the quarter and you are
still waiting for the figures from the northeast division. You need
them by tomorrow at the latest. Send an email to Hella Hudsen
asking for the figures. As Hella doesn't know you, you should start
by introducing yourself.

18 I Writin$ 1
 What do you think? E Uost people receive a lot of emails each day. They want to be
able to read and understand your message quickly. Look at these
hints for making an email easier to read. put them in order of
importance.
- Keep the message short.
- Write simple sentences.
- Put the main message near the start.
- Put important requests in the first paragraph.
- Use polite phrases to build a good relationship with the other person.

What do you write? E[ lacqui Bond wrote an email to Ili Enache about a meeting next
week. The points from the message have been mixed up. Iook at the
recommended sequence of points below. Then order the message
qnnrnnriqtahr

3 1 st

Attschmentg: &,/xf
5ιθ
`z"`7tCこ
Verdona - M€dium B ru T 尋 詈 ■ :≡ :≡ :壁 ヤ0マ
=雲
I'm afraid I may not be able to make the 8:00 start. The train connections can be very difficult at
that time of day.

けι lrι ιιじス ￨ Would it be possible to start at 9:08? It meEns we would finish at 17:00 instead of 16:00. please
1_し ι
′ ′ スどιθ =ノ _ノ`￨ let me know if that's a problem for you.
7tCι ι0
, 1人 4八 たう 。r"ι
He‖ o,Ili
し。 〆ぅι。4レ Cι _

′}^ι.″
。スι/
し
rι 4ムι′
3 ∼lο うιし″′
Best regards, Jacqui
嘴ο
You asked me to send the feasibility report and I am attaching it here. Please note that this is not

、
ι
ァ
yet in final draft and there may be some mistakes.
Fr宥 19rt4'2:IJな
暉。
5
rtTZirι iじ Thanks for sending the agenda for our meeting
111,:5し
￨′

にι ルrι スCι し
°フ‐ : I'm looking forward very much to seeing you next week.

c。 だ4Cι
スタ
.1
フ ιス」じ

Task 2 Objective: Sequence the points in your message

You are Ili Enache. Write a reply to Jacqui. Say that you can start at
9:OO but you will have to finish at 16:00 because you have another
appointment after that. Suggest that you take a shorter lunch break
so you can finish earlier. Don't forget to thank Jacqui for the report.
Sequence your points in the recommended way.
卦fヽ
っ任∃ Grammar reference: Artic[es, page 94

writing l■ 19
 Unit 4 AiChiёサёObiCCtiVes ‐ ― ―_■ ■￨￨:￨■
`′
■― .́■ ￨￨・ ‐―‐. ・ ■

■爾
〓〓

●● ｒ ﹄■
一● 一
● ■■
●１ ■ ”
縦

ｅ
Ｆ
Ｖ

Ｄ
0pen a meeti,n$ performance
::‐

魃
::片
￨

::::::￨1目
￨￨￨1目 1目 1目 目￨￨￨￨!lii「

:轟
T
:
口 嗣甲 … 籍

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■ ■．
．橙
:.

虜 目ョ 月
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d
部 4幅 p D
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F
1
_‐ 11
・■

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ヽ 日

〒じhat tto y.o囃 tttink? Setting objectives for meetings

ヽhote g.roup brainstorm
Every meeting, whether it is for just two people or for ten or fifty
A′

5 minutes
people, has to have a clear purpose. Below are two examples of
puryoseq or reasons, for holding meetings. What others can you
think oP
* give or share information
.- present a proposal for discussion
一
一
一
¨
一
だ一
ヽ
ｒ・
羹

′鶴

霧重継

驚﹂
苺／

El A" HR director introduces a meeting with other members of the

・ヽ
醸︾

畿
網

換
００
一響 ﹂
ヽ

5雛 :織 なteL HR team about a new performance-related pay system for the

company. Listen for the answer to this question.
What is the purpose of this morning's meeting?

小ヾ＼
ラ[」 Good business practice, page 78

20■ Unit 4
 CD 6(E) E nead the following five steps that leaders typically take when
5 minutes opening a meeting. Listen to the HR director again. Write the
phrases he uses to introduce each step.

Steps
I Interrupt social conversation and signal the start of the meeting.
2 Greet and welcome participants; introduce new participants.
3 Explain the background to the meeting.
4 State the purpose of the meeting.
5 Ask for contributions or hand over to the first speaker.

Phrases

Step l

Step 2

Step 3

Step 4
Step 5

What do you say? Opening meetings

5 minutes
Look at some alternative language you can use to open a meeting.
Match the phrases a-e with steps l-5 above.

a John - Could you start by reminding us what the three ideas were?
&3 Good morning, everybody. Thanks for coming along this morning.
c So the purpose of this meeting is to review the feedback.
d As you know, we've set up this team so that we can discuss ways of
increasing staff motivation. At our first meeting last month, we came up
with three new ideas, and we agreed we would all try to get some
feedback from our colleagues.
e OK - Let's make a start!
嗜´

‘１ １
●

憩
「

ヽ
￨■

Unit 4■ 21
 cuuurc at work Fixed objectives or flexibitity?
When working on a project or business venture with other people, the
partners have to find a way of working that will help them succeed. Some
cultures like to define the task and specify their goals from the very
beginning. Others are happy to let things develop as they go along. How
would you describe your culture? Complete your culture profile on page 82.

‐
bjectives 1鮮 薔
嬢薫
￨￨1鷲
11議.を le w(orki機 議‐

| 0bjectives Peopte specify the objectives It is important to buiLd a close

at the start of a project. retationship first. The partners
can devetop their objectives as
they get to know each other.

. ■ ■￨'￨:[■ ￨ . It is usuaI to expLain It isn't necessary to give

everything in detai[, write detaited exp[anations because
everything down and refer to the partners understand each
the objectives often. other: peop[e are [ess specific
and more flexible.

Partners evaluate the project Partners evaluate the project

on the basis of whether they on the basis of whether
have achieved the agreed everybody is satjsfied.
objectives.

Task l Objective: Set objectives

Step I Preparation
Read the problem below. In Task 2 you will discuss the problem
and decide how to share the money. First of all, set some objectives
so you can run an efficient meeting in Task 2. For example, you
should decide on the following.
- Time: You only have 15 minutes for this meeting. (ls it your objective to
make a firm decision in this time?)
- Organisation: (To give each person a chance to speak? To encourage free
discussion? To keep it short by limiting discussion?)
- How to reach a decision: To have a consensus of ... per cent (e.g. 100%,
s0%)

Prohtem
Your team has comrp[eted a highLy successful project, and the company's
directors have decided to give a financial reward of $10,000 to be shared
among you. Yo u have to agree how you want to use the money.

In addition, each individual should set a personal objective, such as

` winning over the others with your idea or making a strong
contribution.

22 a unit 4
 Step 2 Presentation
Now repoft your objectives.
Choose one person in your group to report the objectives you set, using
appropriate language. For example,
We'ye agreed on three objectwes. Ftrst, to ...
Themoan objectarc is to ...
Each individual should report his /her personal objective.
l'ye deaded that mt4 personal objectwe is to ...

Grammar reference: Present perfect and Past simpte, page 85

Task 2 Objective: Open a meeting

Step I Preparation
Pairs
Plan how you will open the meeting to discuss the financial reward
5 minutes
and what you will say to introduce each of the five steps on page 21.

Whote group Step 2 Open the meeting

5 minutes
In pairs, demonstrate how you would open the meeting.

Analysis How did each pair perform?

5 minutes Did they include at[ five steps?
Did they make the purpose of the meeting ctear?

Same groups Step 3 Hold the meeting

as Task 1
Choose a role. Read your role card and role-play the meeting. Start
L5 minutes
the meeting as soon as you can. Remember the objectives you
prepared for yourselves in Task t.
Role A turn to page 98. Role D (groups of + or 5 only) turn to page 102.
Role B turn to page 100. Role E (groups of S only) turn to page 104.
Role C turn to page 102.

Task 3 Objective: Evaluate performance

Sane groups
10 nini-rtes
As a group, discuss whether you achieved the objectives you set in
Task t. How did you achieve them? If not, why notz Ask each group
member the same questions about their personal objective.
We managed to achiate otn objectwe to
We had problems wlth ... because ...
It wasn't easy, but ...

Self-assessrnent Think about your performance on the tasks. Were you able to:
- set objectives? E y.r I need more practice
* open a meeting? yes need nnore practice
performance? yes need

Unit 4t 23
 Unit 5 Deal With orOblems l .― .―
・
‐‐ ■
■ ￨￨・ ■ ● .“
・ ■
‐‐
.

a problem Predict and proml se action

▼
１‘ 目 ■

﹃
︲
箱 １・１ ■ ■ ■

Ｆ 卜Ｌ
鰺
︱ ︱■
・
一・
●一
●進
・
一朧圏
﹄

犠∫
撫凛t機o WO鰤 t‐ hittk? Telephoning problems
Palrs
10 minutes
Read the typical telephoning problems l-6. How would you deal
with them? Discuss the strategies you might use. Then choose any
expressions a-j that might help you.
I You didn't hear the caller's name.
2 The other person speaks very fast and it's hard to understand.
3 The line is bad /your mobile phone signal is weak.
4 The caller is through to the wrong person or wrong department.
5 It is difficult to explain complex things on the phone.
6 The other person is asking for information you don't have in front of you.

a Can you say that again slowly, please?

b I'm afraid I can't help you with that.
c Can you spell that, please?
d Just hold on a moment, please.
e Could I send you the details by email /fax?
f Can I call you backa
g I'm afraid I can't hear you very well.
h I think you have the wrong number.
i Sorry I didn't catch that.
.i Just a moment. I'11 transfer you (to ... )

ffi Go*d businoss practice, page B0

24■ Unit 5
CD 7 OListening A Canadian power company is about to start construction on a
Pairs hydroelectric dam in Africa. The dam will flood sokm' of farmland
20 minutes and forest. Dan (project coordinator at the Vancouver office) receives
a phone call from Robert (in charge of the project in Africa).
II Hrt"r, to the first three sentences of the phone conversation and
answer the questions.
a How does Robert ask for Dan McGuire?
b What does Dan reply?
c How does Robert introduce himselfZ

ヽ′ ‘ Ｆ

マ￨

芽羹

︲ ヽ︱
ヽ1
:墓

・
■

ヽ
￢

E No* listen to the whole of the phone conversation. Listen once

only and go to Task I

Tlask l Objective: Explain and clarifii a prcblem

Palrs
15 minutes Step I Explain the problem
With a partner, see if you can explain the problem with the dam in
your own words. If there are some parts you didn't understand,
what questions could you ask to clarifii the siruation?
Step 2 Clarify the problem
Put your questions to the rest of the group to see if they can answer
them.

What do you say? Dealing with probtems

5 minutes
Match the expressions a-j with one or more of the functions l-5.

I Introduce the problem & Perhaps we could talk to them.

2 Ask for clarification
3 Predict the consequences
(4 answers)
4 Suggest possible actions
(2 answers)
5 Promise action
(2 answers)
b That'll result in even more expense.
c I'11 get back to you soon as I can.
d Couldn't we bring in some people?
e How do you mean exactly?
f It could be very dangerous.
g I'm afraid we've got a problem.
h I'm going to call a crisis meeting.
i It'll mean lengthy negotiations.
j It might turn violent.
Unit 5■ 25
 cutture at work lDealing with unclear situationS
sOnle cultures try to avoid unclear situations,but others can tolerate a lack
Of certainty.1‐ IOw wOuld you describe your culture?Cornplete your culture
pronle on page 82.

Avoid unclear Tole,rate unclear situations

Rules Prefer to work with fixed rutes Prefer to have ftexjbte ways of
and procedures working

: :, ,. : pvs5li6[ future prob[ems and take Don't tal<e many precautions and
precautions against them react when probtems arise

Find out as much as possl ble by Are ha W

asking questions or researchi ng future
sou rces

What was Dan's strate€[/ when respondin$ to the problem in Africa?

Tlask 2 Objective: Predict consequences

Palγ s

20 minutes Step I Preparation

Read the problem, look at your role brief and then discuss the
consequences of the siruation.

Problem
A[ex, a manager with YUS, an important meeting
with a customer, XPorta. Jo,

:■ i

Bcc:

Subject:

Attffhments: /xrlxf
Verd6no マ Medium B′ 菫 T 彗 壕 :≡ :Ξ [=[≡ ▲ ▼0▼
Hi Alex!

lustto confirmthe arrangementsforTuesday 14th, I'm picking you up atthe airpoftatg:15 and
we're driving outto Sitges in my car.It's about30 km,The meeting with XPorta doesntstaft
until 11:00 so we should have plenty of time. Let me know if there's a prsblem
See you soon
Best regardE
]o Step 2 Make the call
Alex Turn to page 98.

Jo lt's now 8 am on Tuesday 14th. You are in your office. You receive
a phone call from Alex. Make sure you understand the problem.

Analysis How wetl did your partner expLain or clarify the problem?
Who;e group What consequences did you each predict?
5 minutes Did your partner use appropriate language for the tetephone?

ふ{ヽ ‐ page 87
7国 6raII買 薔
lar refcrc織 ce:幣 odal verbs′ part l′

26■ Unit 5
 Task 3 Objective: Suggest and promise action
Palrs
20 11linutes
Read the problem, look at your role brief and then role-play
another telephone conversation. This time you should talk about
possible actions. Each of you should promise some kind of action.
If you took the role of Alex in task 2, take the role of Charlie.

Problem
Your

ny wi[[

Eddy Turn to page 100.

chanie It is now 14:00 and you receive a phone call.

$ To: Boris Hsnson

$ cc,

$ Bcc,

Subject: ur 0rder

F Attachmen'li: arrd
Verdana - l'ledi unl B・ f U T .=:冒 :三 :≡ [壼 A-5-
Thank you for your order of: XSl+5, ONE UNIT
We have arranged speeiel delivery of this unit as requested. You should receive delivery
between 12:00 and 1+r00 todey, A copy ofthe deilvery note is attached,

Thanks,
Charlie Dixon

Our.:■ iSSiOn,Staternent iS:TOP QUALITY AT TOP SPE[D 嗅 ヽ

、 _

_メ ′

Analysis What actions did you suggest to deal wjth this probtem?
Whote group What actions did you promise?
5 minutes Was your partner hetpful and potite?
Did he /she use appropriate language for the telephone?

Setf-assessrnent Think about your perfo Were you abte to:

- explajn and ctarify a yes E need more practice
- predictconsequences? yes E need more practice
- suggest and promise action? yes E need more practice

Unit 5■ 27
 Unit 6
■日

sual Compare Make a recOmmendation

圏

遺壼 経選■屈 相旧旧田■０ ．
と 僣 濡 颯 曇 雄驚 畷

壼 量 樋理 霞颯 順調
/`・ '.
、″ 喘嵐

ヽ
薇輌L

鶴轟雌餞攀y鞭 磯think?
跛戚 Effective visual aids
Whote group
10 minutes Look at three visuals for a presentation about the photography
industry and answer the questions.
I Match each visual with the verbal message that goes with it.

Fitm
Digital
Came● s
a Here you can see the rapid rise in sales of camera phones since 2001.
Cameras 22.5% h This chart shows that camera phones have the largest share of the
30%
market in 2OO4.
e This table compares the sales of film cameras, digital cameras and
Camera Phones 47.50/o
camera phones from 2001 to 2005.

2 Discuss these questions.

a Which visual do you think is the most attractive?
Comparison of Sales in 2004
b Which visual matches its purpose most effectively?
c Which is the easiest to interpret?
●
ll RingingtheciaiOさ :
Wortdwide camera.sates 2001-5(units)
鼈 ￨ Every picture te[[s a story
Cameras sold worLdwide, m

HC,t1 Fitm I DigitaL I Camera

Film cameras I Digitat cameras Camera phones Cameras Cameras Phones
枷

2001 68.7m : 12.5m 6.2m

2002 68.7m l 25m 19m
枷

2003 62.5m 31.2m 31.2m

爛

2004 50m ・ 37.5m 68.7m

2005 37.5m l 43.7m 131.2m
Ю

目艤
. ・ t,=1:・・ ●
―甲写
０

2001 02 03 04 05去
Sources:Photo Marke● ng Association,lDC
ヤ
Forecast

28■ Unit 6
Tlask l Objective: Intrcduce a visual
Pairs
5 mi「 lutes Look at charts A and B. Describe in one sentence what each char.t
shows. Compare your answers with the rest of the group.

■■■■
● It's good to talk
Mobite phone caLls to llK from:

０
２
0range Vodafone

” ” Ю

８
５
ｐ
Australia 36p

８
５
ｐ
Spain 75p

３
７
ｌ
USA 126p
■■■■■
Prices as of June 2003

● It's only words

Text messages to UK from:

Orange 02 Vodafone
Australia 30p 20p
Spain 25p 37p
USA 25p 35p

Plces as ofJune 2003

2 Objective: Compare alternatives

11.■
.´ . .
1・ ￨ : Ⅲ Allsop Trading, a UK company, has subsidiaries in Australia, Spain
and the USA Staff travel frequently between these countries and
need to communicate with head office in the UK from their
mobiles. Which of the three mobile phone service providers above
should dlsop choose? Refer to the visuals and compare the
alternatives.

Use the phrases below to direct the listener's attention to the visuals.
ln chart A, you can that ...see
If AouLook at the coltmtn on the right, you will. nonce that ...
As gou ciln see, ...
The rnryortant thtng to nonce here is that ...

=)I:≧ l Grarnnlar reference COrnparatives and supertatives′ page 92

■■■■■■

Unit 6● 29
 CD SOListening Listen to Lee Jones, the telecommunications manager at Allsop
10 minutes Trading and answer the questions.
I Which of the three mobile phone service providers does he recommend
in his short presentation to his colleagues? Does he reach the same
conclusion as you?
2 Listen again and answer these questions.
a How does Lee make his recommendation? What phrase does he use?
b Does Lee give the main reasons for his choice beJore or afterhe
makes his recommendation? Which order do you think is
more efFective?

What do you say? Conlparing advantages

Pai rs
15 minutes 隋はIЮ ok at the table,which compaК s thК e digital cameras.Then
conlplete the sentences below.

Snapshot
A brief comparison of features of 3 digital cameras
Pixel Tek 4000 Happy PhotoA■ TF2

C675 C900
Weight 2319 510g
Image quality
Time to downLoad pictures to PC

Ease of use .11意

Special features ,.、 ,1. _hoit vldeo recording Video and sound recording

Key: * worst

The PhotoArt TF2 has several advantages:

One advantage is that ...
Another is that ...
However, there is a slight disadvantage in that
I would recommend the Snap Happy because

躙 】 :Ю ok atthe compa五 son of digital cameras againo ch。 。se■ e one

yOu、″Ould buy.Then present yOur choice to your partner.Give
reasOns by Кたrring tO the chart.

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30■ Unit 6
副 ど
1
I Culture at work Factual or vague?
Some cultures use a lot of vague language, often understating or
exaggerating the facts or leaving the true meaning unsaid. Other cultures
believe that all statements should be strictly accurate and honest. How
would you describe your culture? Complete your culture profile on page 82.

Factual c懸 蝿畿骰 ￨

Vague cultures

Accuracy Prefer to give precise detaits: Prefer to give approximate

e.g. The train was 13 minutes detajts: e.g. The train was a bit
late; It's 26 minutes past 10. late; It's nearty 10:30.

Don't often use modifiers: Often use modjfiers: e.g. The

・
… 111‐ ● ￨ e.g. The price is higher. price is a littie higher.

':1 ,.r'l:r,...r l,:,r"i::. State the facts exact[y: Don't always state the facts
e.g. We won't make the dead[ine exactly: e.g. We cou[d have a
stight prob[em meeting the
dead [i ne.

Look at these statements. Which are factual and which are vague?
- The rail service can be a bit slow sometimes.
- Four out of ten trains arrive more than 15 minutes late.
- The food is a little more expensive than you'd expect.
- The price of food is high - the average cost of one dish is €60.
- Two-thirds of customers said they were satisfied with the service.
- Most people seem to be quite pleased with the service.

Tlask 3 Objective: Make a recommendation

Individua[[y Step I Preparation

L0 minutes
Think of three products to compare. Prepare a chart showing facts and
figures for each product. Decide which one you would recommend.

Whote group Step 2 Presentation

2-3 minutes
per presentation Now present your chart and your recommendation to the rest of the group.
Explain your reasons clearly.

Analysis Did the chart communicate the message effectivety?

Whole group Were the reasons for the recommendation exp[ained clearty?
5 minutes

Self-assessment Think about your performance on the tasks. Were you abte to:
- introduce a visua[? E yes E
need more practice
atternatives? E yes E need
ndation? E yet E need

Unit e I lt
W五dng 2 AAemos
輩欝:豪 ￨IWttte a short memo w面 teふ 鐵lo轟 面01山 tion
:菫

‐ 1 11

What do you think? XI a

-.-o is an intemal communication. Look quickly at the
memo below. What do you notice about the layout?

ffi No* read the memo and answer the questions.

1 Who sent it?
2 Who will read ir
-t What is the problem?
+ What is the background?
5 When will it be solvedz
KX wt"t do you think about the style of the memo? Is it more
formal or informalz

Memo
To: A11staff

From: The paY of{ice

Subject: DelaY in Payment of salaries this month'This is because
there will be some delay in paying salaries
'We are sorrY to inform You that
comPuter system' expect to be
of difficulties with the new next two or three days and
cp■ Oblcnil within the
Wc will make everY effort
tO s01vc tl■
bY the end of the month
ablc to pay all salaries
and understanding
Thank You for Your Patlence

Notes
Task l Objective: Write a short
nnenao

You work in the general ed clurc リ

administration office of a
company. Write a memo -A*gatt_
to all staff to explain a Fackgrourd,
furure problem. Use these
notes and follow the .Ftexov4tcor, t--,ofk
model above for your
memo. [7^omc5e,

「ゝ
」ヾ
Uork to fincsA ba encl of
71」 Gramrnar Feferettce: August r
Modat veFb3′ part 2′
p89088 t'Aanks

32■ Writing 2
 What do you ,.vrite? Following his presentation on mobile phone costs (see Unit 6), Lee
Jones sent a memo making a recommendation. The sections of the
memo a-g have been mixed up. Look at the framework below. Then
order the sections of the memo appropriately by writing the letter
for each section in the correct box.

a I have compared the cost of mobile phone calls from these countries
using three different service providers: Orange, 02 and Vodafone.
My findings are as follows:
l) Vodafone compares well with the other providers on overall cost.
2) Vodafone is the cheapest for calls and text messages from Australia.
3) If we subscribe to Vodafone's international traveller service, we can
obtain further discounts on calls from Spain and the USA The cost of this
service is €2.50 per phone per month.

b These findings show that Vodafone offers the best deal overall.
十
‐
"‐

ロ聰
_… 錮 li暉

rdメ
―

You asked me to look at i n a

recommendation.
d I recommend that we choose Vodafone as our service der.

e The reason is that we need to reduce the cost of international mobile

phone calls from Australia, Spain and the USA.
ゝ申
f To: Tom Barnes
From: Lee Jones
I I'm attaching the figures for you to study
Subject: Recommendation for mobile
phone provider

2 Sta■ with a rOfb:懸 叢1轟

! Statdyour conctusion
1,H€adings at the,start: it saves
the reader time.

□ 日 □

4 State your 5 Give the 6 Repeat the 7 Refer to any

reasons. detaits. . recommendation. attachme,nts.
□ □
□
Task 2 Objective: Write a necommendation
Using the chart that compares digital cameras in Unit 6, write a
short memo recommending your choice of camera to a colleague
who designs webpages.
OR
Choose a similar situation of your own and write a memo making
a recommendation.

Writing 2■ 33
 Unit 7 :敵 a,inStOF硝 筍●1機 10nS
‐ ―
_.― .■ =‐ ・ ● ■ _￨ ・ ・ _

Define籠 01,FOblem Make suggestions and rellil11111‐ d ‐

Evl111Ⅲ ate suggesti10ns

L
E
L
● ・

彊 涸．
昼
鏃

・●
ぜ︲
薗
腱暉Ｌ

暉朧 膿

Wh‐ 8驚 do . ,1,' Holding a brainstorming meeting

pnlrく

What is the best way to generate as many ideas as possible? Discuss

the following points and tick the ones you both agree with. Change
any others so that you can agree with them.
! A group of people is more creative than an individual working alone.
[] People think more creatively in a relaxed atmosphere.
! It isn't necessary to have a leader at a brainstorming meeting.
! Everyone should feel that their opinions are valued.
! Criticism kills creativity.
! Discuss each idea as it comes up.
! Write all ideas on a board or flipchart.
f, Don't bother to write down stupid ideas.
! Continue the session until there are no more ideas.

_ヽ R Good business practice, page 78

ラ劉

. Tlask l
Objective: Define the prcblem
Read the case study on page 35. Try to define the problem in t'wo
sentences:
The problem is...
The company needs to ...

尋 0競
￨・
:》
Write all the definitions of the problem on the board. Choose the
best one.

34■ Unit 7
 Case Study
Springfield is a chain of traditional department stores, selling a wide range
of goods including clothing, electronic goods, kitchen items and china and
glass. They have stores in all the major cities, occupying large and
expensive buildings in city centre locations. But shoppers are deserting
them. Sales have fallen by nearly 30 per cent, and they are losing market
share to smaller, more specialised chains with a more modern image. The
company hasn't made any profit for the past three years.

Cl)9(I)Listening The senior managers of Springfield hold a brainstorming meeting to

Pairs find a solution to the problem of falling sales. Listen to an extract
10 minutes from their meeting.
I Do you think the leader performed his role effectivelyz
2 How did he respond to suggestions from the other managers? What did
he say to each?

cD 10o Now listen to the second extract.

3 How did the leader ask for suggestions and ideas? What did he say?
4 How did the leader react when one participant criticised someone else's
idea?
5 Do you think the leader's responses in the second extract were more
effective in generating ideas? Why? /Why not?

What do you say? Making suggestions

1"0 minutes
We make tentative suggestions when (a) we want to be very polite
or (b) we are afraid that other people might not like our idea.
Which of the following suggestions are tentative?
! How about if we change the displays more often.
tr Why don't we hold some special events?
E What if we held some fashion shows?
! I think we should introduce more discount sales.
f I don't suppose we could invite some celebrities?
f Perhaps we could decorate in a more modern style.
! I suggest we move to smaller buildings.

Responding to suggestions
If you show your own opinion when responding to ideas - whether
you are positive or negative - you may discourage funher
suggestions. Which of the responses below show the speaker's
opinion and which are neutral (showing no opinion)? What else
could you salB
E OK.Any other ideas? tr Right - I've got that. What else?
! Yes - I like that! ! That's a good idea!
! That's crazy - it would never work! E That's interesting. Go on!

Unit z r:s
 Task 2 Objective: Make suggestions and respond
Wh*le group
15 rni n utes
Now brainstorm the Springfield problem yourselves. Suggest
anything you like - you may find that the picrures below give you
some ideas. Choose someone to facilitate the meeting. The facilitator
should write suggestions on the board and encourage people to
contribute. Remember! It is important not to discuss or judge the
ideas yet.

it

，
一田ギ■
,/# fr

ヽ
︱ 出
︰ 押 ４，
● １１ ． ヨ﹁・
・
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・
︱
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t
■ ■ ■ ︱●

il

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ry
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An*tysis Did the facilitator encourage you to contribute your ideas?

5 minutes Did everyone in the group make a contribution? If not, why not?
Did you make tentative suggestions, or stronE ones?
How djd you react to other people's suggestions?

35 r Unit 7
 Decision-making
Culture at work
Cultures differ according to the ways in which they reach decisions. In some
cultures, decisions are made by individuals with responsibility; in other
cultures, decisions are reached by the consensus of everybody involved. How
would you describe your culture? Complete your culture profile on page 82.

Individuatist cultures Group cultures

Company Decisions are taken by senior Managers seek consensus from

organisation managers. everyone invotved.

Time The decision-making process Decision-making takes a [ong

is short. time because everyone has to
be consulted.

i:l:p1*x*clll,*ti*,r It may take [onger to Decisions, once taken, are

imp[ement decisions because stable and can be imptemented
of resistance to the idea. without detay.

rne b[*rn-sotving Emptoyees fot[ow the lead of Emptoyees are encouraged to

their managers. express opinions and come up
with new'ideas.

Task 3 Objective: Evaluate suggestions

After collecting ideas, organise the suggestions you collected in
Task 2 into three or four categories, e.g. cost saving, image, special
customer attractions. Then evaluate the ideas and decide which three
are the best. When evaluating each idea, ask the following questions.
Would this idea work?
How easily could we do itz
If we did this, what would happen?
Would we get the results we want?

Anatysis Were there a lot of workable ideas, or not many?

5 minutes Did everyone in the group agree with the evaluations?
Was this an effective way to find a solution to the probtem?

Ξ 〕Glrarnnlar reference Conditionats l and 2 page 89

)1:営

Self-assessment Think about your performance on the tasks. Were you able to:

- define the probtem? E yes E need more practice

- rnake suggestions and respond? E yet E need more practice

* evaluatesuggestions? yes E need more practice

Unit 7■ 37
 ￨_.__ .. . 0

Unit 8
_͡ _1_■

鶴lelt attentlon

0pen the presentation Speak with ennphasis Refer to visuals

』
J
」
」「
「

Ｊ 由 日 ■ ■ ■１ １
DVt

What do you think? Getting the audience's attention

Whole group
L0 minutes You have to make a presentation about finance, giving a lot of
figures. How can you catch the attention of your audience? Tick all
the strategies you would use.
I Skip the introduction to save time.
f Talk fast so that you finish sooner.
! Use simple language with short sentences.
! Give lots of details and background information.
! Show colourful visuals.
E Be enthusiastic.
! Speak calmly and quietly - this is a serious subject.
! Read from a carefully prepared script.
! Keep eye contact with the audience.
tr fuk questions from time to time.

Now share your opinions with the rest of the group.

卦〔ヽ
Good business practice, page 76
嘲 Lコ

38■ Unit 8
ｒ ｌ ︰︱ ︱ ︱ ︱ ︱
CD 11 Listening 1 E If you want your audience to listen to you, you need strategies to
Pai rs make the opening sentences of your presentation interesting. Listen
5 minutes to the examples a-c and match them with the strategies l-3.
Examples Strategies

ａ
I fuk the audience a question.

ｌＯ
2 Give an interesting fact or statistic.

Ｃ
3 Show why your presentation is especially interesting
or relevant for your audience.

6 Dir..rs what presenters usually do in your company / country.

Which strateg[/ would you prefer to use?

Task l Objective: Open the presentation

Choose one of the siruations below and decide on an interesting
way to open the presentation. Be ready to demonstrate your idea.

Siruation I Situation 3
You have to explain to your team You are a factory manager. Report to
how you plan to cut costs by $% next the directors that productivity has
year without losing any jobs. increased by 8% since investing
€2 million in new machinery
situation 2 last year.
Tell your colleagues in the sales
department how sales increased after
reducing the price of a product.

Anatysis Which strategy did each pair choose?

5 minutes Did their opening make you want to tisten to the whole presentation?

Cutture at work Formal and informal presentations

In some cultures, people expect business presentations to be formal. They
don't believe that an informal presentation can be serious. Other cultures
prefer presentations to be informal and think that formal presentations are
dull and ineffective. How would you describe your culture? Complete your
culture profile on page 82.

Formal Infornlal

Dress Business suit, e.g. jacket and CasuaI

tie for a man

Body [anguage TightLy contro[[ed; Limited A lot of movement and gestures

Retationship Not much interaction with the A Lot of interaction - asking

to audience audjence; no use of humour and answering questions; use
of humour

ProfessionaI or tech nical Everyday expressions and even

vocabutary; [onger sentences; stang
more e[aborate expressions

Unit 8 r 39
 What do you say? Gi宙 ng numbers
since large nunlbers are difncult to understand,you can help your
audience by w五 ting thern down.When desc五 bing large amounts,
rOund the figureS up Or dOWn(aS apprOp五 ate)Or giVe an
approxiinate nunlber.

晰 Match the numbers卜 h宙 th the expressions b appЮ ximate or

rounded nunnbers l-8。
a 495,802 1 only about twenty thousand
b 69 per cent 2 just over a thousand
c 1041 3 more than six hundred dollars
d 21,560 4 nearly half a million
e 267,000 s nearly everybody
f 98.4 per cent of people 6 approximately a quarter of a million
g $604 z just under eighty billion
h 79,766,922,603 8 roughly two thirds

跛洟which expК ssion(s)indiCate an amOunt iS КlatiVely Small?

圏電which one(s)indicate you think an amount is t。 。much?

. . _1 .1 ・ .

es 12 $ listening Listen tO an extract i・ onl a presentation conlparing sales of PIDい Ls

10 minutes (Personal Digital Assistants,or handheld colmpute郎 )with

SlmanphOneS(phOneS that COnneCt tO the inteinet)・

鰈 As pu listen,underline the words that aК most stressed in the

sc五 pt below.

隋 Mark the places where the speaker pauses(‖ ).The nttt Sentence
has been inarked as an exan■ ple.

The handheld computer is dead, ll and the future is in S4ar1phqneq. ll How

do I know? Just look at the figures. As you can see, sales of PDAs have
stayed flat at around eleven million units worldwide. What about sales of
Smartphones? They're rising fast from just four million last year to nearly
trruelve million this year. The PDA market will never be a mass market.
Almost everyone who wants a PDA now has one.
¨Ｄ ﹂
為■１ ，
¨．個 ．

,L

40■ Unit 8
 Tlask 2 Objective: Speak with emphasis
15-20 minutes
Step I Rehearse
Practise reading the extract about PDAS and Smartphones. Try to
sound like the presenter.

Step 2 Speak with emphasis

Mark the script below in the same way as in Listening 2. Then
practise reading the script with as much emphasis as you can. Stress
key words. Add pauses for effect.
Technology spending by US companies goes in long-term cycles. If you look
at the graph, it's clear that big leaps in new technology happen roughly
every 15 years. This leads to a spending boom, followed by relative calm.
Right now spending is increasing - but only by tvvo per cent. In the late
1990s, growth was 11 per cent. While back in the early 80s, it was as high as

15 per cent.

Analysis Did you read slowly and clearty?

5 minutes Did you stress the key words?
Did you pause in the right places?
Did you sound enthusiastic?

Task 3 Objective: Refer to visuals

1.t‐
_.

Step I Preparation
Choose one of the graphs on page lo3 and prepare a short
description of it. You may want to use the following phrases.
feLLsharply/ slightLy rose steadtly flucwated miLdLU
a wdden utcrease a dramatic faLL reached a hrgh/ a Low

Next prepare an interesting way to introduce your graph.

Groups of 3-4 Step 2 Presentation

2 minutes Refer to the graph and explain what it shows to the others in your
per presentation group. Remember to speak with emphasis. You may want to use the
following phrases.
As you can see ... You'LL nottce that ...
TLus part of the grapll clearlg shows ...

Anatysis Did the presenter find an interesting way to introduce the topic?
5 minutes Was it easy to fottow the meaning?
Did they speak ctearty and enthusiastica[ty?

Setf-assessment Think about your performance on the tasks. Were you able to:
p rese ntati o n ? yes E need more practice
th emphasis? □ yes need more praetice
, □ yes need more praetice

Unit 8■ 41
 unit 9

・ ｒト
ー ■彎
● ．﹂Ｗ
︱ 鳴 ．
︱鵜
ｍ

コ０
topics

ｎ
・￨ .Introd uce
￨￨・ Keep it politely

︱
ヽ一
ヽ〓
ス
・

■ ■■

L_ l il
み
」

■■■

一■ ■ ■
自

出闊 Ⅲ饉
“

Topics for small talk

Whole group
10 minutes
Many people say that the、 vonst part of a business ineeting is lunch!
vvhen you don't know your business pariner very、 vell,it can be
difHcult to find`safe'non… business topics.

躙 bok at the toplcs below and discuss which ones are sat and
which might cause OIience.If there are di優 ierent natiOnalities in yOur
group,and out ifthey have di■ brent opinions.
Pes,onal topics: General interest topics:
Falnily Filrns
Marriage or relationships Sport
l-lobbies or special interests Travel
Religious belieiR A、 rt and architecture

The other person's Topics people have strong

country: opinions about:
Climate World afFairs
Political situation Social problems
Food / Customs Environment
History Money

M Can you think of other examples of safe topics or topics that

might cause offence?

._ ・ :■
￨.

42■ Unit 9
cl) 13, 14 Listening E tirt", to two convercations. What topics do the people
20 minutes talk about?
I Gerry and Serena have lunch together as part of a business meeting.
2 Milo and Paul say goodbye at the end of a meeting.

cD 13o E firt", to the first conversation again and answer the questions.
a How does Serena introduce the topic of the restaurant? Does she ask a
question, make a comment or give some new information?
b How does Serena respond to C,erq!/s statements ...
'This building used to be a railway station.'
'It has a very good atmosphere.'
c Gerry tries to continue the subject of jazz. Does he ask a question, make
a comment or $ive some new information?
d Serena says she doesn't know much about jazz.Then she throws the
question back to Gerry.What does she say here?

CD I{* 0 El ti.t"r, to the second conversation

questions.
again and answer the

a How does Milo bring up the subject of travelling home?

lo How does Paul respond when Milo says that the traffic is not so bad
after six?
c How does Paul respond when Milo tells him, 'It could take you an hour
to get to the airport.'
d How did Milo end the conversation with Paulz Was he politez What was
his excuse for leaving?

What d* you say? Useful responses

5 minutes
Choose the best response to each piece of news. (More than one
answer may be possible in some cases.)
I Coming back from New York, our plane was a That's interesting!
delayed by ten hours! b Congratulations!
2 TheS/ve closed that nice restaurant we went to c That's too bad!
last time.
d How terrible!
3 Did you know that we have two cathedrals in
e That's amazin$l
this cityi
4 We have a new baby in the family - a little boy!
f Fantastic!

s Our local football team has qualified for the

European Cup!
6 In my country men love to go shopping.

Practice Each person should prepare some examples of good news, bad
Smatl groups news and surprising news. Give your'news' to others in your group.
5 minutes Practise responding appropriately.

Unit 9 r 43
 What do you say? Endings
5 minutes
Read some ideas for ending a conversation l-3. Match them with
the situations a-c.
I Well, it's been nice talking to you. a The end of the day
2 Oh dear, look at the time!We'd &r A conversation with
better get back to work. someone at a party
3 I'm afraid I've $ot to rush - I've c A conversation by the coffee
got a train to catch! machine in the office

Tlask l Objective: Introduce topics

Palrs
10 1lη ]nutes
Have a conversation with your partner. Try to introduce each of
your topics in a natural way.
Partner A turn to page 99. Choose two topics.
Partner B turn to page 102. Choose two topics.

What topics did your partner introduce?

How did he /she introduce them?
Did your conversation feeI comfortabl.e and natura[?

Task 2 Objective: Keep it moving

Choose a topic you and your partner would both like to talk about.
One of you should introduce the topic. Try to keep the conversation
going for as long as you can. If you can't continue the same topic,
introduce a new one.

Analysis Oid you manage to taLk

・硼
5 minutes continuously, or were there
「
ゴ ￢
司 some si[ent moments?

「
覺 Did your partner respond to
what you said? How?
Did your partner use the
'throw jt back' technique?
劃暉 ∫
メ裔・

卦學、 Grammar総 ねFe nce:

/■
L■ l Questions′
ずヽ

page 86
濶
臨□ Ｆ Ｅ ■ ■ ■■ ■ ■ □ 躙

黎 unit 9
Culture at work Attitudes to personal space
Each of us has a concept of personal space and we don't like it when
someone we don't know intrudes into our privacy. The extent and size of
our personal or private space varies by culture. People with large personal
space prefer to keep their distance from others.
How would you describe your culture? Do people have small or large
personal space? Complete your culture profile on page 82.

People large
space

鶴儀爾 c為 ‐
se? stand ctose together when feel uncomfortab[e when
ta tki n g. standing too close to others.
事。襲C職 鵞
露鵞― often touch each other as a may shake hands, but don't
sign of friendtiness. genera[[y touch the peopte
they work with.
『 議織:l機 縣ty are easy to get to know. are reserved with peopte they
wttth就犠魔gers don't know we[[.
Perso・ nal topics are happy to discuss persona[ don't discuss personal matters
matters with peopte they don't in a business retationship.
know wet[.
The home as are more [ikety to invite you to are untikety to invite you to
private space their home. their home.

Tlask 3 Objective: End politely

6「 oups of 3-4
15 minutes Role-play these situations with your partners. Take about five
minutes for each siruation. You should only discuss general topics.
Situation I
It's 9:00. You are waiting for a meeting which can't start until the
chairperson arrives. Make conversation until she comes.

Situation 2

You are in a restaurant having lunch together. You have ordered the food.
Make conversation while you wait for it to be served.

Situation 3
It's the end of the day after a long meeting together. You are all a bit tired.
Make conversation for a few minutes before making an excuse to leave.

Analysis How did your conversations go?

5 minutes Did you tatk ftuentty and naturally?
How did you end each one?

Self-assessment Think about your performance on the tasks. Were you able to:
- introduce topics? E yes E need more practice
, E y.t need

E yet need

Unit 9■ 45
 W五dng 3 Short Lctula‐ ■￨_‐ ■￨..=‐ ■■●■,.‐ ￨‐ ■‐■‐
1‐
‐￨■ ￨・ ■￨￨￨
teoorts
」巳.

:i:.r, .Report trends

What do you think? 麒 which is better in a shonね ctual rep。 ″

a E]a Single 10ng paragraph Or匡 コpOintS Organised under headings?
じ □ 10ng COmpliCated SentenCeS Or□ ShOn simple sentences?
C匡 l aS many detailS aS pOSSible Or□ bCuS On key pOintS OnV

玲 The table shows the sales iguК s br thК e products du五 ng the
first quarter.Actual sales are cOnlpared宙 th the target fOr each
rnOnth,and fOr the quainier as a wh01e.
lcOnlplete the paragraph be10w with the f0110Ⅵ ring phrases.
weγc αbOν e get
γtα のれれ併cttc
get
were Jttt below tα γ れcrettea steの 況ilυ

0n Target
Q1 actual sales vs forecast for products X5-X7

Product X5 x6 X7
Target Actual Target Actual Target Actuat
January 500 491 450 448 300 320
February 500 512 450 435 300 295

March 500 523 450 469 300 281

Totals 1500 1526 1350 1352 900 896

Product )G
SalesofX51-throu$hthefirstquarter.Sales2-in
Janvary,but3-inFebruaryandMarch,andforthequarterasa
who1e.Weforecast4-insa1estoaround1550duringthesecond
quarter.

Task l Objective: Report trends

Write similar short paragraphs for Products X6 and X7. Point out
that sales of Xz will probably decrease because it is an old model
and newer models are coming on the market in the spring.
民 ￢ヽ
『

こ
え重I Grammarreた rence:Linkin,9 sentences and ideast retative ctauses,page 95

46■ Writing 3
What do you write? The graph shows the number of tourists arriving at the main airport
of a Mediterranean island. A report on the figures for the year
follows. Complete the report below with words and phrases from
the box.

month failed to reach only over poor

a disappointing
an improvement significant the normal pattern well

Summertime Btues
Tourist numbers in 000

600

Previous Year

This Ylear

300

Last Year

100

Jan Feb March April May June Juty Aug Sept Oct Nov Dec

Most of the visitors who travel inJune are single

INlot so high season people and couples, so this high figure is

Despite a promising start tourist numbers Third quarter Tourist ,.rr-rrb.rs "

failed to hit the highs of last year thc usual pcak lcvcls in Autust.Thc tOtai null■ bcr
rcached 600,000 con■ parcd tO
￢ rSt quattertt SaW a ttmlう lu StarttO thC 700,000 1ast vcar.I― IOwcvcr,thc ngurc fc■ Onlv
slightly to 550,000 11l Scptcll■ bcr,、vhich was
『 rlycar,with tOurist numbcrs incrcasing
■l stcadily to around 300,000 in March.This on last vear.
C011lparCS ヽ
Vith thC llgLlrC Of Fou rth q ua rterTourist numbers dropped towards
2()0,000 fbr March last ycar. the er.rd of the year, which is
SeCOnd quarter April was 3 with However, the number of tourist arrivals in
only 250,000 tourists arriving. But this was ′
I:)ecenlbe,M′ as nca,lv 50 per centlo、 、er tllan last
followed by an increase in the numbers in June, yeai This is a _ resu]t For the
o
reaching a total of half a million. Christmas period.

Task 2 Objective: Comment on the figures

Write a similar report on tourist numbers during the previous year.
Refer to the blue line on the graph above.

Writing 3■ ″
 Unit lo Prosent an arfument

〓
，
●
― ‐■‐
・ ・1‐ ● ■■,・
・
1■ ・ t(,● ● t=__― VI
=・

istructured argument

hI

t, ',\*

x
/./ *

las k1 Objective: Give reasons

-l - -.-,,^.
J',-',- qt ul
rni nut p, why do companies need to invest in the following kinds of
software?
- Anti-virus software
- Firewalls
- Spam filters

Try to use the following language for giving your reasons.

becatue /because oJ due to m order to so that the reason is

What do you think? Making a strong case

Pai rs
1.0 mlnutes Two IT managers argue for an increase in the budget for internet
security. Read their arguments. Which makes the case more stronglf
whv?

Fergus Mathews
'Well, as you know, using the internet is becoming more dangerous all the time.
Attacks from viruses are becoming more frequent and they are affecting more
増ヤ and more people. And there's also the risk of fraud: hackers stealing the
customers' bank details and so on. I don't want to have to economise on
expenditure for developing more secure systems. Remember what happened
last year? Hackers were able to access our customer database and some highly
confidential information was stolen. lf l'd had a bigger budget last year, l'd have
been able to protect that data more effectively. I need an increase in my
budget. I can't make the system secure on the budget l've got.'

48 r Unit 10
 Dervla O'Connor
'l'd like to propose an increase in the budget of 15 per cent. That may seem a
lot, but there are two very good reasons why we need this increase.
'Firstly because online sales are increasingly important to us. More than 55 per
cent of our customers buy via the internet, and this figure is growing every year.
But people won't buy online if they are worried about the risks. So we must
make sure that our systems are trustworthy.
'Secondly because of internet crime. Internet criminals are becoming more and
more sophisticated. So we need to increase our efforts in order to stay ahead.
That means increasing what we spend on up-dating and improving our systems.
'The internet offers enormous benefits to us. lf we want to make the most of this
potential, we must develop the best possible security systems. That's why l'm
proposing a substantial increase in the security budget.'

Now report your conclusions to the rest of the group.

N・ ヽ

What do you say? Structuring the argu‖ nent

5 minutes
ln DeⅣla O'Connor's attunlent(above),what phrases are used br
the b1lowin′
l to lntroduce a serles Of reasOns?
2 to introduce different reasons in a sequence?
3 to repeat the main proposal in the conclusion?

Read phrases a-f below. Match them with their function 1,2 or 3
above.
a One reason is ...

b I'd like to explain the reasons for this.

c It is therefore very important to ...

d The second reason is ...

e There are a number of reasons why we need to take action.

f What's more...
卦〔ゝ
■4三 l Grammar reference:Linking sentences and ideas′ page 95

Unit 10■ 49
 CD 15 @ tistening A sports shoe manufacturer has a problem. A pirate company is
5 minutes making counterfeit shoes, which are of inferior quality. The
production director proposes a system of electronic ID ta$s which
will make the company's own products easy to identify.
:Tr# fltr Strucruring the argument
Listen to the speaker's argument and answer the questions.
I In what order does he present the following reasons for his proposalz
a to be able to offer guarantees
b to maximise return on investment
c to reassure the customers
2 How does the speaker begin the argument?
a He asks a question.
． ●

b He specifies the topic.

c He describes a problem.
3 What sentence does he use to introduce the reasons for his proposal?
4 What is his concluding sentence?
ド 陶卜 Ｌド

M Stressing key words

Listen again and notice the way the presenter speaks.
I Does he present the argument swonglq or neutrally?
.til 2 Which words does he stress? Write down as many key words as you can.
Then compare your list with the rest of the group.

Task 2 Objective: Stress key wonds

Look at Dervla O'Connor's argument on page a9. Which words do
you think should be stressed? Then look at page99. The words in
bold are the words that should be most stressed when speaking.
Practise reading the argument aloud. Stress the words in bold.

Showing feelings
In some cultures, people are not afraid to show their feelings when arguing
for an idea or a proposal they really believe in. In other cultures, people
prefer to stay cool. How would you describe your culture? Complete your
culture profile on page 82.

Peopte who show People who stay cool ...

feetings .".

: milk€ use of strong and use neutral language without

exaggerated language. exaggeration.

Gestures use big gestures and faciaI speak in a catm and controtted
and body expressions. man ner.
language

lt,..力 1',t. may respond emotiona[[y to don't show what they're

‐.,‐ _11,,r、 other people's arguments. thinking when they listen to
other peopte's arguments.

50 rUnit l0
 Tlask 3 Objective: Present a structurcd argument
1ndividuatty
In M. Power & Co Ltd, any employee can put fonvard a proposal
'for the benefit of the company and its staff'. people with the best
ideas are invited to present their proposals at a special meeting.

15 nrjnuies Step I Preparation

Choose one of the proposals below, or think of your own idea.
Organise your reasons into a logical order. Be ready to explain and
emphasise each reason. Then prepare a short introduction and
conclusion. You can follow the model from the Listening activity.

Proposal 1

around the compan5/s premtses

To install security cameras
Reasons:
. Naad to prevent industrial espiona$e ,.-^,,thnriqe6 persons
atttiting unauthorised oersons
o cameras -r',,,.trtttiit-1t'
ur. -any data
: ffi;;;v u roi'orconfidential research

Proposal 2
To build a gym for the staff on
company premises
Reasons:
o Increase staff motivation
o Reduce stress in the
workplace
o Encourage staff to
stay fit

Proposal 3
To produce umbrellas with the company logo and have them available in
reception
Reasons:
o Promote the company name
. Impress company guests
. Help staff on rainy days

2-3 minutes Step 2 Presentation

Present your argument to the rest of the group.

Analysis How did each presenter organise their argument?

5 minutes Was the argument logical and effective?
Did the presenter make an effective conctusion?

Setf-assessment you performa nce n th e tas ks. Were

□ □ □
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ｅ

reasons? more practice

ｅ
Ｖ′

stress key words? need more practice

ｅ
︺ｙ

present a stru ctured argument? need more practice

Unit 10■ 51
 ●■ユ

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Make pl""sals $e,spond to proposats

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Tlask l Objective: Make proposals

Pairs
5 nllnutes
A rich friend is offering to give you and your partner $loo if you
can agree how to split it. You are not allowed to split it so:so. You
can't say 7o:3O or 6o:40 and make a side deal to adjust the amounts
later. You have one minute to think about what you want and one
mirune to negotiate a deal with your partner.
Try to use the following language in your discussion.

Make proposals Respond

Let's ... Thnt's fine wtth me.
WLvy don't we ... ? OK-it's adeal!
I suggest \Ne ... Magbe another option wouLd be ...
Ithxnk we slnuld ... I twvnk it might be better to ...
How about ... ? l'm sorry - I can't agree to that.
No wag!

Anatysis Did you and your partner reach agreement? If so, how?
5 minutes Did you try to win more than your partner?
Did you try to find a way in which you could both teel happy?

・
卦ヾ:＼
Possible solutions. page 1.04
]イ:」

52■ Unit ll
What do you think? Negotiation strategies
Pairs
10 minutes II Wnrt is the best approach to negotiation? The $tin-4Nin
approach, where both you and the other penson can feel happy with
the outcome, or the I wwt-Uou lose approach, where the strongest
person $ets the bigger share?

EI Wni.n of these strategies are best for finding a win-win solution

in a negotiation?
! If you don't agree, say 'no'.
! Support your proposals with reasons and arguments.
tr Ask questions to find out what your partner's position is.

! Keep repeating your demands.

! Look for alternative solutions.
! Take time to think.

Good business practice, page 81

Listening Viktor, a supplier, talls to two of his buyers, Xavier and yacoub,
10 minutes about new delivery charfes. Listen to the two negotiations and
answer the questions.
I Which buyer is more likely to reach an agreement with Viktorz
2 How does Xavier respond in the first negotiation?
3 How does Yacoub respond in the second negotiation?
4 In the second negotiation, how does Viktor respond to the proposal?

cuNture at work The importance of relationships

There are big differences in the way that people from different cultures
conduct negotiations. In some cultures, business partners form long-term
relationships . In other cultures, the relationship lasts only as long as the
contract. How would you describe your culture? Complete your culture
profile on page 82.

Long-term retglion ships'',',,',,, .Shbrt-term relation shi ps

Smalt talk Smatl tal.k is important for getting Work is separated from private
to know peopte on a personat tife. When discussing business, it
[eve[ before starting to discuss is considered a waste of time to
business. talk about personal matters.

Time People are wi[[ing to invest a lot Apart from [unch breaks, not
of personaI time in retationships. much time is given to
Socialising outside office hours is
esse ntia [.
選 .ま :

Tt** hasis You won't reach an agreement People reach agreement on the
for reaching unless you like and trust your basis of strong arguments; e.g.
agreement businessPartners. this is the best product /price.

Unit il r 53
 What do you say? Responding to proposals
5 minutes
W Wt rt do you say in a negotiation when the other person makes
an offer you don't want to accept?
Efl fn" following language is from the Listening. Match each
sentence l-l0 with a strategiy a-h.
1 There's no way! None of your competitors charge for deliveries.
? I see. Well, I can understand your position.
3 How much are you thinking of chargingz
4 Do you mean five per cent of the order value on each delivery?
s Let me think ...
6 Here's another idea. How about a flat rate of - say...
7 You'd gain because you wouldn't have to deliver so often.
8 So you're saying you'd be willing to buy in larger quantities?
9 fll need to do some calculations to see how that would work.
l0 It sounds like a reasonable idea, but ...

Strategies
! a Say that you agree in principle
tr b Dismiss the offer completely
! c Make a neutral response
tr d Give yourself time to think (two answers)
! e Make an alternative proposal
n f Stress the benefits of your idea to the other person
tr g Clarify (two answers)
tr h Ask for more information

:.「 ￨、
ァ1_

Tlask 2 Objective: Respond to prcposals

Pa]rs
5 nittutes
Step I Preparation
How many different solutions can you find to each situation below?
Choose a role and prepare several proposals.

5 minutes Step 2 Response

Act out the conversation. Respond to your partner's proposals using
the language from 'What do you saf'
Situation I
Role A: Team leader Role B: Team member
Your team has to complete a It's your young son's birthday on
contract by Wednesday next week. Saturday.
The only way to complete it on time You have organised a party for
is for the whole team to work over friends and relatives starting at
the weekend. You don't think it 3 pm.
would be fair on the group if one
team member was excused.

54■ Unit ll
 5 minutes Siruation 2

Hardgraft Inc. is merging with Freetime plc. Hardgraft employees have 20

days'holiday per year while Freetime employees have 35 days per year. How
can you reach a compromise on holidays?

Role A (Hardgraft Inc.)

You think more than 25 days' holiday would be too much. It's better to
reward people with high pay, linked to performance and length of time
with the company.

Role B (Freetime plc)

You think that reducing staff holiday entitlement would greatly upset your
staff and result in poor motivation. Maybe 30 days a year would be
acceptable to employees if other benefits were offered.

Anatysis How many solutions did you find for the two situations?
5 minutes Did your partner respond in a helpful way to your proposats?

Task 3 Objective: Negotiate a win-win solution

Pairs
10 minutes Step I Preparation
The sales manager of Butternut Co. has booked a conference room in the
Admiral Hotel for a meeting with regional sales agents (30 people). The
booking is for Wednesday next week. The bookings manager at the hotel
phones the sales manager about the booking.

,- i ir..,. Step 2 Negotiate an agreement

Role A (Bookings Manager) tum to page gg.
Role B (Sales Manager) turn to page lO2.

Anatysis Describe to the rest of the group what happened in your negotiation.
5 minutes Did you find a win-win sotution?
Was your parlner fLexjbte and creative in making alternatjve proposals?

Setf-assessment Think about your performance on the tasks. Were you able to:
* make proposats? E y.r I need more practice
- respond to proposals? E yer f] need more practice
- negotiate a win-win solution? E y"s E need more practice

Unit 1l r 55
 Unit 12 露alrtlc10ate
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Put your point of view Listen and take turns Make your case and respond

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Task l Objective: Put your point of view

'Most meetings are a waste of time.' What do you think about this
viewpoint? Put your own viewpoint to the others in the group.
You may want to use some of the following language.

I aflree tlnt ... I'm not sure ...

Don't Aou thxnl< ... ? Wouldn't gou agree that ... ?

It's oWtotn that ... We aLL Lmow that ...

Anatysis Did everyone in the group manage to put their viewpoint across?
5 minutes Did everyone [isten to the others'viewpoints?
What were the opinions of others in your group?
If someone wasn't abte to contribute their idea, why was that?

What do you think? Making meetings more effective

Palrs
10 minutes
When you attend a meeting, what should you do to achieve your
own objectives and help make the meeting more effective? Look at
the list on page 57. Tick the points you both agree with. Then
compare your ideas with the rest of the group.

56■ Unit 12
 Before the meeting
! Read the minutes of the previous meeting (and other relevant
documents).
! Make up your mind about key issues and be prepared to convince
everyone that you are right.

During the meeting

! Make only relevant and interesting points.
! Make sure everyone understands your point of view.
! Speak loudly and repeat your ideas often.
! Listen carefully to other people's points of view.
! Don't say anything because you might sound stupid.
! Don't discuss too much because you want to finish the meeting quickly.
! Avoid any conflicts or disagreements.
! Find out what different people think.
I Try to reach a conclusion that everyone can feel satisfied with.

今 ;ヽ Good busjness practice, paoe 78

司4_」

What do you say? Responding and turn-taking

5 minutes
ln a meeting, it is important to be able to respond appropriately to
what others are saying and to get your trm to speak. Match each
phrase a-f with its function l-6.

Function
I Agree and add another
argument in support
2 Put an alternative point of view
3 Correct a mistake or
misunderstanding
4 C,et your turn to speak.
5 Deal with an interruption
6 Bring up a new point or
argument
Phrase
a Can I come in here?
b I have a point to raise about ...
c Sorry, but that's not quite right.
d That's righttAnd I'd also like to
point out that ...
e But don't you think ... ?
f Can I just finishr

What other phrases can you add for each function?

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 17&L' stening は Arctic Foods is a company that pЮ duCeS肝 OZen paCkaged bod
10 minutes such as bee■ 3urgers.A group of rnanage“ l discuss a proposal to
change the recipe Of a popular product so that it contains less fat.
Listen to six short extracts■・
onl the Fneeting and inatCh eaCh eXtraCt
with a ninction below.
a Agree and add another argurnent in SuppOrt [三 ]

陶
) Put an alternative point of vievv E]
c cOrrect a lnistake Or nlisunderstanding l三 ]

硬 Get your turn to speak [二 ]

e lDeal with an interruption [[]
f Bring up a neⅥ /pOint Or argurnent [:]

漑]what phnse do the speakers use br each缶 nction?

Task 2 Objective: Listen and take turrrs

GroLlps of 3-4
5‐ 10m:織 gtes
Choose a topic and follow the framework below. Each person
per to密 :c
should give their viewpoint and speak for about one minute. Then
continue discussing the topic, or change roles and repeat the four
steps with a different topic.
Topics

I we should boycott tourism to countries which have oppressive re$imes.

2 We should ban TV advertising which is aimed specifically at children.
3 If we want to reduce traffic, we should make people pay to drive in the
city centre.
4 It isn't right to claim against a food company because its products are
fattening.
5 It is better to buy local products than products imported from other
countries.

. , .t,. '.r:...,1 l RO経 :議 1番 義 trrupt Sa[* t (or A,):

B(p。 lttety)・ and {rlt*1rupt t
put an
. ,.t t.]r.,:,:'f
... ask a {potitety) and
uesu0 n. atte,rnative
(You can elther q ... ask a
agree or disagree 0r
嬢巌経
oint.
question.
with the topic.)
... agree and 0r
add a new ... agree and
argument. add a new
argumeq!,,,..,
:.. correct 0r , ,,:: ,,'
so methi ng ... correct...'
which you something
think is which you
wro n g. think is
wrong,,
' '''r-: :: r'rr'

Anatysis How wetl did each person tisten?

5 minutes Did everyone Eet an equal turn at speaking?
Did everyone interrupt pol.itely?

Gramm,ar r*ference: ModaL verbs, part 2, page 8B

58■ Unit 12
 curture at work Attitudes to silence during discussions
We can distinguish between three styles of communication: Anglo-Saxon,
Latin and fuian. How would you describe your culture? Complete your
culture profile on page 82.

Angto-Saxon: People feel uncomfortable when there is silence. When one person
stops speaking, another starts. It isn't po[ite to interrupt.
Latin: Peopte are very tatkative and feel uncomfortabte when there is silence.
Peop[e frequentty interrupt each other. This js not impo[ite but shows interest in
what the other person is saying.
Asian: There is often a silence between the moment when one person stops
speaking and the next person begins. it is a sign of respect for the other person if
you take tjme to think silentty about what they said.
￨

Task 3 Objective: Make your case and respond

Read the situation, look at your role brief and discuss the proposal.
囀

Make your case according to your brief, but remember to listen to

︲

what others are saying. Think about how to get your turn to speak
ヽ ■︰

and how to respond appropriately. It doesn't matter if you don,t

reach agreement.
Situation
Cookability Ltd is a UK company that manufactures kitchen equipment,
such as food mixers, juice extractors and toasters. The products are sold in
the UK and around Europe. The company employs about 5,000 people in a
small town, where it is the biggest employer. One of the directors has put
forward a proposal to move the manufacturing facility abroad, to a
developing country where labour costs are much cheaper.
Role A" in favour of the proposal, turn to page 98.
Role B, partly in favour, turn to page 100.
￢ Role C, mainly against the proposal,turn to page 101.
Role D, completely against the proposal, turn to page 104.

Anatysis Did everybody participate equatly in the discussion?

5 minutes Did you understand the other participants' points of view?
Can you make some positive comments about the way other group members
contributed to the discussion?
was there anything you or other group members could have done to make the
discussion more effective?

… '‐
……

「
Setf-assess Think about your performance on the tasks. Were you able to
E yes need more practice
I- listen and take turns? Ey.s tr ne€d more practice
- make your case and respondi f yes need more practice

Unit 12日 59
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with its desc五 ption l-8.

1 Subject line
Trevor la“ T^lr 2 Offer to be helpful
Alpex FinanCC ylし
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3 Name and title

J猟 4
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Formal greetin$
5 Refer to future contact
6 Formal ending
・ z Refer to previous contact /
bP・ Op:S・ correspondence
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」 YOuFS SinCerely
h sandra GavlaS
BusinesSiManager

* A subject line in this position is only necessary in letters sent by post

** Use encl.ose for letters sent by post; use attach for emails.

Lsk l Objective: Reply to enquiry

You work for A-l Training. You receive the following enquiry. Write
a reply using the same structure as above. Include the points $iven
in the notes.
N otes
ExCLo5e

Dear Sir
es You offer'
l'l;:'rs gO
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60■ Writing 4
What do you write? The phrases below are from an email to a customer about their
order. Put the phrases in the correct sequence to create the email.
I We have items A24 and n:g in stock ...

tr ... due to a high demand for this product at the present time.
tr Dear Ms Bundy
tr We hope to receive new supplies within the next 7-10 days.
tr ... and you should receive them in 2-3 days.
tr We apologise for any inconvenience this may cause.
I We regret that we are out of stock of item CZt ...
tr Thank you for your order dated March :0.
tr Yours sincerely
tr We will dispatch your order as soon as possible after that.

. Subject: Your and C21

o7J6md Latr晴 騎ve。 9 Dr縦 ´ Add Attechments
,f signature Revrap
'Stnd円

(| To: Pete Bundy

(l cc,
(t Bcc:
Subject: order for B39 and C21
Atlachmenti: ar#
Verdons , Medium _ B I u:r 壱 :≡ :≡ [壼 ,4労 ▽
=

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‐Gra■lma reference Ge undS and infinitiVes′
撼〕
[き page 96

Task 2 Objective: Apologise and give reasons

You work for a training organisation. Read the brief and write a
letter of apology.

Customer Confidence on
Your comPanY is offering a workshoP on Building
number of particiPants is 35. (You set this limit
June eth. the maximum as possible') You have
to be as interactive
because you want the workshoP
a letter to the last 5
received aPPlications from 40 peoPle' Compose
is hHy booked. Because of its
applicants explaining that the workshoP
later in the Year. You
popularity, you plan to hold another similar workshop
you know it. Give Your apologies. SaY that
will inbrm about the date when
you will let them know if there are any cancellations.

Writing 4t 6l
 Unit 13 :懸
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What do you thittk撃 Discuss the role of a leader in meetings. What is the leader responsible for?
5 minutes What should he or she do?

Task l Objective: Summarise main points

In each group, one person should be ready to summarise the main
points from the discussion about the role of a leader. You can take
notes if you like. The person responsible for summarising should
now repofi what was said.
You may want to use some of the following lan$ua$e.
The important point u ...

The mwm thu'Lg 1s ...

Basically,what they satd was ...
(Narne) tLtutks that ...
But other people satd that ...
htergbodg agreed that ...

Analysis Did the summarisers manage to fol[ow what was said?

5 minutes Did they summarise the main points accuratety?
Did they miss anything?
ゞえ
ゝ∃
書 ﹁

● .I.lⅢ ' .:

62■ Unit 13
CD 18 @ tistening Listen to six short extracts from a meeting. The group is trying to
10 minutes decide whether to hold their next sales team meeting in the office or
in a hotel. What did the leader do in each siruation? Match each
extract with one of the following actions a-f,
Actions Extract

□ □ □ □ □ □
a Tell a speaker to keep to the topic.
b Clarify the meaning.
c Encourage someone to say more.
d Summarise.
e Ask someone to contribute.
f Stop one speaker so that another person can speak.

What dc you say? Leading meetings

5 minutes
Match the following phrases l-6 with an action a-f from the
Listening. what other phrases do you know that match each action?

language Action
I OK, Thank you, Jenny. Gaby - you wanted
to say something ...
2 Right. Why do you think that?
3 Peter - what do you thinkl
4 So - to sum up ...
5 I don't think that belongs to the present
discussion.
6 So, what you're saying is ... , is that rightz

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hit 13 63
 Task 2 Objective: Encoura$e people to speak
Gr*ups of 3-4
L5 minutes
Hold a mini meeting to discuss each topic below. Take it in tums to
be leader. The leader should encourage everybody to contribute ideas
and summarise the main points after the discussion (See Task l).
Topics
I When you have an allday meetin$, is it better to break for lunch or to
have sandwiches brought to the meetin$ room?
2 You want to hold a farewell party for one of your colleagues who is
leaving. Should you hold the party in office hours or in the evenin$?
3 Your meetings are often interrupted by mobile phone calls (sometimes
from customers). Should everyone switch off their mobiles during
meetings?

culture at work Attitudes to interruptions

In some cultures, people like to work in a sequential manner, finishing one
task before starting the next. Such people dislike being interrupted in the
middle of a task and having to consider something else. In other cultures,
people can happily handle several tasks at once. This means they don't
mind interruptions. These different attitudes can affect the way meetings are
run. How would you describe your culture? How are meetings run in your
company/ country? Complete your culture profile on pa$e 82'

Punctuatity Meetings start and finish at Lateness can be if

specified times. Lateness is not
to[erated.
The meeting must fottow the
agenda. Any changes should be
agreed at the start. The leader
sometimes sets a time [imit for
each agenda point.
there are good reasons
‐
:｀
,■ ,￨ ,,1
Itmay be difficuLt to fol[o
agenda exactly. It S CO nsll dered
more important for individuats
to be ab[e to ta[k freety about
their various concerns.

i,:riir,.:,;i:. The meeting is tightty Meetings are more fluid

controlted. Interruptions (e.9. Interru"ptions a're viewed a,
phone catls) are not wetcomed. normat. Leaders often a[[ow
Speakers are reminded to keep digressions and'meetings
to the point. within meetings'.
・
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64 Unit l:
f
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Tlask 2 Objective: Control the meeting

Groups of 3-4
10 11linutes
For each situation below, appoint a different person as leader. Hold
per meeting a mini meeting and try to reach a decision.
Situations
I You belong to a team of tz, which holds weekly meetings. The purpose
of the meetings is to keep everyone informed of progress and
developments. The normal practice is to take turns to lead. you all feel
dissatisfied that your meetings take too long and are not well-organised.
Discuss how to make them more efficient.
2 You work in an international team which meets once a month. It
means travelling between Sweden, Singapore and the USA Discuss
whether it would be better to use video conferencing for meetings.
3 Your team works very well together, but you are not so good at
communicating with other people in the company. you need to be
better at keeping others informed of what you are doing. you also need
to be more aware of what other teams are doing. Hold a meeting to
discuss how you can improve the flow of information.
4 You all work for Noll Edge Ltd., a small consulting company. Long-
serving staff have a great deal of expertise and experience. New staff
joining Noll tdge have excellent qualifications but don't know the
business or its customers. How can you encourage the experienced staff
to share their knowledge with the newcomers?

Analysis How did each leader perform?

5 minutes Did they encourage everyone to speak?
Did they summarise what was said accurately?
Did they keep control effectivety?

Self-assessment r Think about your performance on the tasks. Were you abte to:
i- Listen and summarise? E yet need more practice
,* cncourage people to speak? I y.t need more practice
i* csntrol the meeting? E yes need more practice

Unit 13■ 65
 'cbndudc a OrosentatiOn
Unit 14 l _:: ￨● ‐ _￨‐ ,_■ :

,Maleg'.:ai:stt- 'hg, con ctusi o n Ask que,111111書

:簿 奪難
:il'lelI With questions
￨:灘

Ｌ Ｉ■

血
躙礼‐ ￨

Ending a presentation
騨♂鶴機電機oソ 0懇 think?
Palrs Match the expressions with the tips on ending a presentation.
5 minutes
I End as quickly as possible a 'Do you have any questions?'
2 Make a strong final statement b 'Oh, I forgot to say that ... '
3 fuk for questions c 'l'll just explain again ... '
4 Thank the audience for listening d Well,l think that's all I have to say.'
5 Add something new e 'Thank you for your attention.'
6 Summarise the main points f 'My conclusion is ...'
? Explain details again g 'So to sum up ...'
s Signal that you are coming to h 'Well that was my final point. So
the end I'11 just give you a brief summary.'

♪
…ヾゝー Good business practice, page 77
―
ン(コ

■ .1:: 壕
鷺鰺磯顧涸望l A director of SⅥ″
篭 itchett Ltd。 ,a sinall electronics rnanufhcturing
●￨ ￨.■ ￨●
=
cOn■ pany,n■akes a presentation to the board about whether to
OutsOurce their distHbutiOn Or build their own warehouse.Listen to
the final part of the presentation and answer the questions.
1 lvhich Ofthe steps abOve are included,and in what order?
2 a I‐ low did the presenter introduce the Surnnlalb/Of the presentatiOn?
b ヽ
vhat phrase did he use to refer to the two lnain points?
c what phrase did he use to refer back to the results?
3 0 シ
vhat was the rnain conclusion?
慾 lvhat phrase was used to introduce this conclusion?
嚇 HOw did the presenter begin his inal sentence?

66■ Unit 14
 Task l Objective: Make a strong conclusion
Palrs
25 minutes Your company wants to build a new warehouse. Two possible sites
for the warehouse have been researched; see the main points below.
Step I Preparation
Read your role and information about the site. Prepare the summary
and conclusion for a presentation to managerc about the two sites.
Partner A: You prefer Site A because of lower cost and close proximity to
your factory.
Partner B: You prefer Site B because of its convenient access and no worries
about environmental problems.

・ = ・ ・

OF SITES FOR THE N日雌 ￨ _

● ●￨・ ′
. ・
・
● ●￨,.‐ ●_
‐ '￨‐
_1_ :■
・

Site A ■
●11・
yュ ,``_... .
`1・

Site
ツ ●lit● iBrownfield
site in an industrial
zone Greenlield site:.area nOt sO far
"。
developed
Land was pre
Land was previously farmland
Cnemicals pla

Access bv″ Via Small roabζ

r● ad Easy aCCeSS tO a mlOr motorway
A lot of10calir
plantS in are011

Fr● ximitv b 3k‖ ometres from the factOry

factOry 「 35 kilometres from
the factory

CO■ Of la"d
C50o′ 00o
C800,000

Step 2 Presentation
Present your conclusion to your partner.

Analysis Did your partner summarise all the imporlant points?

5 minutes How effective was each conclusion?
Did your partner speak strongty and clearly and emphasise key words?

e $ Listenir,E 2
m XS Following the presentation in Listening t, four members of the
1o minutc: audience ask questions.
I Listen and write down the four questions you hear.
2 Match each of the questions with one of the problems a-d.
a The presenter doesn't know the answer. euestion
b The presenter didn't understand the question. euestion
c The questioner challenges the presenter's conclusion. Ouestion
d It would take too long to answer. Question
3 Listen again. How did the presenter deal with each problem? what did
he say?

Unit 14■ 67
 Tlask 2 Objective: Ask questions
PairS OF S□ att
groは ps
Step I
‡0鶴 :横 utes If you were partner A in Task l, work with another partner A
Partner B, work with another partner B.
Refer to the conclusion your partner in Task I presented to you.
Prepare six questions for that partner about the site he /she favours.
Your questions may request explanations or more details. Try to
focus on the following issues.

o recruitment of
workers locally
. environmental problems
. security problems in the
area
' government plans
for other development in
. transport costs the area
. other possible costs

lqrtlote gr0up Step 2

5 minutes
Compare your questions with those of other pairs. Which questions
do you think will be most challenging for the presentet?

か√ゝ
燃」 Grammar reference:Questions′ page 86

what do you say? Dealing with guestions

5 minutes
Here are some typical problems presenters have when dealing with
questions. Match each response a-f with a problem 1-6.

Problem
I You didn't hear the question.
2 You didn't quite understand the
question.
3 You don't know the answer.
4 It's a difficult question and you
need time to think.
5 The questioner puts a strong
argument against your point of
view.
6 The question isn't relevant and
time is running out.
Response
a I'm not sure about that, but I
can find out for you.
b Sorry. I don't think we have time
to go into that. Perhaps we can
discuss it later.
e That's an interesting question.
Let me think ...
d Sorry, are you asking about ... ?
e Sorry, I didn't catch that. Can
you repeat the question please?
f That's a good point. However, ...

卦(iゝ
■4」 6ood business practice, page77

68■ Unit 14
 Culture at work Attitudes to critical questions
In some cultures, any public criticism is seen as an insult and must be
avoided. In other cultures, it is important to speak the truth, and critical
remarks are not taken personally. How would you describe your culture?
Complete your culture profile on page 82.

` .■ 't.,‐ ■● ￨￨■ ●:￨‐ ■■ crticisrn is insutting

PersonaI Negative questions or Any suggestion of

involvement comments are not taken disagreement is seen as a
persona[[y. personaI attack.

Stty‡ 議 磯爾臓at yo麟 It is important to say what you Peop[e hide negative opinions
‡騰鵞 鶴.無 . realty think, even if your and make on[y mitd or positive
opinion is negative. com ments.

￨.: ￨■ It is acceptabte to ask 0n[y potite. safe questions can

. ― .■ chattenging or hosti[e be asked.
quest'ions.

Task 3 Objective: Deal with questions

Same pairs as
鶴 sk l Work with your partner from Task l. Ask the questions you prepared
10湘 ittutes in Task 2 and any other questions you like. Answer your partner's
questions, using the strategies and language from What do you say?
To answer questions on site A, turn to page 99.
To answer questions on site B, turn to page 101.

Anatysis Did your partner answer your questions clearly and potitety?
5 minutes Did he/she deal effective[y with any difficult questions?

２ ■鳳
●■■
轟
ヽ

目脚叫
時

● ● ,
「
口Ｈ日

.:∼

・ ■

Self‐ aSSeSSment i Think aboutyour perbrmance on the tasks.Were you abte to

- make a strong conctusion? yes E need more practice

- ask questions? yes I need more practice
* ::deal *ith questions? yes E need rno.re prfactice

Unit 14■ 69
 Unit 15 Ce I eb ratO : r,,:,,,su cces s

なldeal Review achievelme‐ nt111‡ : ￨￨￨111鶴 :轟 ratl the conctuslon

﹁ヨ壼

翻囲 目 目 藝
顎網踊
ヽ
いヽ l!

Task 1 Objective: Conclude a deal

firoups cf 4
40 rninutes Read negotiating situations I and Z below. For siruation I, two
people should negotiate a deal and the other trruo should observe.
Switch roles for situation 2.
You have 5 minutes to decide on your target for the negotiation and
prepare arguments. Each pair then has about 15 minutes to negotiate
and reach agreement.

OK - It's a deall Right - I agree! Good - We have an agreement!

Situation I
Partner A: You are an inventor with designs for a new and exciting product.
You have no capital to produce the product yourself.

Partner B: You are a manufacturing company, Ha$$ler & Co., that wants to
produce and sell this product.

The product life span is predicted to be about three years.

You have the following three possibilities for a deal between you.

I Haggler & Co. pays a fixed price of €200K. The inventor gets no further
income from sales.
2 The inventor gets a ten per cent share of profits. If sales are low (20,000
units per year), this would provide an annual income of €+or for the
inventor. But sales could be as high as 100,000 units per year, providing
an annual income of €zoor for the inventor.
3 You could negotiate a combination of I and 2.
70 runit 15
 Situation 2

Partner C: You are a consultant with valuable expertise. Your usual fee is
€300 per hour.

Partner D: You are a company, Barters Group, that needs the consultancy
skills of Partner C for a specific project. You have a budget for the
consultancy work of €tz,Ooo. The amount of work is estimated at 30 to 45
hours. However, there is a small chance that it could be more than 50 hours.

You have the following three possibilities for a deal between you.

I Barters Group will pay a lump sum for the work.

2 The consultant will receive a fee based on the number of hours worked.
3 You could negotiate a combination of t and Z.
Observers should make notes on the following.
Who used the most persuasive arguments?
Who got the best dealz
Who could have won a better dealz

Tlask 2 Objective : Review achievement

綺ote group
'11′

t象 騎inates
The observers for each situation in Task I should now give their
feedback. You may want to use some of the following language.

Positive Negative
It w as a ! erA successful negonanon. l'm disappotnted that gou didn't ...
I'm trnpressed witlt the wag aou ... You couldhaye ...
One tlnng you did really weLL was ... I don't tlirtkyou shoul.dhaye ...

]a.r referenCe: PaSt Π

10datS′ Page 90
=)[≧ l Crattl罐

Culture at work GiVing praise

In some cultures, it is usual to praise or reward individuals for their
personal achievements at work. In other cultures, praise must be given to
the whole group or team who achieved success by working together. How
would you describe your culture? Complete your culture profile on page 82.

Individual prai*e Group praise

Individuat It lS out an Showing favouritism is avoided:

feelings the the person chosen feels
person ch osen embarrassed.

Bonuses Pay rewards and even promotion Rewards or bonuses are shared
are given for individuaI success. amongst the group.

・ ￨.‐ ,…
…
￨￨, Individuats are motivated to work People are motivated by the
for personal achievement. strong morale of the team.

(,Itイ F, People say, 'I did thisJ Peopte say,'We did thisi

Unit 15■ 71
 What do you think? Concluding the deal
Whote group
5‐ minutes
El wnrt usually happens at the end of a negotiation?
tr You all shake hands.
tr You make a verbal summary of what you have agreed.
tr You prepare minutes of the meeting and send them to the other party
within one or nvo days.
tr Both parties sign a formal written agreement.

E& oo you usually celebrate the conclusion of a successful

negotiation? If so, how do you celebrate?
tr A party in the office
tr Lunch in the office restaurant
tr Dinner at an expensive city restaurant
tr Go out to a bar or nightclub
tr Other (give examples):

ood business practice, page 81

:)[:営￨ (〕

CB 21 S kistening Listen to the conclusion of a negotiation about a joint venture

n0 minutes between Jon Harvey, the inventor of a new interactive toy, and
Fabrox, a company that will manufacture the product. Daniel
Gascoigne, managing director of Fabrox, chairs the meeting.
a What steps are taken to conclude the deal?
b How are they going to celebrate the success of the ne$otiation?
c What expressions do they use to show positive feelings about their future
relationshipz

What do you say? Cetebrating success

5 minutes
Match each sentence a-j with a function l-5. There are two examples
for each function.
I Thank people
2 Praise people
3 Show appreciation
4 Make a toast
5 Offer good wishes
a You've done a fantastic /excellent /
brilliant job!
b I've really enjoyed working with you.
c It's been very productive / useful / interesting.
d Here',s to our success in the future!
e Well done!
f Thanks very much for your help!
g I'd like to thank you for all your hard work.
h Good luck with everything.
i I'd like to propose a toast to a long and
fruitful partnership between us.
j I hope it all goes well!

72■ Unit 15
 Task 3 Objective: Celebrate the conclusion

Individual[y PartlProposeatoast
10 minutes
Prepare a shon toast to conclude your course. You may want to
toast your teacher, your fellow course participants or your furure
success.
Each person should then stand up and propose their toast.

Whote group Part 2 Say goodbye

5-10 minutes
Walk round the room and say goodbye to each person. When
sayrng goodbye, you should say something positive to the other
person, for example, that you have enjoyed working with them. You
may show appreciation for something they have done or praise
them for something they have achieved. You should end with some
good wishes for the future.
Ｉ ”︱ ︰

一
﹁﹁
a,I
P
Fl,
t
4
ｔ 、．

Ｌ
︲ｄ

﹁ゴ ■月

$elf*assessrnent Think about your performance on the Lasks. Were y ou abte to:
- conctude a deat? l] ves tr need more practice
- review achievement? I y.r E need more practice

- celebrate the conctusion? E yes E need more practice

Unit ts I z:
 VV五 dng 5 Minutes
‐
■――‐―■■■ ― ……―_― ._.￨‐ ・ .・ _ ￨￨ _￨■ ￨_■ __..― __‐ ‐――●_―・ ‐
.― ^..__,‐ ‐‐.

南 lnd 轟l
国 ￨:￨1111:難

=五
minutes Record decll:10驀 action points

What do you think? Read the pairs of examples and identify which is more formal (F)
or more informal (I).

Headlines
口 MinuteS
DCE Meetin9
June 14th OOm 1410
up meeting held° n° Ct°
ber 25th at 08130,in「
El MinuteS Ofthe marketing gr°

Who was at the meeting:

E er.ti"lp"nts:AB, CF, DJ

E Present: Muriel peters (Chair)

Roger Castle (General Manager)
philtip payne (Company Secretary)
Board members: Lisa Tomas, Hannah Bloom, George pulenck
..
Apologies were received from: lsla McGregor,Barry Gardiner

First agenda Point

meeting
E 1 Minutes of Previous and signed by the Chair'
previous meeting were approved
The minutes of the
, Reports are beins sent
quarterlv as
T.i::ffi:'J:" action on monthry reports. month
"" reports would be sent
monthly starting from next
before. lt was agreed that

previous meeting'
tr Reviewed action list from will start from next month'
,""portr. Monthry reporting
No action yet on monthry

Ending
E aOA Procedure for claiming expenses will be reviewed.
JD to send a memo to all before next meeting.

E nry other business

GI\4enquired about expenses. The procedure for claiming expenses wi1
be reviewed
and a memo sent to all before the next meeting.

1)ate Of neXt nη eeting:5th July at 10:o0

74 I Writing s
 What do you write? B Read the following two examples of recording decisions and
action points. Underline the words in the formal version that are
omitted in the informal one.
A More formal

Point 4: Stationery suPPlier

Asourexistinf,stationerysupplier.ll^.olon$erdeliverinourarea,itwasagreed quotes
before the end of January' Three
that we need to ia".,ti(,'"-nJri, supptier at the next meetin$'
from differer,, ,uppri"r" ililJJia
a".itio" will be taken

Deadline: 20th January

Action: Duncan Smith

B Informal

4 New-stationgry supplier: our existing supplier can no

longer deliver in our
N:.d to identify new supplier before end of
11!u: January. Secision next
meetrng.
* Duncan to get three quotes by 20th.*

+D Grammar reference: Passives, page 91

E foot at the extract from minutes taken at a project team

meeting. Re-write the action points in the same way as either A or B
above. Re-write all the sentences that are in italtc sqipt.

2.2Travet budget
Roger presented the figures
for the last quarter and pointed
exceeded their spending limits. out that some team members
ftris wiir make it oiffiJutii;;""p had
within the budget' ln ordLr to plan the totat annuat expenditure
create a chart with the names
moie etrectiv"t i.ilr;",;i ,r" decided that Maria wourd
and numbers,orousrness lr-ipr'pturr"d
This information can ben'9*Ji,
ioger wno witt revise'tie- iudget
oerii tie end of the year.
for the finar quarter. project
?;{;::!;:,:';"i;E:,,':;;::l;:,;l:,;;,yyi";;'":;:";;i:; nps she ,igiiijinow about

2.3 Training
Flavia commented that it was
difficult to choose between the
programmes that are a.vailable'
write a short report on their
lt was agreed that tnose ino many different training
have attended training shourd
"rpuri"ii"
responsibre for reminding peopre
ind distributeili'o,in* bam members. /sabe/
to pi"p,ur" and distribute reports. witt be

Tlask l Objective: Record decisions and action points

Write the minutes of your own meeting
Write one set of minutes for the mini meetings you held in
Unit 13, Task l. Treat each situation as one agenda point.

Writing s t7s
 Good business practice
Presentations

Unit 3 Making an effective presentation

An effective presentation :

- is relevant to the audience and tells them what they need to know.
- is clear and easy to follow.
* has an introduction in which the objectives are made clear.
一・ 奉

with three or four main points.

has a clearly-defined structure
is usually accompanied by helpful visuals.
一

ends with a strong summary.

．
一・

fits the time schedule.

Unit 3 Preparing a presentation

Start by thinking about your audience: who they are and what they want to know,
Make a structured plan for your talk.

Do Don't
te SO Don't try to wrlte
that you by word: it is more dif;ficult to understand
and someone reading aloud from a script.
Prepare a few visuals to save Don't use too many visuals - about
words and illustrate what one for each minute of talking
you want to say. time is enough.
Keep the visuals simple: Don't make visuals
make sure information is too complex or give
large and clear. too many details.
Don't include too much text or too
sorne many figures.
国

Unit 8 Detivering a presentation

- Remember to face the audience and make eye contact with them.
-- Speak clearly and fairly slowly.
-- Use simple language with short sentences.
- Emphasise key words and pause briefly between points.
- Repeat key numbers or write them on a visual.
* Involve the audience by asking a question from time to time.

76 r Good business practice

 Unit 6 Using visuals in a presentation
Which equipment?
E rlipchart:
I 1,,,. ,.*' useful for informal and interactive talks
; 'i ',, -: you need to have good handwriting

- you need time to prepare good transparencies

E Digital projector:
- useful in any situation
- easy to prepare visuals on your PC or laptop
- good for colour pictures and animations
nresenting visuals:
- Make sure the audience can see each visual clearly.
- Give the audience enough time to see each visual.
- Help the audience to understand the visuals by pointing to parts you are referring to.
- Don't turn your back on the audience to look at the visual.
* Don't read the text on your visuals word for word.

Unit 10 ng an effective argument

your proposal in a logical way: people react positively to ideas that are well
organised.
* Emphasise the benefits of your proposal.
* Use we rather than I or aou to get support from others.
- Choose two or three stron$ arguments: too many reasons can weaken your case.
- Be positive: say what you want, not what you don't want.
- When presenting a detailed argument, use facts and figures to support your.ideas.

lllilllllll Endingapre,lntitiOn
- If you signal to the audience that you are coming to the end, you will then have their
full attention.
* Summarise each of the main points.
- Make a short but strong conclusion.
y' Prepare the final sentence of your talk beforehand, and practise saying it clearly and
strongly,

Unit 14 Daating with questions

Anticipate the questions and prepare some answers beforehand.
Make sure the audience has heard the question: it is useful to repeat it.
Address answers to the whole audience, not just to the questioner.
Be honest if you don't know the answer.
Never $et into an argument with the questioner.

Good business practice I z

 Meetings

Unit 4 0peni ng a meeting ・ . ,‐ ‐ ￨‐ :￨￨.■ .￨=■ _￨￨￨.―

￨■ ￨'‐
・ ・ ・
― ￨￨｀ ■ :― ●‐ .― ‐

, r
, , It is important to state the purpose of a meeting,i,n the introduction. The introduction
normally includes five stages:
,, ' ' I Signal the start of the meeting (if there are a number of participants).
2 Greet and welcome participants; intoduce any new participants.
3 Explain the background to the meeting.
4 State the purpose of the meeting.
5 Ask for contributions or hand over to the first speaker.
In formal meetings, there may be a sixth stage in which you set the protocol for the
meeting, for example, appoint someone to take minutes, agree the time limit or say
whether contributions should be made through the leader.

Unit 7 Holding a brainstorming meeting

The purpose of a brainstorming meeting is to generate as many ideas as possible, then to
produce a short list of ideas and finally to agree on the best idea and action plan. The
following points are important.
- Three to eight people is an ideal number for brainstorming meetings.
* People think more creatively in a relaxed atmosphere.
- It is useful to have a facilitator who does not contribute, but keeps the session on
course and records ideas.
Everyone should feel that their opinions are valued.
- Do not reject any ideas during brainstorming. Criticism kills creativity.
- Don't judge or analyse ideas during brainstorming.
- Write all ideas on a board or flipchart.
- When enough ideas have been suggested, make a short list of the best ones.
- When you have'finished brainstorming, evaluate the ideas by considering how they
would work in practice.

Unit 12 Participating in meetings i ''

The following points are important to help make a meeting more efFective and to
achieve your own objectives.
* Prepare thoroughly for the meeting.
* Know your own objectives before the meeting starts.
* Speak clearly and confidently when makingryour point.
* Show respect by listening carefully to others.
* It takes time to develop an argument: allow other speakers to make their points clear.
* Adapt your contribution to reflect what others have said.
- Be able to concede a point if you are wrong.
- Remember that you share a common purpose with others at the meeting.

78 I Good business practice

Unit 13 Leading a meeting
To help a meeting be more efficient, the leader should:
, * take care of practical matters (introduce participants, decide who will take minutes).
,i,, .,,11 , * "set and keep the rules of the meetin$.
' '' 'l, ,, ,, ,' ' follow the a$enda.
rr
' ,r , ,, bring matters to a conclusion.
assign actions.

Time-keeping is important. The leader should:

- start on time.
- keep the discussion on the point.
- keep to time limits.

The leader should control the discussion and: ￨■ ― ￨‐

‐

- make sure everyone has the chance to express their viewpoint.

- clarify anything that may be unclear.
- listen.
- summarise the discussion clearly at regular intervals.
- deal with conflicts.
more effective ift
speaks at a time.
the leader decides who should speak.

Unit 2 things done on time

Whether you are planning a special project or simply organising your routine working
day, the following steps can help you to meet your deadlines and stay in control
Do
- Make a list of tasks (things you must achieve).
- Break down the tasks into shorter steps or actions.
- Set a deadline for completing each action.
- Do the most urgent tasks first.
- Predict and try to prevent problems.
- Check your list regularly and make sure you are on track to meet your deadlines.

Don't
Don't put offtasks because they are difficult or you don't like them.
Don't concentrate too much on one task and forget all the others.

Good business practice I 79

 Telephoning

Unit 5 honing problems

Many people nowadays avoid the to send emails instead.
more effective in a dealing with uqent
problems, getting an immediate and joint decision-making
and making personal contact with your partners.
Before making a call:
- Ask yourself: What is the purpose of this calli
Ask yourself: Who am I going to speak to? What do they need to How can they
help me?
Prepare what you want to say.
Predict any problems you could have (e.g. the person you want

During the cail:

Speak clearly and check that the other person understands you.
. Don't let the other person rush you.
'- Respond frequently (saying: yes, mm, OK) so the other person knows you are still
there.
- Make notes during the call.
* Check that you have understood correctly.
- Repeat important information, especially names and numbers.
* Confirm any arrangements.
"" Always be polite and friendly.
- Smile while talking.

After the call:

Send an email to confirm what you said.

. ￨_・
■‐
￨ ￨ ￨´
・ ￨￨￨.・ ,￨・ ￨.￨￨ ￨
Socialising Ⅲ I.￨■
‐
―
・・
￨￨■

Unit l Meeting new■ buginess partners

The first few seconds of a first meeting are the most important, so it is vital to create the
right impression.
- Dress appropriately (it is better to be conservative).
1,,, I * check your appearance just before you,m€e!,
:' :: * Greet your partners in a warm and friendl5l,manner.
* Introduce everyone who is present, or have them introduce themselves.
* Speak clearly, especially when giving important information.
* Remember that foreign names are often difficult to catch.
- Show interest in the other person by making eye contact when they are speaking.
- Try to relax - taking a slow deep breath can help.

80 r Good business practice

Unit 9 Good business relations
To develop a mutual understanding with your business partners, it will be important to
devote some time to getting to know them through small talk and conversation.
- Be aware of how important small talk is in the cultures you do business with.
* If you find small talk difficult, prepare some topics before the meeting.
=- Avoid topics that could arouse strong feelings (e.g. politics and religion).
: Prepare some questions; use open questions (What? Where? How?).
- Listen and respond to the other person - don't talk too much!
- Even if the meeting is difficult, always stay calm and polite.
- After the meeting, say a warm goodbye and talk about the next contact.

Negotiating

Unit ll Negotiation strategies

- Prepare carefully: be clear about what you want.
- Build good rapport with the other person.
- Find out what the other person wants so you can offer them benefits.
- Use reasons and arguments to support your proposals.
* Try to find ways to agree.
- Be creative: look for alternative solutions.

If someone makes you an offer you don't want to agree to, you can use the following
strategies to respond in a way that keeps the door open and avoids conflict.
Avoid giving an immediate reaction.
- Don't be afraid to stay silent.
* Summarise to clarify that you've understood.
* Ask questions to find out more about the other person's position.
- Take a break to give yourself time to think.
- Propose an alternative.

Unit 15 Conctuding a negotiation

It is important to:
- summarise orally to make sure everyone understands and nothing is ambiguous.
- build deadlines and a schedule for implementation into your agreement.
When you have successfully negotiated an agreement:
- react positively and enthusiastically.
: smile, shake hands and congratulate each other warmly.

After the meeting:

- summarise what you have agreed in writing or write up minutes of your meeting.
circulate your summary or minutes as soon as possible after the meeting.

Good business practice I 81

 Culture profile
@ Hierarchy

Steep Ftat

IIffil Being direct

Direct Indirect

IEE Attitudes to time

Frecise timing Approximate timing

f@l Fixed objectives or flexibility?

Fixed objectives Ftexible working

@ Dealing with unclear situations

Avoid unctear situations Toterate unctear situations

Em Factual or vague?

Factuat Vague

EM Decision-making

Individuatist Graup

I@l Formal and informal presentations

FormaI Informal

IIffi| Attitudes to personal space

Sma[[ personaI space Large personaI space

E@ showing feelings

Show feetings Stay cool

l!@ The importance of relationships

Long-term Short-term

@| Attitudes to silence during discussions

AngIo-5axon Latin Asian

@E Attitudes to interruptions

One task at a time Several tasks at once

E@t Attitudes to critical questions

Criticism is acceptabte Criticism is insulting

ME Giving praise
rrrrrrl
IndividuaI praise Group praise

82 I Culture profile
 Grammar reference
Present simple and continuous Exercises
The present simple has the following uses. E Complete the text with the correct form
u regular events and processes of the verbs in brackets.
We hold.four meetings ft Ueor. I ('work) for a company that
We don't usually start l;,Ll.9 o'clock. ('m offrce furniture.
Holuu often do youtrayel onbusiness?
We ('sell to companies all over
i;.t:,; i'-,l,ll'*i* Europe, so I often (* travel)_ in my job.
a week /'month /year, alwwas, wer, na)er, Right now I ('plan) a trip to Cyprus,
often, rarelg, seldom, someirnes, usually which is a new market for us. I ('meet)
some prospective distributors there
. facts that will not change
next week. Some people ('say) that
it's difficult to enter a new market.
Ow comryang manufactures mobile phones.
Where do you export to? But I ('not think) it's going to be a
I don't take sugar m coffee. problem for us. We ('have) good
s timetables and scheduled events contacts in the region who ('o know)
When does the plane leaye? the local conditions.
The conference starts at 9:30 atn.
EE root at the underlined verb phrases. Is
The present continuous has the following uses. the verb form correct? If not, correct it.
r events happening now
I'm working on a project to promote sales. Hi, Sam
Ci,v are grauingJast.
saLes ' I am needing your help. 'We're thinking of
Are you enjoUing gour new job? buying some new equipment., I know o you're
having some experience of this, and'I'm hoping
Key words
you can give me some advice.'We are rrently
rLow, at tLrc moment, cwrrently trying out the Servex Multijob X15, which , we
haVB o., loan from head office, but it's too big for
e temporary situations our needs.'servex is also making a smaller
We'te attendlng a trtuiTlulg col,Lrse tlas week. model: the X12. Is that the model , you are using
I'mnotworkimg athead ffice at themoment. at the moment? If so, what'o are you thinking
Are gou staguq at the nw hotel.? about it?"Are vou liki ng it?
" future arrangements Many thanks for you help.
Where wrewe mee{rng on Fnday?
My colleaflue rsn't coming to the meetxtlg.
; eest regards
Toni
The continuous is raot usually used with the
following stative verbs.
, (a41 no,{ oq) }f,?rtof,ur II
verbs that express opinions or feelings
(1urql nof op) na.rrocur gy
Like, dislike, hate, prefer, wan6 beliue, tWLnk,
]f,aJrof, e (sa>1eu) )f,alrof,ur g lf,arrof, Z
feel, mean, understand, realise, recognise
lf,elrof, 9 ']leuol S (arreq nor! ]rar.rorur 7
Exception: We're thhtking ebout aollr ]f,aJlof, e t)aJrof, Z (paau 1) ]ra.r.rotur 1
prop os aL. (considertng)
. 7 aslc.rarg o1 fay
verbs of the senses
see, hear, feel,, smell,, taste, seem raoul oI
e^er.{ 6 >lurr{} },uop g ,{es z Fur}aaul Lue g
Excepnon: l'm seeinghan tomorra u (=meedng)
Euruueld rue I laler] t IIas c saleru z Irol!\ I
' verbs of ownership
I asuaxg o1 fay
hate,need,want
Exception: We're havmg Lunch tomorrow.
(have doesn't indicate ownership)
Grammar reference I 83
 Future forms
ywLL + infinitive has the following uses.
. predictions
My talk wil.L l.ast about fw e rlwrutes.
Wil.Lyow teanthane aLot oJ questiotrs?
We won'tbe able to ro;rse the Junds witWvn a
month.
r spontaneous decisions or offers
Now I'll tnote on to ma next point
l'LL et<ploun tlus xll more detatl Later.
l'1.1. caLLyouback as soon as I can.
, things that we want to make happen
l'LL frrash q erAthlng b {ore I Leat e on holiday
We'LL nteet our targets whatwer happerc.
goNr';g to + verb has the following uses.
x personal intentions
I'm $oin$ to cotq tWree mcun points.
Are you goirig to finishby 12?
I'nt going to studu Engislx m m4 spflre ti?ne.
. predictions
An nan produrt is gadng to to be abig x.rccess.
We're tnot gomg to see much clnt$e ux tlle
nearfua,we.
will or golng to?
Often either verb phrase is possible with
no change in meaning.
I'1.1. come back Later.
I'm going to come back to that later.
However, will t*ually has a more
spontaneous feel, whereas goxvlg to suggests
present evidence.
The figwu shant that we'te twt gomg to
fitget anr tftrget.
WelL work hard to make sue we meet o1.Lr
tturget.
other ways to express the future.
. The present simple is used for timetabled
events.
The plane Learcs at 7 :30 tomorrow.
. The present continuous is used for events
you have fixed or arranged.
We're meenng the suppliers next MondaA.
n Modal verbs can, may and might are used
for uncertain predictions.
It couldbe dfficult to futtsltby stx.
We mighthare to Lower the price.
84 I Grammar reference
Exercises
E Ch"ng. the underlined verb phrases to an
appropriate furure form where necessary.
In my presentation this mornin$,' I'm givinB you
an overview of our plans for the new office
building.' I'm ju$ qqlirllng the main points
briefly and then'you have the chance to study
the drawings and to ask questions.
OK - so this is the plan.
As you know, n we're expalding our staff and
we're predicting that'we have 1,400 staff
altogether by the end of next year. The new
building n is able to accommodate up to 2,000, so
' there is plenty of room for further expansion ...
Now'l4q=iUStgqfqs qyq the schedule for the
move. Ideally, we want to move everyone in by
15th August. However,'&iS Ulprhapq difficult
because of all the building work that 'o we have to
complete by then. " We lq 1negli4g with the
builders on Monday and '' we're trying to get a
commitment from them to complete by mid
Au$ust ...
So, to come back to the schedule. The main
building work '' starts on lst March and the first
stage'n takes maylg 8 to 10 weeks. This is the stage
where " we possibly see some delays, because " we
are dependent on subcontractors and the delivery
of materials. But if all goes well, we expect to start
the second stage by mid May. '' That part takes a
further ten weeks, which brings us up to the end
of;uly. Then, hopefully, '' we start the third stage -
the internal painting and equipping of the new
offices - at the beginning of August.
uels II,a^ 8t'ele) ot iuroE st/e)p) IIIlvr ZI
aq ol EutoF al.em/ aq II.aA\ 9I
aas lqEnuT Plnol/.{eu aa,r 5I
plnol/ [e'a il
a>1e1 1qfirut7
(apueqr ou) suels-fl ,{l ot BuroF el.ewzl
(aEueqc ou) Eurlaau al,a,&\ I1
o] sAEt{ IIL&\ aA\/ o} a^eq a 0I
^
aq plnot/ aq ,teru srq] 6 ra^o oB rsni II,t 8
aq IIIM araq] z '!o] alqe aq llp^ 9 '.a^eq II.e^\ I
(aiueqr ou) Eurpuedxa er(eM p aaeq 1pa,r nor{ g
' ol Sulop lsnl ur.17 aurllno lsnf 11,I z
,;,1fl::#Jlij
Present perfect and past simple Exerclses
The present perfect has the following uses. 爾目complete the dialogue with the comed
u bH■ of he vetts in brackts.
changes that afFect the present
We\te agteed onfow oblectwes. Leader Good morning everyone. Are we all herez
Hane gou re-oqarused the dep artmynt? Bertrand Er, no - Daniela isn't here.
Wehnyen'turtplemented aLL t'\rc changa yet. Leader What ('happen) to her?
* situations that started in the past and still Bertrand Her assistant ('call) a
continue few minutes ago. Apparently she f have)
I'ye worked here Jor 12 years.
an accident. She (- fall) _down
Tlrc CEO has nwer lisited ow subsidiary. some stairs earlier this morning and she ('have to)
How l"ong hante you been m qow pruent job ? go to hospital. they think she ('break)
o Note that we can sometimes use the present her ankle.
perfect continuous here, especially to Alicia How terrible! I hope she'll be OK.
emphasise long duration.
Leader Well, we must make a start. When we
W e'ye been w orkrng here Jor a l"ong time!
('meet) last week, we ('decide)
F recent events. that we ('need) to
The price has increased thu month. review the procedure for rewarding good
Ke\r 'rruords performance. Since then, two of you - that's
Philippa and Duncan - ('odo) sonle
Jor (with periods of time) and since (with research into several different models which we
points in time: e.g. times, days, dates, etc.);
might consider. Philippa, can we start with you?
alreadg, yet, just, er, yL6) er, recentl.g,
What (" you find)_ out?
Lately, in tlrc Last .^). . montL$ /gear; todag,
this w eek / month / Aeer; how Long? how
mana times? E pecide if the sentences below contain
mistakes. Change the form of the verb where
The past simple has the following uses. necessary.

" finished actions and events
She worked here for fwe aearg (= She doesn't
work here now.)
Prices increased Last gear.
. reference to specific times in the past
Ijoined. the com.pan4 tenAears tugo.
Wlrcn dld youlast yisit the IJS?
Key words
/month /Uear;
l"ast week
weeks / months / tlears ago;
ut + month / gear; at +o'cl.ock;
on+ d.ag;when?
I I'm working in this company since two years.
2 lhave been in the US ayear ago.
3 I was there for five weeks in 1999.
4 The price has increased several times this month.
5 I was in this job for 3O years.
6 The computer crashed - probably a virus.
peqsers seLI 9 uaeq azr,1 g agueqc ou - ]f,arrof, ,
aflueqc ou - llelroo e ol ]ua&\/ ur ser\ 1 7's:ead ozvrl
.rog u{uedwor srql ur Eur+o1d ueaq e^,I/ palro,e\ a^,1 I
Z asrJJexA o1 day

Perfect or past? tno punoJ no[ aleq II

auop a^8r{ 0I papeeu/ paau 6
. without a time adverbial, the choice of perfect
'papr)ep 8 leru Z uelorq seq 9 o] peq seq S
or past can make news sound either very new
or old. IIaJ, peq seq € paller z pauaddeq seq t
They'te released a nann product. (recently) I asrJJaxfl or day
They released anan product. (some time ago)
They\te inttoduced abonus scheme. (netts)
Thet4 introduced abontn scheme. (ol.d news)

Grammar reference I 85
 Questions
Yes / No questions
. The auxiliary comes before the subject.
AtegouScotttsh?
Cnnwemake astwrt?
Does yow comp anA exp ort mu.clt?
Did you haw aw4 trouble findmg usz
lMl gou trawl b ack tovuglil?
would you Ltke sorne cffie?
Open questions
. These startwith a question word or words.
Whneisyowhnad ffice?
WhEndtdAou arile?
Hcrw long hnu e yul. b ecrt ut tWs j ob?
What drd you do b{ore thatz
" lf who, what, which, hw man4 or how
much is the subject of the question, there is
no auxiliary.
Who gal e AaL that Woclu.ue?
Hcnn mang p eople w ork at qow dep arunertt?
. If who, what or which is the direct or
indirect object of the question and is
dependent on a preposition, the preposition
comes at the end.
Who doAa,Lexportto?
Wach dep arnrwnt do gou work m?
Polite requests and questions
. These start with a polite phrase. The word
order is the same as for a statement.
C-orild gou teLL mn wh.erc the clo al<rootn is?
Worid gan mind if I :.;sed your phone?
Doyoumind.iJl askhw oldyou are?
Question tags
, These are used when the questioner knows the
answer but wants to encourage conversation
or, in meetings and negotiations, to press for
commitment.
FtDna is Scottish, isn't she?
You don't e&tnw&t, doUofi
YanTe hnepa yt tth the contrart,
YouIL Let us L<nav't so on, won't you?
86 I Grammar reference
Exerclses
u wtte the questions b the answes bdow.
The key infbnnation is in bold.
l We're leaving on Friday at 4 pnl.
2 1'nl having dinner with ourJapanese partnerS.
3 We enlploy 6,000 staff.
4 We've known each other for six years.
5 1didn't tell you becauSe it was conidential.
6 1 recorllnlend the rnore expensive rnodel.
7 1t cost$12,000.
8 We've decided not to do anything.
鰤d Mak these questions more polite.
l HOw much arethey gOing tO pay yOu?
2 ツ
Vhere's the accounts departrnent?
3 (3an l leave rny coat here?
4 VVhat did you pay for your car?
5 1Vhat's your narne?I can't renlenlber.
は画Add appЮ p五 ate question tags.
l You don't know iny colleague,ToΠl?
2 ル
Ve nlet last year?
3 You'1l phone rne when you arrive?
4 You're Jacques Leconte?
｀
5 You weren't on holiday last weck?
;no,{ a;aa,r 'IeaA\ }sel ,{eprloq uo }.uele^\ no S
;nort l,ua'Ie 'aluof,e'I sanbcef ar,notr tr
;no{ t,uo.u'arrrue noz{ uaql\ aur auoqd 11,no1 g
;allr ],uprp ';ead }se1 leu aM z
;nod op 'ruo1 'anfuallor ,tur rvroul l,uop no1 I
c esrlJaxg ot day
zulepu aueu .rnod aru 11al aseald nod p1no3 g
2rec rnor(.ro3 pred nod
]Bqa aur fluryyal purru nor{ pyno11 / aur IIa} nod p1no3 7
zareq leo, du; erreal I Jl pulur no.{ o6 5
;sr luaruyedap slunof,f,e eq] erar{^ aru IIa} nort p1no3 7
2no,{.{ed or FuloB a;e .{aql qrnur
lvroq / aur Burllat purur no.{ p1no1,4 / eur IIa} nod plno3 1
Z aslf,Jaxa ot ,{a)
;(op o1; apnep no.{ ptp }eqM 8
atm' t gouX ;lsol )r plp qlnu MoH z
epuawuof,er no,{ op lopo(u qllqM 9
zatu ll?] no,{ 1.uPrP ,(qM s
;raqlo qlea u&\oul no,t aaeq fiuo1 Itto11 I
;r{oldura no.,( opgels dueur rvrog 5
,;q4rll lauulp Fur,req no,{ a.te oqM z
;turaual no{ a;e uaqM I
I esrJJexg ot day
Modat verbs, part 1 Exercises
can, could, would, may, might
M Choor. the best modal verb to complete
Can, coul.d and would have the the dialogue politely.
following uses. Alberta ('Could /Would)you like to come for
r requests dinner with us this evening?
Cnm, you help me, please? Sanjay That (' could /would) be great! Thanks.
Cnuld you please sand me yow comrnents? Alberta We're going to the Platinum Restaurant.
Wouldyan askher to callmn? Sanjay I'm afraid I don't know it. ('Can /May)
you tell me how to get there?
Cantl call.aou at ten?
Alberta We ('can /may) pick you up from your
Cnuld w e see AolLr calct tlqnorc?
hotel - say at 7:30?
. typical responses
Sanjay Great! But ('could /would)you make it
Yes, oJ cotme. That'stw problern. 8 o'clock, do you thinkz I have to make a
I'm efraxd I canfth.Lp Uru. phone call at 7:30.
That canld be rather d*fiant. Alberta Of course - we (' can /may) say 8:30 if you
I'mynt sne l'Llhaye ttww.. like?

" offers and invitations Sanjay No - 8 is fine. Er - sorry to ask, but ('can
Cntyan jotnusforhmrh? j
/could) I smoke in this restaurant?
Wouldgow colleagtrcLtke to comn too? I
t
Alberta I'm afraid not. You ('can't /couldn't)
smoke in any public places in this
Cfind you cowre Jor dutner on Md,ag?
country.
. typical responses
I'dLtke thatwry mtrch.
馘はRew五 te the bllowing sentences in this
rlwtwouldbewrgmu dia10gue.Replace all the、 ″Ords in bold,using
I'msorrg, I cant. cOtι ι
′,ηtα O,ηtighち shoルιl′ or l″ ill.

Can, could and mag are used to express Cavin llt's possible that silnone is late tOday.
permission. Ros iHer car has broken down and she's
waiting for a rnechanic.2 1t will possibly
Mag U C-ould I make aplntocopy of tltist
take sOrne tirne.31 expect her to arrive by
You caytuse this phone tf youltke. ll o'clock.
I'm nf'rexd you catt't smake tn here. (]avin 4 she certainly isn,t going to be here in
. typical responses tirne fOr the nleeting_it starts in ive
Of cowseqoucayl. nlinutes!
I'msorrg,yan can't do that. Ros S It's possible for us to delay the rneeting.
Gavin 6 Yes,but it's maybe dimcultto warn all
Could, mag and might are used to express the other participants nOw.
uncertainty.
There corild.be some delays. "' ure/\0t llnlgJrp aq deur 1r 9
It mag be dtfia.ilt 'Surlaau aqr delap plnol aM I
to firtd a taxr.
"Surlaaur aq] roJ aurrl ur aJeq aq 1,uoaa ({lureyar) aqg 7
We tmghtl.ose the sale.
. Note that should can be used to express llolt,o 11 ,tq arrrre plnoqs aqs €
'arur] auros a1e1 1qpru7,(eull plnot u z
probability.
fepog a1e1 aq,(eru auours I
I shauld be there bA mddag. ( I expect to be)
z aslJJaxg o1 fay
" We use will to express certainty about the
future. ].uBf, 8 'U8) L'Ue) g
plnol I'uB3 7'u?3 €'plno,!\ z'plno14 1
t'll dfirntelybel"ate.
I aslcJaxg o1 fay

Grammar reference I 87
 Modal verbs, part 2 Exerclses
must, should, need, hove to, could
警￨l complete he sentences below using an
L/Iltst, shoul.d, need and hale to have the apppopriate rnodal according to the descnption in
following uses. bnckごts:shO"l″ sh〔 朋 l冴れ竹,御鰯 ノ 協 媚 協 ,`′ neea/
γleeaπ l,ha:ν e t。 /況 。 't ha:ν e l。 ,c。
7し ι′れ't.
, obligation, necessity or prohibition "la/cOヵ
I The regulations state that you bring
We must keep tWs confi.den[rnL.
more than $10,000 into the country. @rohibited)
Yowmustvt\ talk ahowt it outstde tltis ofice. 2 Yol complete a customs declaration to
Wehale to u:stall saJety equrpmynt. say how much foreign currency you have with
We need to check the contrart uery car{ully. you. (obligation)
, lack of obligation or necessity 3 You declare local currency. (no necessity)
We needn' t firish this to day. 4 You get a receipt for any currency you
You don' t hnve to get an irrtp ort Ltcence. exchange. (recommended)
r certainty 5 You have an international driving
licence if you want to hire a car. (obligation)
It'smthe dlLttmery so itmtstbe colrrect.
s recommendations, suggestions and advice
5 You walk around town alone at night.
(not recommended)
We should sy end. mare on sea.Litq.
7 You carry too much cash. (stron$ advice)
You shan ildn\ take a deqsr.on witlwut consuling
8 If you are robbed, you _ notify the police
Uo1.Lrmil1nger. within 24 hours. (obligation)
Wemust ar;trlgllt ffiNa4. btrong)
, 9 You ask the hotel to keep your money in
Note that we use could for polite or tentative the safe. (polite suggestion)
suggestions.
10 You carry your passport - you can
Perhapswe couldWre a car. leave it at the hotel. (not necessary)
Cnridn't gou ask your mn:naflu to lrcLp? 11 If you carry a camera, people will think you
. formalrecommendations be a tourist. (certainty)
For formal recommendations (especially in 12 you wear some more suitable clothesz
writing), we use these expressions rather than (polite suggestion)
modals.
We recowunend that you mcrease gaa 1醸
wtte the bllowing as bmal
expendinne onsea,mty. reconlinendatlons.
We reconwrend. mcreas"tttg exp endinne on
Exalllple:(E〕 arry a copy of your passport.
sea,mty.
AnsⅥア
er:We recornrnend that you carη/a copy of
It is recommevrded thnt you wwrease expmdittne
your passport.
onseanitg.
1 'Take out adequate insurance cover.
Anwweasem expandiune onsea,rlty b strurqlg
recomtnended. 2 Check on baggage restrictions before travelling.
3 Consult the enilbassy abOut viSa requirenlents.
4 You should have vaccinations against ye1low fever
and typhoid.

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I ЭSIЛ Э X■ 01 AЭ 】

88 I Grammar reference
Conditionals 1 and 2 Exercises
Conditional sentences are formed as follows
. Type l: f + present tense, present tense or
modal
If we ouff;or,nw,well.rcdtrcn o4,[r costs.
IJ w e don't do it, w e might lose market shsre.
. Type 2: if + past tense, would / could + verb
If we refuiced costs, w e' d make mare profit.
Cnuldwe so,vem.oneu if we closed datmsoyne
outlets?
Conditional type I has the following
e cause and effect
If gou criricise p eople, U an'U lall thetr
cr e atiwty.
PeopLe work harder if Uou motw ate theyn.
, predict consequences of likely situations
Il complete the conditional sentences with
the correct form of the verb.
I If we (mail /mailed) it today, you'll get it
tomorrow.
2 Please call me if the flight (is /will be) delayed.
3 If we (introduce /introduced) flexitimq people
would be more motivated to work harder.
4 lf we had more time, (we'll /we'd) be able to
prepare some new publicity material.
5 If we (save /saved) money on travel expenses,
uses. we could spend more on new equipment.
6 If you (place /placed) an order today, we could
offer you a lower price.
7 People (will spend /speng more if they're
feeling relaxed.

Morale wtll fall iJ w e Lag p eople of .

8 If we played background music in the store,
people (will /would) feel more relaxed.
WeIL Lose salr-s tf w e don' t rcdr.rce pnces.
r request action in the event of a likely situation
E Wit. the verbs in the appropriate form to
Tellmetf Uouget anAnan i.deas. make a conditional sentence with the
lA me Lmovt if gou Naylt another meeimg. meaning that is given in brackets.
Conditional type 2 has the following uses. t If the economy (be)_ stronger, we (have)
better growth prospects. (hypothetical)
' predict consequences of unlikely situations
2 lf we (increase our marketing effort,
If sdes inneased by 20 pu cent, we' d ha ye the
we (improve) sales. (cause and
maneu to expand". effect)
' make tentative suggestions
3 Our competitors (gai n) market share
If w e wwwted mDre tn afu ernstng, w e cot tld if we (not introduce)_new models
brcteasesales. soon. (predicting likely situation)
It might be better if we didn't waste so much 4 Just (send)_ me an email if you (have)
tune. any problems. (request)
* talk about unreal and hypothetical situations s It (be) better if we (be)
If our werhea.ds uetw't so high,we corild fulnrcst honest about the situation. (tentative
mnre. suggestion)
If we had mare people, w e' d be ahle to work 5 we (be) willing to pay more if you
Jaster. (guarantee) an earlier delivery date.
What worild Aou da if yan were the, boss? (hypothetical negotiating point)
. in negotiating, an ofFer linked to a type 2 7 If we (fail) to complete the project on
conditional is useful because it is time, we (have to) pay a penalty.
hypothetical, not defi nite. (unlikely situation)
t'dbewilLtng to pl.ace abiggu order if gou o] a^eq plno^\ - pallEJ /
offeredus a discount. aalue;ent plnor/ paaluurenf - plno& 9 erar\ - plnom s
aABq - puas , af,nporlur l.uop - urefl 1pr* 5
Would gan be inter*ted if w e mcfuded serwang
ano;drur IIr.,y\ - aseelf,ul Z atteq plnorrt - sem I
mthepnre?
Z asIJJaxA ot zfu)J
plnom 8 puads 11rrvr 2
paceld 9 pa^es 9 p,?1vry pelnporlur t sr z Irul.u I
I aslJIaxg o1 zfay

Grammar reference I 89
 Conditional type 3 and past modal Exerclses
forms 鰤 wtte the verbs in the correct bml t。
Conditional type s is formed as follows. create conditional type 3 sentences.

" IJ* had + past participle of verb, would / I If we (laun the product sooner,
couldhane + past participle of verb we (beat) the competition. But we
* IJI hadltnawn about tLLe problem,I wouldhave
didn't beat them.
donnsometlw$. 2 Sorry this work is late. I (complete)
it on time if my computer (not crash)
We'dhane aseed to Aollr praposa) lJ ithadn't
been.so expenme.
3 You need to improve customer service. You
Conditional type 3 has the following uses. (not /lose) those customers if you
. evaluate or analyse past actions
(offer) them better service.
IJ madt tlre. dectxon so oner, w e could lwnt e
w e' d
4 He's disappointed that he didn't get the
santed alot oJmane4. Fwe slnul"dhme dectded
promotion. He (be /promoted) if he
(have) better qualifications.
sooner)
IJwe'd ulstfrllad the cameras Last year,we 5 They're having a lot of problems with that
wouldn' t hane been robb ed. ( We should ha t e equipment. If they (listen)_ to my
advice, they (invest) in better
mstalled thp cameras last Uear.)
equipment.
' talk about hypothetical situations in the past
harc imnted gou Jor dutner iJ I had.
I' d luown
o If they (buy) the more expensive
model, it (last) longer
youwereJree. (Bttt I dldn\l<ru N.)
IfhE'd.gonato wtwersialhe couldhmte lot a
better job. (He dtdn't go to wrwerstty.)
輛 te the ve“ s with a suitable past
1111111:￨￨:‡ 111111氣

n■ odal fonn to con■ plete the sentences with

Some conditional sentences mix Types 2 the rneaning that is given in brackets。
and s.
1 We (not find) the solution
" If lLe;d gotl.g to urtwerstty,hn'dhme abetter job without your expert help. (praise)
NCJ\A), 2 You(tell) me you had changed the
time of the meeting. (criticism)
Past modals are formed as follows.
3 1t(be) better to postpone it till the
. modal verb + has / haye + past participle of next day. (alternative possibility)
verb
4 They (not /give) out that
I couldhnvetakm atram. information - it was confidential. (criticism)
rheg shauld haw left earlter. 5 Why did you spend so much money? You (get)
a better deal from the other
Past modal verbs have the following uses.
supplier. (alternative possibility)
, analyse or evaluate what people have done
Criticising: Yan shanld hale tried lwrder 1ot a,req tqFru 7 plnol I
You shauldrt'thane wasted so much firne. uaarfi aneq l,uplnoqs ,
uaeq a^eq lqFru e
Yat hme asked for hew.
cor,il.d plo] a^Eq plnoqs z
Praising:Youcor.ddtt'thavedoneanqtlnngmDre. punoJ e^eq ).uplno^ / ),uplnol I
talk about alternative possibilities z aslJJaxg o1 fay
" palsel a^eq plno/vl - rqBnoq peq I
With mare iwrrc, w e could hmte $ot a b etter
palsa^ur a^eq plnoM - peuslsll peg I
result.
peq peq - parouo:d ueaq a^eq plnom ,
It mighthantebeenbetter to work m vnnller para#o peq - ]sol a^eq ],uplno1v\ €
groups. paqs?r) ].upeq - paraldu;oc a^eq plnom z
ualeeq a^eq plno,& - peqlunei peq I
I aslJJexg o1 l(aY

90 I Grammar reference
Passives Exercises
Passives are more common in formal El Rewrite the sentences below in the passive.
English, especially in written reports and Start your passive sentence with the phrase
formal minutes. There are three types of given. Omit the person(s) if they are not
passive. necessary to the meanin$.
. direct passive 1 Jenny circulated copies of the report to all staff.
Subject + passive verb 2 You should submit all expense claims by the end
flre problem is amantlg bein4 iwangated. of the month.
A copq of the rep art has been stsilated. 3 The finance department has to approve claims
before they can make reimbursement.
The eqwpmntt wiLL be bstalled next w eek.
u indirect passive
4 Lots of people feel that the new system is unfair.

Indirect object + passive verb + direct object

5 We don't expect the suppliers to lower their price.

Wewercn\told about thebrdget cuts.

ThE MDiNillbesent as,Lylunaty of thereport.
躙 Rewtte these sentences■ 。
m the minutes
using the passive fonn.
He ut as fu en tWee montLs' ywttce.
PqeCtteam meeting,Juし 18th,10:00
' it-constructions
l We reCeiVed apologies ionl Ann HudsOn.
it + passive verb r that clause
It was agrced that tl1p. nau procedt tru would be
2 私re approved the nlinutes ofthe last rleeting.

urtplarwnted as soon asposnble. Point l:Abittan proり ect

It l.lras dgcrded th^t the whale teayn sLwuld be 3 We discussed the advantages and disadvantages
imited. ofaccepting the praect.
4 We agreed thatthe proり ect would be good for the
Modals in the passive C01mpanプ S reputatiOn.
Modal verb + be + past participle 5 Patrick Lanlarre pointed out that we could save
Atstomers should be Listed loy region. cOsts by using 10cal labour.
6 11le has not carried out any detailed cost
Passives have the following uses. breakdown.
* When the agent is unknown or unimportant 7 私re agreed that we needed mrther research bebre
The pro duct has been tharaglily tsted. gOing ahead.
Tl+e nmt mo del. will be launched next w eek.
'peaqe fiurof
The corferanre is schcduledfor 9th ApnL.
& aroJoq pepaeu sB^\ qf,reasar raqury leqt paa.rge sez,r ]l /
systems and processes 'lno p3ulEf, uaaq seq u./v\op{eaJq tsol palre}3p oN g
F orms shauld. be hntd,cd tn bg FnnaA. rnoqel lecoy Eursn ,{q
Requests for p aument arc apprcved bg the head, pe^es eq plnor slsol ]eql lno palurod etrevre-I Ilrrted g

of department. uorlelnda; sfueduror

, avoid personalising opinions or suggestions
aq] roJ pooF eq plnom tcalotd aq] ]Bq] paa.rfie serrt l1 7
'passn)SIp araa,r ]rafo.rd
in minutes and reports aql Eurldacre3o sa3etuetpesrp pue satelueape aq1 g
It l.ruas generally felt thnt tW, product needed a 'panordde a;arvr Eurlaau; tsul ar{}
Jo sa}nurtu ?qI z
nant itnage. 'uospnH uuv luorJ pa^ref,al a;aan sargolody 1
It was pruposed thnt a na u ofer should be Z asrf,Jaxg ol fay
made. 'acr.rd .Iraql Ja/llol
o] palradxa l,uaJe g
. reporting unconfirmed information 'rreJun sr uals.{s 1v\au aq} }3q} }leJ ,{11e.rauat sr I
'fhe CEOis saidtobeu+faww oJ the rmnt apBtu
aq uef, ]uaur?srnquleJ aroJaq paao;dde aq o] aABr{ €
warehowe. qtuotu aq] Jo pue dq p"u1*qnr aq plnoqs z
He is Weeed to make a dectston next week. JBls IIe o) palelnf,rrf, uaeq a^?q I
I esroJexg or 1(a)

Grammar reference I 91
 Comparatives and superlatives
Comparatives are formed as follows.
. form to complete the
for one-syllable adjectives, add -er
LtLgher, lw er, Longer, toughyr, stronger
lo,ner than they
T el.ephone costs
ago.
a.T e
. adjectives ending in g change to -ier
easter, prettler, heawer
Thts madel" is easi* to use.
r Overall than buying frOnl a stOre.ッ vhen you buy
use more or less with multi-syllable adjectives
more ufieraintg, mare coruv entent, l.ess p mt erful
TheXlOO bmote econovnicalto nLvL.
, irregular comparative forms
b etter, w ws e, jmhm, farther
1 Exercises
II w.it" the adjectives in the comparative
text.
Some online retailers are (' good) than
others. Online CD retailers usually have (' user-
w ere 10 g e ars
friendly) websites and ('powerful)
facilities to help you find the CD you
want. C,enerally, online prices are (- low)
than on the high street. Some retailers charge a lot
for delivery, but it can still be ('cheap)
online, there's a ('great) chance that it
won't be what you want. You have the right to
return the goods, but some retailers are ('happy)
to take goods back than others.

Call. me tf gou need a.n4 frLrther details. 塚 w五 te the aф ctMsin the superlatM bm.
Thenau ofrca arefarthmfromthe aE csrltre. ・rhe「 Ix is the rnOdel l recornrnend for our conlpany
r Note car fleet. It offers the ( good) value for
This madel is Wgger than thnt orn.
money and is the ('economical)-to run. Of
the models we looked at, we found this one to be the
This madel is the same pnce as thnt one.
('comfortable) to drive over long
TLns madel btlt as e,<pensive as that one. distances. There is plenty of room, even for the
(4 ta11) drivers. It was also the (' easy)
Superlatives are formed as follows. to park. Consumer reports show that
. for one-syllable adjectives, add -est this model is the(6 reliable) car in its class.
stnrtest, tallest, oldat, Uo1.+ngest
She'sthegormgatm.embu of the team. 目 correct the mistaks in the t■ 1。 wing
, for adjectives ending in g, change to -iest sentences.
eastr-st, pr ettxest, hea$est 1 You can buy an exercise bike for your home that
'Iltrs madel is theheaviret of the tlwee. is as good than the ones in the $ym.
r use the most / least for multi-syllable adjectives 2 Expensive machines are usually more stronger.
Camera plwnes are the most popr,rlar nw ad.ays. 3 You can adjust the speed to go more fast or more
fltis prq ect w as thc lcast sucswfut. slowly.
. irregular superlative forms 4 lt's better to train regularly for short periods as to
spend too long on one session.
best, rruorst
This plwnn h.os all tllre ber;t Jeaunes.
5 The worse thing you can do is to try to go too fast
before you are really fit.
'Ihis product is thewotst oJ thelot.
5 Exercising in front of the TV is least borin$ than
Comparative and superlative adverbs goin$ to the $ym.
. add more /l.ess for comparative adverbs
(lsuay lou) furroq ssal 9
Photos can b e downlo al.ed more, qLlEkLU. (asrorvr lou) ]sro^\ aql 9
. add the most /Least for superlative adverbs (se tou) "' ueq] "' rellaq ? (tse; a.rou.r tou) ralseS € (laFuolls
arour lou) rafiuo:ls z (ueqt poot se lou) se poo8 se I
It's o'rn most successfuLb marketed product.
€ asIJJaxA ol l(a)
. irregular adverbs add -er / -est
alqerlar tsolu 9 ]salsea s ]sallel ,
Jaster, Jastat; hnrder, Lwrdat; Later, Latest Эlqθ }loJtuOЭ ISOtu c ll:,01LuOu000 )sow z lsЭ q I
Her teamworked faster then ol.Lrs. ЭSIЭ 10X■ ol AЭ 】
.rarddeq S10A｀ Olラ
yyazvrod o■ otu z IЭ l単 oq I
Ol Ao】

921 Grammar reference

The language of change Exercises
Adjectives have the following uses. II chrrrg. the adjectives to adverbs where
necessary.
. before nouns
There was a shary nse u,t profits Last year.
Next year is expected to be a ('bad) year for
car sales. During the 1990s, the industry grew
We saw a st rddst" mcrease m" sdff of smntphones. (' marginal) by 1.3 per cent per year. But
. after stative verbs such as be,become, seeln since 1999, global volumes have seen a (' moderate)
flw fallmg sh.rre pnce canld be serious. fall. Demand for cars in new markets like
flrc. mnrket is becorrttng unstable. Cfri"'a t as risen (n dramatic) but in the
rest of the world, it has been (' fla$ _.
The
Adverbs have the following uses. problem is that there are too many car
. after verbs
manufacturers, and the situation is getting ('steady)
worse. The rising demand in ('fast)
Irrvestynent m computerc rose sharplg tn tlrc E/Cls.
growing markets like China will
Wat gwmg pruvntattons,it is urtportant to (' increasing)_ be met by (' local)
syeakslawlg. firms and not by the ('" big) players such
as Ford and Toyota.
' before an adjective, adverb or past participle
Tl,as tdea is a(fiuwtaw rlsl<U.
The pica haw beyn nxng fanly slwilq. ロ Complete each gap with a suitable word.
TheA're all well-qunlified can didates.
. irregular adverbs
7′ 500
fast,hard,Late,well.
The scandallut thn compartyhard.
000
The language of change 6′

5,500 ロ
. increase 5,000

4.500
Verbs: nse,9o W, Srw,iwtprwe 4′ 000
N owns: increase, iise, grawth" imprw emnt, WtbLrn
. decrease l ne5

日
Yerbs:Jall,, flo danm, drop, decLine, detennrate
Nooms: decrease, Jall., drop, decline, deteiorailryn, -.o
doumann 1 Jobs in manufacturing sharply
' stability between 1980 and 1984.
Verbs: to remewl stea.dy / constant / stable; 2 During the mid-tSSOs, employment
to staq at the samelarcL steady at around 5.3m.
. instability 3 This was followed by another rapid
Yerbs: Jlucuntq y alA, lo t tp and dmm from 1990 to 1992.
Adlectwa:Jh.rctLtat1:rlg,tariable,wrstahle 4 During the mid-tggOs, the numbers
. prepositions slightly.
The &art tenpu
shaws anmcreasemsales of cent.
5 By 2003, the number had reached a _ point
of l.zs million.
ThE total rose frumsOo to 52O Last msntlL
S ales hny e itwreased W fiy e p er csnt.
mo1 S palordurrT dn ]ua,u/ pasearlut/ asory
Profitsfell to al.w,t poart of €norn. aseerrep/ aurlcapT dorp / ileJ € paurcvtet Z
Ta nlst runnbers reache.d a peak oJ aoo,ooo. paseerlap/ paurllap/ paddoipT 11a3 t
The runnhers remnined steady at 3O,OAO. z asrJJexg ol z(a)
At the start of tIrc aear, thp.frWe stood at 3sA. afueqo ou
alueqo ou 6 Bursea;cur g atueqr ouL
flw picn Jh.rctunted baneen $n md $4O p sr LLtit. ou g ,(11err1eu.re.rp ? a3ueqc ou g

Grammar reference I 93
 Articles Exercises
The indefinite article is used with the ffi Complete the letter, using a / an, the, or
following. no article.
e non-specific singular count nouns
I'mworking on artew prqect. Dear Sirs
There's a $ood colnse on mnnagement tn Mon4. Re: Vacant post at ' _ Office of Fair
, jobs and nouns of nationality Trading
l'm asalesynannger. I am writing to apply for'_ post of Case
Officer, as advertised in' Economist on
It's a Dutchfirmbm the dtrector is C,ermnn. r_zth February.
The definite article is used with the
following. As you can see from' attached CV, I am
r nouns already mentioned or specified '_ Dutch national with'_ Masters
'theresults oJthetes*we've canied ant arevtt Degree in Economics from '_ University of
Rotterdam. Since graduating, I have been
readyget.
working for'_ McAllisters,'o_
'IhefigwesJor thelast qunrter aretww dr,tB..
investment bank in London, where I am in
r nouns that are one of a kind, including titles charge of "_ project management team.
the world, the wLterrwt, tLtE CEO, the Lread oJ ''_ goal of our team is to help o_
deparwnent, tl'te HR deparunent companies to achieve ''_ successful mergers.
e groups of people I believe this experience has given me "_
valuable experience in ...
tlwJaryanese,tLwwwmploqed,thnwealthy,tWstffi
* superlative forms of adjectives
We'LL start v',tth the most important pomt.
PleasereplAbA FndaU et thalatmt. 隋 complete the anicle,using α/m,Й e,。 r
no article.
No article is needed with the following.
' proper names
Owr hEad, is u+ uamhurg.
Hё lly" ood has learned
ffice
He work<s for Ayple ContWter tn Calxforvan. to love the
r general plural and uncountable nouns For most of ' _ people
Peoplc are sendingmore and.mare emnxls. romance of film is nlovle
It's awortil'Lt thnt obJectwes are a.chistable. theatres and n movie
great many people
How's bttsri,ttrss th.ese days?
home. Thanks to'_ DVD,
! some abstract nouns
a
store _ three-hour movie with '_
t
Diferyrtt cwlttaahnve dtferynt arnndes to t'une. quality on 'o _ small disc, Hollywood now
Cntrtes4 is esssnnal m h,slmesl earns more money from home
Do gouworktnfinamce? than■ 。∬112 showing of films
e some prepositional phrases clnen■ as.

atlwm.e, atwork, ilt ltrlx\ertlta,hy tratn

She\ swdyutg n unwasitg.

-elaqla -II e0I

-6 e8 aqlz -9 es-,-eeqlzeqll
z aslJJaxg o1 r(aY

一 SI― ラI一 CI ЭЧ工 ZI 町 I ue OI

-6 0Ч 18 2Z 39 ЭЧlS― シ ЭЧ.I.6 0Ч I Z OЧ lI

.lЭ ,IЭ 10X■ 01 AЭ IX

94 I Grammar reference
Linking sentences and ideas
Longer sentences have several parts: a main
clause and one or more sub-clauses.
' linking words that come at the beginning of
sub-clause or a second main clause.
Cause: becoatse, As, since, so that
Contrast : but, altltouglt" wlnle, whereas
W e need a Larger btdget becanse costs ha\
mcreased.
hncewe natv use electrorutc ta$s, cottnterfatmg is
rwLongu aproblem.
Wemttstkeep thts secret so that ow cornpetttors
woyt'thear aboutit.
Nthaugh ther e has b e€rL a growth in d,anran d,, ow
salcs hnve rct increased.
u words and phrases that link ideas but can
appear at the start, in the middle or at the end:
Consequence: thereJore, consequentla, as a
resuLt
Contrast: hotlarcr, on the other hand
Additional information: what's more, in
addition, ftnthermore
We need to steA atrcal, of thn compenion. It is
l ery urtp ort ant, thoe{ote, to up d ate anr pro ducts.
We need to sperd, mrsre. We sLwuldn't spend" too
much,hrywwer..
' phrases that are followed by a noun:
due to,becatxe of, as a result oJ
As atrsttlt of themmeasemutternet crinrc,maw
comp araes are ratimg thnr sea,tity htdget.
Relative clauses
u defining relative clauses define or differentiate
the person or thing they refer to.
' the relative pronoun must be used when it is
the subject of the verb that follows.
People who tray el. on business are \ era
demendxng s$tamers.
Exercises
E complete the text about the fast food
industry with suitable linking words or
phrases.
a
Fast food is generally bad for you '_ it is
fried in unhealthy oils.'_ the high cost of
healthier oils, most restaurants are reluctant to
change. A restaurant uses about 1,000 litres of oil a
e week;'_, switching to a more expensive oil
would cost $19,000 ayear.
Salads are not always healthier: a chicken salad
with dressing may contain 50 gm of fat, n a
sin$le burger contains only 25 gm.
The main problem, lies with the consumer:
only five per cent of customers order salads as a
main meal. " _, this figure is decreasing, not
increasing
祗l complete the sentences below with an
approp五 ate relative prOnOun.In sOrne
Sentences,no pronoun is needed.
l JOhn BrOWne,_heads BP,Europe's largest
oil company, is keen to reduce greenhouse gases.
2 One country is becoming more
important as a global oil producer is Russia.
3 China, economy has been growing at
eight per cent a year, accounts for a third of the
world's growth in oil demand.
4 Many African countries are now exporting oil,
_ is helping to promote their economic
growth.
5 An article we read in The Economist
reports that Nigeria is the biggest African oil
producer.
6 A man I met at a conference recently
thinks that global oil demand will decrease.
lnuo - (woqzvr) 9
lruo - (reqD s qclq^\ t leql Z oqm I
esoq/v\ e

Itwas the total thntwasnwst dtsappannng. z asrrJexg or zfuX

the competxors rruhose products arefinst stmiJar
arowroqun{/ arotrl s,lBqM g
to alrs hme also lost sales tlns gear.
le^adAoq 5 'searaql\/ allqr\
, The relative pronoun can be omitted if it is
?

the object of the verb that follows.

]lnsar e se7 z(1]uanbasuo)/ aroJeraql f
Jo ]lnsar e sv/Jo asnef,ag/ o] ancl z asnEleq I
tlre fiWes (that) we recorded w sre wasual\ lnglL
I asrJJaxg ol l(a;1
TLe. ustomers (wham) we wstted m Tu'rm were
all"lerg interested.
* nondefining relative clauses only give extra
information and do not define what they refer to.
Salrewerebelowthetarget,uhidtwasdnappantmg.

Grammar reference I 95
 Gerunds and infinitives Exercises
Gerunds have the following uses. E Complete the dialogue by writing the
. verts in either a gerund or infinitive form.
after some prepositions: before, after, without
Let's discuss thnt after watchtng the wdeo. Mel You asked us (' quote) bra
. comprehensive IT service contract, and I think
after some verb + prepositional phrases
we've given you a reasonable proposal. Now
I'm not btteruted tn paairq extra Jor uwnanca you're saying that you're not interested in
W e ap ologbe for keqrng you w atinq. ('sign) a contract for full service cover.
r as a noun Bob our objective is f make sure)_
that
Taking twne to think is alwags a {ood strtutegA. we have adequate support but without ('make)
, a full commitment to one service supplier.
after certain expressions: it's no use,it's no fiood,
haw difi.cultt1, b e used to, lo ok forw ard to
('work)_ with two or three different
suppliers will enable us ('draw)
on the
It's mn tnelrorrydng abauttt. different skills and abilities that each company
We're Loolang forw ar d to meetmg you. has to offer.
. after certain verbs: corsider, delaq, dislike, Mel You don't want ('make) _a
ftnish, itwohte, postpone, practue, report, risk commitment, but you're expecting us ('make)
we't e ynt firushed drauing up the contract. _ one.
. in some suggestions Bob We're offering ('pay) you for partial
support. It's still a good deal for you. How about
How about / what abouthmmnghmchZ
(10 giVe) it your consideration, at least?
/ recomtnend trwellmgfirst
I suggest class.
rn4 plwning after 6yn.
囲l cOmplete the a面 cle by w五 ting the verbs
Infinitives have the following uses. in either a gerund Or infinitive form。
r stating purpose
Our mfrLn oblectwe is to makemoreprofi.t.
How to save money in an
ow goal is to develap better relauons.
economic downturn
The symbolof bad economic times is the dying
TLw first reason is to mrrease pro fuctnity. office plant. Companies stop (1 water)
. with adjectives their plants when they can't afford
An webslte is ^terq eW to navigate. (' pay) someone tc do the job. when
Itb xnlportaTlt to hane delwerg bg Fnday. budgets get better, they start (: water)
n after certain verbs: afford, agree, aun, arran$e, again - and even think aboul (1 buy)
more plants.
dect de, exp ect, JatL, lnp e, intend, ma:nafle,
need, offer, plan, prorruise, reJtne, want Another symbol is company ('train)
Theq'te ofered to rcdr.rce the pnce.
In good times, companies spend more on
(e train) _, and especially on (' provide)
. after certain verbs + object: advise, aLlow, ask, development programmes for junior
cause, enable, help, iruite, permit, persuade,
staff. At the same time, senior managers can look
rerrwvtd, teLL,watn
forward to (' go) off on conferences
We asked aou to rytote Jor the whale prqect. abroad.
. the verbs like and preJer can be followed by In good times as well as in bad, the big leaders
either a gerund or an infinitive with no are used to (' pay) themselves huge
difference in meaning. sums of money. This is something that is not
r some verbs can be followed by either a gerund expected ("changel tl1 nel1future
or an infinitive, but with a difference in -.- ..--, 11
meaning.
atueqc or or Fur.,ied e BuloE s
He stopped to answer thn plwrc. He stopped turpra,o-rd z'Buluru.rl 9 fiurute;l E fiur,{nq t
swnLung. rale.ryr o)/ Fur,rale.la g fed oi z Eutra]em I
Remervrbq to pLronn me! He doi-svit rcrnnnhq zosrcJax1 ol l(a)
phrntaqme. turarfi 61 ,{ed ot 6
aIeu, ol 8 eIeru o] z MErp ol 9 Euni;oM 5
tulleu; , erns aleu ot e Euru8rs 7 elonb ot I
I aslf,Jaxfl of rta)
96 I Grammar reference
Reported speech Exercises
Speech can be reported using the same E g"lo* are some of the things that different
words as the speaker used. people have said about getting into a
. with the same tense conference. Report the first two sentences
He sagshenaner goes to mnetmgs.
using'She says ...'
PLal, sm4she can persuade thn sutpplbrs to redure I Everyone has to wear an identity badge.
thnrpnre. 2 Door staffwill check all the badges.
' changing the tense to the past (especially
Repon the next four using 'He said that ...'
in minutes of meetings)
J ane rep orted thnt Lwr team Lnd problems unth
3 You must have a badge if you want to enter the
the nsn procedtna. conference.

Hari cornmeytted that thn report contained alot 4 You can collect your badge from reception desk.
of anors 5 Some unauthorised people may try to get in.
Note these cJranges to modalver4m in reported speech:
rratst changes to hnd to Sr--urise what the speakers said using
ffiX
will changes towould the reponing verbs given.
canchangato could 1 'How about advertising on local radio?'
mnq chantestomight Sara suggested
C-arlo expressed coyrcern thnt sales might drop 2 'There isn't enough time to do detailed research.'
TwxtaeaT. Henry pointed out that
Speech can be reported by summarising what 3 'OK let's set the launch date for January 4th.'
a speaker said rather than using the same They all agreed
words.
4 'Please go ahead and make all the arrangements.'
Jacrytes sffesed themtportarce of good destgn.
The planning group was told
C,maratsed the qunsion of reliahiltn4.
o 5 'When is the deadline for the feasibility report?'
reporting verbs + that clause: agree,beliarc,
C,eorge raised the question
expTess the opinion, estinmte,feel, pourt out,
TepoTt, saa, stress, silggest
fuen4one agreed thntmrtre tratrnngwas needed. uoda.r &rlrqrsea3
Mr J acleson p otnted out thnt Lo cal ah ot w w ould
l,
er{} roJ aurlpeap aq}Jo uor}sanb aql pasle.r e3-roaC s
be experdwe. slueurafiue;re

It was felt that too murh t*rc. was wasted an

eql aleru pue peaqe oE ot plol sem dno.rfi turuueld aq1 t
alep qtunel aql loJ qlr drunuef uo paarfie
trawllmg.
1 rqp fxnue[ roJ a]Bp qrunsl aq] ]as o] paa-rpe 11e daqJ
s reportin$ verbs + infinitive: 'qlreasar palrelep
e

agree, decide, offer, promtse, refwe roJ atul] Jo Ilel eqt tno palurodT'r{f,reaser palre}ap
op o] aurl qFnoua t,usem elaql leql lno palurod [ua11 7
We\te agreed to hoLd mDyLtW meetmgs.
'orper IeloJ uo fursrl.ra,rpe patsaE3ns e.les I
Hawrah hm promised to keep q eraone.
z asrJrexg ol l(a)
u{ormed.
r reporting verbs + object + infinitive: ask,tell,wam 'ur laB ol
,ttl ltlElru aydoad pesuoqlnsun etuos ]eql pres aH s
Thnboardhos asked'us to reportbackwtth ow '>1sap uortdarar
colrwnuLts. aql uro{ alpeq rnod }lellol plnol nof leql pres eH }
The tecLwical" deparwnent warnnd us to 'use tht 'r3lua
safety procedwes. ol pelue^A no{gr atpeq e alerl o} peq no,{ }eq} pres aH e
, reporting verbs + gerund: 'safipeq aq]
IIe Ileql IIr^ Jelsroop s.{es aq5 7
'aFpeq &ltuapl uB rgalr\ o1 seq auo,{rala s.,tes aq5 y
adtwlt, constder, deny, discuss, suggest, talk about
We\t e consrdered p ostp orttng tLw prol ect.
I asrf,Jaxg or r(ax
Tun su$flated matlu,q aLL sntomers.

Grammar reference I 97
 Pairwork
Unit 2 Task 2 Page 1,2 Unit 5 Task 2 Page 26

i?*&* &; &ndy 鬱穫醸曖 曖 ‐

遊̀‐
懲∴鉤
￨‐
憲
x's ttriet

Look at your plan for tomorrow. You want to
leave at 16:O0 for a doctor's appointment.
Find someone who can work with the new
trainee in your place.
lt's8:00 and you should be On the plane by
now.But there has been a problenl with the
conlputer syste■ l at the airport.It rneans that
nobody can check in for their nights.'There
are 10ng queues Of peOple waiting at the
check― in desk.The situation is very chaotic.

丁H∪ RSDAY 8 There's nO infOrrnatiOn abOut what's gOing tO

happen.You don't know how long you will
be delayed.You don't even know ifyou'1l be
able to travel today!
Aqq,ve 4-r L^-b<K. .T->-E42
-,ru Lr<qE\fi
E_″ヽ
4'と S Phone your partner in Barcelona and explain
「 thc problenl.You don't havc to take any
09.00 decision.End by saying y()u'1l call back when
1イ コヒ
百 日
И l
you have nlore inforrllation.
__ゞ ∠ 「

la.ac Tea,\ AF-ETr1q drTA S44,qd> .DEN^ly

￨ == 'i-Ronseo ao
?く。6と にス
HeLr, Alqt Clee -,r,+ t7- 回 ■E Task 3 Page
‐ ｀
59

苺
驚 藉 醸 嬢群e
mOを 輸 濃撼 itt favOur of the
2.00 L,l4.A ,r,r,+ aHE- ..IELD aR[^lee 轡雛
◎秒鰺艤機ξ
苺
′ ´ィ レノ 、
( /0パ ヽ二475ノ Arguments:
L)oqK o^r t[- eqoo.elrt 国 It is becorning rnore and nlore difncult t。
COnlpete in inteFnatiOnal nlarketS.
1400 ・ The pay for workers in developing
レ
countries is about one tenth.ofthe
ィ ヽレ
average UK pay.Emp10ymentlaw is more
15.00
relaXed,SO it'S eaSieF tO aSk WOrkerS tO
wOrk 10nger hOurs.
-/ Rltqt,\q sEssro^l Lrtr+ ,'lleLo -rRAt,\EE ・ 'The cOnlpany will save around iC100,000
C I *o.rq): a year in labour costs.

700 議 You will be able to increase produCtiVity.

爾 You will be nluch nlore prontable and
nlore cornpetitive.
︰ 一

I回口 I
Task 2 Page 38
R*le S,

You want to spend the money on a special

celebration. Suggest a dinner and night at an
expensive hotel in (city of your choice). You
want to invite wives /husbands /partners to
the event.

98 I Pairwork
Unit 9 Task 1 Partner A Unit ll Task 3 Page 55
Conversat'isn tspics Ro[e A: Bookings Manager
Summer holidays You have discovered that you made an error
Films in the booking. You have booked two
Gifts companies into the same room on the same
day. The other company booked first, so
Smoking
Butternut will have to change their booking.
Food You have two other rooms available but they
are smaller. One holds 25 people, the other 15
people. You don't want to lose Butternut's
Task 3 Page 69 business, so you need to find a suitable
alternative solution for them. Your boss may
Ro[e A: not be hrppy ifyou have to offer
compensation.
You prefer Site A. Use this information to
answer your partner's questions. If you can't You can propose:
find the answer here, you'll have to say you n The room for 30 people on another date
don't know (according to availabi lity)
u Close to residential areas with some * One of the smaller rooms at a small
unemployment. Local workers easily discount
available. . Use of both smaller rooms for the price of
' Small possibility of some toxic materials one room
on site: the site has been inspected and . A full refund plus a small discount off
approved for re-development. their next booking.
. There is a high crime rate in the area:
need for strong security.
. The government has plans to re-develop Unit 10 Task 2 Page 49
and improve the area.
s Cost of transport to and from factory will Dervla O'Connor
be cheaper; cost of deliveries to customers
l'd like to propose an increase in the budget of 15
same from both sites.
per cent. That may seem a [ot, but there are two
very good reasons why we need this increase.
Firstly because online sales are increasingly
important to us. More than 55 per cent of our
customers buy via the internet, and this f igure is
growing every year. But people won't buy online
if they are worried about the risks. So we must
make sure that our systems are trustworthy.
Secondly because of internet crime. lnternet
criminals are becoming more and more
sophisticated. So we need to increase our efforts
in order to stay ahead. That means increasing
what we spend on up-dating and improving our
systems.
The internet offers enormous benefits to us. lf we
want to make the most of this potential, we must
develop the best possible security systems. That,s
why l'm proposing a substantial increase in the
security budget.

Pairwork I gg
 Unit 2 Task 2 Page 12 unit 5 Task 3 Page 27
i-i:rLrr ir,. {lir.t

Look at your plan for tomorrow An
important client wants to visit you between
12:00 and 14:00. Find someone who can take
the Irish group to lunch in your place.
Your name is Eddy and you work in the
transport department in the same company as
Charlie. You've just received a phone call flom
the driver of a van delivering an urgent
consignment to Makers Ltd. The van has had

8
an accident. Due to icy conditions on the road,
丁H∪ RSDAY it skidded out of control and hit a tree. The
driver is unhurt but the van is badly damaged.
It is about 100 km from the delivery
0800 destination. You don't know if the consignment
08:30(つ )Arrcυ Qも αCk frO欧 Neω Yoよ has been damaged in the accident

09.00 o-€ter ove-rt-.91^.t ftigt^.t

1000(1)`ct toモ KQ offccc 口■■Pask3 11‐ ￨■ ￨￨￨:￨

・
Role 偉:・Yo醸 aチ 鬱 呼轟鮮
tty・ 1購 麟畿vo嬢『 幌爵驚趙彎
1100 Mα etこ にっ υ
oc grol^P fr。 鳳
pず 鬱鍮巻Sal.
Ir.=k :nt<id.o-r9 You think the l■ anufaCture of sonne basic
deviCeS(e.g.tOaSterS)COuld be tranSた rred
abroad,but the production of nelwer,rnore
innOvative prOducts shOuld stay in the U:K.
1300
Argurnents:
難 Manufacturing Of SOnle products abroad
14.00 Skour ttlq groL P round will rnake the conlpany nlore prontable
and n■ ore conlpetitive.
500 Cont.ru,^a th."- 甕′
The cOrnpany could save around C60,000
^..tin9
a year in labour costs.

1600 Production of nelw.products should

relnain in the UK because:
16'30 (l) (o [or^e- ond 9et =onla
=Laap 輌It would be l■ ore dificult for designers to
z oo (f lropel) wOrk closely with production tearns、 vhen
ne、w.product lines are being― developed.
l■ 0° 騒 It will save some UK jObs.

@Task2 Page 23

畿参
雉晰ξ
Ylolu are going to Open the nleeting.
Y10uthink the nloney ShOuld be given
in the forⅡ l of shares in the conlpany
(StOCk OptiOnS).

100 I Pairwork
Unit 12 Task 3 Page 59 Unit 14 sk 3 Page 69

${CIte C: BilL Ro[.e B:

You are mainly against the proposal
You agree with the economic argument,
but you think the move will bring bad
publicity and damage the company's
rmage.
Arguments:
- There is sure to be a lot of criticism in
the press and on TV.
" Many people are concerned about the
exploitation of workers in developing
countries: that they are forced to work
long hours in bad conditions, and for
very low pay.
n There is a risk that consumers will
boycott your products.
You prefer Site s. Use this information to
answer your partner's questions. If you can't
find the answer here, you'll have to say you
don't know.
s Currently the nearest residential area is
five kilometres away.
, Permission has been given to develop the
site, but some local people are against it.
* The area has a low crime rate.
* The government has plans to develop the
surrounding area by building both offices
and housing.
,= Cost of transport to and from factory will
be higher; cost of deliveries to customers
same from both sites.

Unit 2 Task,13 Page 13

Use this form for your notes.

Action points Deadline Person responsible

つこ

2
う０

3 3 ￨
４． ｒ

4 4
Ｄ

5 5
6 6 6

Pairwork I tot
 Unit 2 2 Page 12 k 3 Page 55
Rote C: Sam Role醸 :Sates Man機 鬱磯‐
欝
Look at your plan for tomorrow. You have There is a problenl with your conferenceiroorn
to make an important phone call to b00king at the hOtel.I― lere are sOnle points to
Australia at 8 o'clock in the morning. Find con‐ Silder in your discussion with the Bookings
someone who can welcome the new trainee Manager:
in your place. You don't want to change the date of the
conference because this would disrupt

丁H∪ RSDAY 8 everybody's schedules.

You don't really want to find another
venue as there isn't much time before next
week.
0800 ι>式 coMc十 ム ご^ご 0+rat^″ (可 らμ (ca十 ≦
)
As the hotel has made a mistake, you feel
a^dじ riご Cム ス
し。^十
ムご 。 rκ
`っ strongly that they should offer reasonable
0900 nancial compensation.
fi
Probably not all 30 delegates will attend.
r0 00 -feqr F eefi^t, -r+L /^dg q^d lre^^g: There are usually 4 or 5 people who can't
make it.
i^trJ,.rce -I-rre.

蟷_
￨100η 璽 ごftte`Cダ
興 は墜 ±
a十 ′6.′ ′
″ “
1200 -lar.e -Tott l, [.r^cl L-itL Aley-) ■m鷹■口■Task 2 PaOe 23 11:'
m鬱 鏃
鹸夕
11.00 - lt':// 1-rqilia! sessto^ -,+1. fr*
You want to spend the money on a special
training course that all of you would attend.
14.00
It could be a course in marketing,
negotiating or English.
11'0° 「
7υ τ)6ε可4 β6
「
_二 生 空壁蚊 菫 生 鮮 撃 塵 竺 坐 ピ
1600
Unit 9 Task 1 Partner B

700 Conversation topics

Keeping fi1
113LO' Shoppingr
Hotels
The lottery
さ23
ask2 pら し Learning English
llllillllll〒
m簸 量
磯饉
You want to divide the cash an■ ong yOu SO
you can each spend it as you wish.

102■ PairⅥ 7ork

 Ｔｌ

しＫ
Lsk 3 Page 41 .

ａ
′ヽ︶
Unit 8 Unit 8 3 Page 41.
':_.

薔■ ■ □
Bumpy to bumpy IATffs 0ptimism
World car production, annual growth rate,% InternationaI air travel
Net profit,,toss Sbn

1961‐ 70 1971‐ 80 1981‐ 90 1991・ 2000 2001・

“

Task 3 Page 41"""':'

ry Internet users worldwide Unit 8 Task 3

ＦＩ

Page 41,
Ｉ トーー︰

g.
965
Poputation
E40 Land of the setting sun
Japan's poputation by age group
713
”

% of total
〓Ｊ
● ＾●３

￨
”

ｍ
ヽ
２

?001 2004

hut<e: Pymnid Reswrh

riFrF-
¨
ヨ

lH& rtil

:卍 .:

・ :●
¨一
，

Pairwork I to3
 Unit 2 Task 2 Page 1.2 @Task.i.iRage],ss.,.']ill:'.
Roie鬱 置鰺e爛 轟y Rot* S; You are comptetel,y against the
proposal
Look at your plan for tomorrow.The HR
departrnent has asked you to take part in a Arguments:
presentatiOn tO a grOup Of graduates whO * Thousands of UK workers will lose
Ⅵrant tO jOin the con■ pany.The presentation is their jobs.
ionl ll:001o12:00■You have an appointnlent
' The loss of jobs will have a bad effect on
with a client at that tirne.Find sorneone else
the local community
to‐ take your part in the presentation.
* The whole workforce will be angry about
the move

丁H∪ RSDAY 8 n
*
There is a risk that workers could go
on strike
If there was a long strike, this would cost
08 oo Take tAe cALLdrer. to scAooL the company a lot of money

0900 Arrcte qt "ffic" - deal

Unit ll Task 1" Page 52
u..,ctA
"mac(s
lo oo ■ 歿 晟 ι ωι
ιス 胸◎滲
議鵞 難sot嬢 竃
簸璧 :警 ns to the S100 pttob‡ e『 :1
`く ``ι
artd sam Arguments:
11 00 AppocrrLmerrt attA Jat Ftv- l C)ne person takes$49.99,the other$50.01.
2 Add$10($5 caCh)tO the total and then
I2oo Appocr.tment ulrtA Petra DaY split it$551each.
3 Take$49.50 eaCh and g‐ iVe One d01lar to
charity. .
:1_

r i oo HaLf Aour Lur,.cA break

4 Lct fate decide― toss a coin。
/3.3a u)DF-K C;il pKOpOSAL
1400

1500

_ _ _ 1600 .00

l
iL4
1700

Unit 4 Task 2 Page 23

R*[e E

You want to spend the money on a trip.

Your compan/s head office is in New
York and none of you has been there yet.
Propose a visit.

104■ Palrwork
 Audioscri pts
CO Hmm. About nine weeks. Have you thought
llililili曇
轟 :l::目 ■ ::l1ll11機 は
機List,Ilillg pag‐
M艤
1‐

■ . ・ ‐
=・
.
1轟

・
18(CI)trふ ck 2)
about which hotelt
SA4 Not yet. I wonder if you could phone round
{-isa: Good morning. I'm Lisa Guzman. Nice to
and get some details and prices? Get three or
meet you.
four so we can compare them and select the
Paul: Paul Larousse. Nice to meet you, too. best one.
I-isa: Sorry to keep you waiting - I had a long CO Of course, no problem.
phone call from a customer.
SM Can we meet tomorrow morning and make a
Paul: Oh - no problem. decisionz This is urgent so we must do it
Lisa: Well, we have ten minutes before the right away.
meeting. Let's go up to my office. It's this way. CO Yes - tomorrow morning is fine with me.
[short pause] How was your trip? SA4 We need to book as soon as possible.
Paul: It was fine - but a bit tiring.
CO Yes. Do you know how many people are
Lisa: How long does it take from Canada? coming?
Paul: Nine hours! Sヽ4 Well, we won't know exactly until we invite
Lisa: That's a long time to be in a plane. I flew to the customers. We can tell the hotel it's for
Los Angeles last year. It took eleven hours! about 20 people, and we'll confirm the
I was so bored ... Well - here we are. Please - numbers later.
have a seat. CO It's important to confirm the numbers quite
Paul: Thanks. soon. Let's say - by the end of February?
isa: Would you like a cup of coffee - or tea?
tr SM Fine. I'11 tell the sales people to send out the
Paul: Oh, no thank you. Perhaps a glass of water, invitations as soon as we decide on the hotel.
if that's possiblea Now - the food and drink arrangements ...
We want to have lunch at the hotel, as well
Lisa: Yes, of course. [short pause] Here you are.
as coffee in the morning when the guests
Paul: Thanks. arrive, and cocktails and snacks at the end of
Lisa: So how are things in Montreall I hear you've the day. But before we choose the menu for
got quite a big operation over there. lunch, we need to check if any guests have
Paul: Yes. We're very busy at the moment. Sales special requirements.
are booming and we're expanding fast. CO OK. I'd appreciate it if you could let me
Lisa: How many people do you have? know the special requirements by the third
Paul: Do you mean in the whole subsidiary? week of March so I can agree the menu for
Three hundred and forty. But we're recruiting Iunch. I'd like to get everything done before
more people all the time. We expect to have April if possible.
about four hundred by the end of the year. SM I'll tell the sales staffand thefll contact you
Lisa: That's really rapid growth. It must mean a directly.
lot of changes... i CO Thanks. Anything else?

‐ I SM Well, the last step is to brief the sales team

on what's going to happen. But there's no
餃
鰺
ポな
な
六量
郎
辣
餃辣
核 Listさ liii・ lg page ll(c[〕 t,「
13) rush - we can do that any time.
00 Perhaps in March or early Aprili
Manager; CC = Conference Organiser]
[Sl\'1 = Sales SM Yes, that's fine ...
SI\4 OK. We've decided to organise a golf
tournament for some of our most important
customers. We're planning to hold the event
in a luxury hotel with its own golf course.
And we want to fix it for the l0th April - so
we don't have much time.

Audioscripts I105

WilXX,, Listenins puq;lr',i:o ".:.,
Part 1 (CD track 4)
Hello. My name's Leena Perttonen. I'm the
marketing manager at AYT, and I'm going to give
you a brief overview of our company. My aim is
to outline the main reasons why you should
consider AYT for your construction project.
First, I'll give you some general information about
the company. Then I'll talk about our
international operations. And finally, I'11 point
out the main reasons for our success.
So, let me start with the company.
Part 2 (CD track 5)
AYT was founded in 1912, and it's one of the
oldest building companies in Finland. At first it
was purely a construction company, building
houses and apartment blocks in the residential
construction sector. Now we are also a service
company. We don't just build houses, we offer
finance and maintenance services as well.
We are quite a big company with 22,ooo
employees. Last year we had a turnover of three
billion euros, and made a net profit of more than
90 million euros. We are market leaders in
Finland, with a 32 per cent share of the market. So
you can see that we are a strong and successful
company.
Well, that was some general information about
the company. Now I'11 move on to our
international operations.
We have more than 40 years' experience of
residential construction outside Finland. We have
operations in Sweden, the Baltic States and
Russia. In fact, more than a quarter of AYt
employees work outside Finland. So we have a lot
of experience in managing international
construction projects.
And so to my final point: the reasons for our
SUCCCSS.
Well, firstly, there's our expertise. We have chosen
to specialise in building residential houses and
apartments so we have excellent knowledge of
this area.
Secondly, our quality standards are extremely
high - as high as anywhere in the world. So we
feel confident in offering longterm guarantees for
all our work.
Thirdly, we have excellent project management
and cost control. This is important so we can
finish each project on time and in budget. It
106 I Audioscripts
means that our clients don't have to worry about
extra costs mounting up as a result of delays and
poor planning.
So - to sum up. I hope to have shown you that we
are a well-established company, financially sound
and a market leader in the home market. We also
have strong international experience in several
countries outside Finland. We offer the highest
possible standard of construction together with
excellent project management. These are the
reasons why you should consider AYT for your
construction project.
ettpag,麟 (CDIⅢ 6)
舅猾 SII111薇
Director: fught - can we start? ... Good morning,
everyone. Thanks for coming to this meeting.
Do you all know Harriet Blofeld, my new
personal assistant?
Harriet: Hello, everyone!
f)irector: Harriet will take the minutes of the
meeting, if you all agree.
l)irector: Well - let me explain the background.
As you know, we have created a new
management model with a flatter hierarchy.
Staffwork in small project teams which are
highly customer-focused. With no managerial
positions, that means there are fewer
prospects for promotion. We need to motivate
staff by offering a different kind of reward.
We've already decided to set up a
performance-related pay system in which staff
receive higher pay for achieving their targets.
The question is: which method should we
choose?
Specifically, we've got three objectives:
First, to examine the different reward
schemes, to see how each one would work
. and to give you a chance to ask questions.
Second, to decide on the most effective
scheme for our company. And third, to
prepare a proposal for the Board. Now we
have to finish by 12 o'clock today, so the
purpose of this morning's meeting is simply
to look at the different options. We'Il leave the
decision till the next meeting.
Right. Now Joanna has done some research
into performance-related reward schemes.
Joanna, would you like to start by explaining
the different options ... ?
 Listening page 25 (cD track 7)
@f
)an: Hello, Dan McGuire.
,.obert: Hello? Hello? - Is that Dan McGuire?
Robert: Hello, Dan. This is Robert.
Dan: Hi, Robert. Horn/s it goingz All ready to start
construction today?
Robert: Well ... actually, no. I'm afraid we've got a
problem. Some local farmers are protesting
against the dam. They're saying they don't
want to lose their farmland.
Dan: I can't believe itt I thought they agreed to
this project. We paid them compensation,
didn't we?
Robert: But now they say they don't agree. Thefre
stopping the work from going ahead.
Dan: 'Stopping the work'- How do you mean
exactly?
Robert: There are hundreds of people here.
They're sitting on the ground where we want
to start work, holding banners which say'No
to the dam'and 'This is our land'. Some
people have tied themselves to our machines.
I think there are some foreign activists among
them - environmental groups from the US
and from Europe.
Dan: Oh my!That's all we need!Couldn't we
bring in some people to move them? What
about the army?
Robert: I think it could be very dangerous. It
might turn violent. Then some people would
get hurt, and that would mean bad publicity
for the company. Perhaps we could talk to
them - ofFer them a bigger compensation
package. These people are poor farmers - I'm
sure they would be happy to get more money.
Dan: But what about the cost? We don't have any
more money in the budget. And ifll mean . from the US as well.
lengthy negotiations. In fact, the longer the
protest goes on, the longer we'll be delayed.
We won't be able to finish on schedule and
that'll result in even more expense!
Rohert: What are we going to do?
Dan: Find out who's leading the protest. Talk to
the leaders. Ask them why they changed their
minds. I'm going to call a crisis meeting. I'11
get back to you soon as I can.
Robert: OK, Dan. Bye.
Listenins pis,e :o (CDrtrack a)
I@
Lee Jones:
OK - you asked me to find out about
international charges so that we can see which
mobile phone service provider we should choose
for our company.
So - let me show you these two charts. Chart A
shows mobile phone calls to the UK from three
other countries: Australia, Spain and the US. And
chart B shows the cost of sending text messages
from these countries.
As you can see, Orange offers the cheapest calls
from both Spain and the US. But the important
thing to notice is - Vodafone is much cheaper for
calls from Australia. This is an advantage for us
because Australia is our most frequent
destination.
If you look at the cost of text messaging, you can
see that 02 is the cheapest from Spain and the
USA. But which is cheaper from Australia? Again
Vodafone.
And Vodafone has another advantage. We can
subscribe to their international traveller service
for two pounds fifty per phone per month - that's
in addition to the usual monthly tariffof course -
and that means we can get a further reduction on
all calls to and from the EU. So calls from Spain
would cost only 60 pence - the same as with
Orange. I've also talked to their sales people, and
it seems we could probably negotiate a special
deal on calls from the US as well.
So - to summarise. Orange is the cheapest overall
for international mobile phone calls. But -
Vodafone ofFers much cheaper calls from
Australia. And if we subscribe to their
international traveller service, we can get a
discount on calls from Spain - and probably
So, in conclusion, I would recommend that we go
with Vodafone.
listenirng pase 35
@
Extract 1 (CD track 9)
Leader (male): As you know, our profits have
been poor in the last year. If we want to
return to making good profit, we'll have to
find a way to revive sales. So - any
suggestions?
Director A: I think we should introduce more
Audioscripts I10z
 discount sales.'They always attract custonlers. Example B

Leader: But that's not good for pronts.()ur
margins are 10w enOugh already!
Director B:Perhaps we could close down the
larger stOres and re10cate tO slnaller buildings
in out oftown locations.
Leader: Hrnnl― That could save a lot of costs!...
close down larger stOres.
D:rector(〕 :Maybe we could decorate our stores
in a nlore rnodern style.That nlight bring in
nlore people.
Lcadcr: Yes,that's a good idea.Dlo you think we
should have a more exciting image_mOre
glitzy?
Director B:Hmrn一 I don't like glitz!
霊
XtraCt 2(CD traCk 10)
Leader: A、 s you know,our pronts have been poor
in the last year.If we wantto return to
I know that many of you here today are thinking
about investing in our company. And you would
like to know if we are a profitable company or
not. Well, this morning, I'm goin$ to present some
figures which I hope will give you a picture of our
performance over the last six months. I think
you'll find them interesting.
Exarxpl"e C
How many people here have read The Econotwbt
this week? Have you seen the article about the
technology market? Yes - at last, the technology
market is starting to recover. And our company is
part of that recovery. I'd like to tell you about the
company's performance over the last six months,
and you'll see that the figures are starting to look
good!
鰺
鱗讐鰺
緻
膠: Listさ :iing palむ 懸
置
lli壼 114()(CI〕 場
駿ck 12)
1議

nlaking g。 。d pront,we'1l haveto ind a way 1躙 飩蝙鰈鶉輻鰺

tO revive sales.sO_any suggestiOns?
Director A:Ithink we should introduce more
discount sales.
Lcader: :Right.Introduce rnore discount sales.
Director B(Bob):That's crazy.If we sell at a
discount we'1ljust lose money!
Lcader: Bob,we'rejust collecting ideas at the
n10rnent.Ifwe stopped to evaluate each idea,
it wOuld take too long_and peOple wOuldn't
be as creative.So it's better not to nlake
judgments br now,OK?So― any other ideas?
Director Ci Maybe we could decorate our stores
in a nlore rnodern style.
Listeninq 2
The handheld computer is dead, and the future is
in Smartphones.
How do I know?
Just look at the figures.
As you can see - Sales ofpoas have stayed flat
at around eleven million units worldwide.
What about sales of Smartphones?
They're rising fast from just four million last year
to nearly twelve million this year.
The PDA market will never be a mass market.
Almost everyone who wants a PDA now has one.

‐
乱eader: D)ecorate the stores.(3)K― go on.
Director A:How aboutifwe change the displays
rnOre O■ en and inake thein inore exciting!
Director B:Why don't we organise some speCial
卜炉レ
赳
核
N屹 010は
Listeling pa暉
?43
events sornetinles? eonversat'ion 1 (CD track 13)
Director C:Yes― Whatif we held some Lshion Gerry: And can we have a bottle of mineral
shows and invited celebrities to colme? water, please? Sparkling. Thanks.
LeadeF:OK,OK― give me time to write... Serena: It's a lovely restaurant! It's so big, but it
feels friendly somehow.

□爬国 [轟 油ng議薇‐
39隋 董ack ll) Gerry: Yes - In fact this building used to be a
railway station.
Serena: Oh, really?
Listening 1
Gerry: This was the main hall where people
Exampte A bought their tickets. And if you look out the
Hello! I've $ot some very good news for you this back, you can see where the old railway tracks
morning. Profits are up! I expect you'd like to see used to be. That's now a shopping centre.
the details. night - so let me show you the Serena: Yes, I can see ... It's a big development! Is
performance figures for the last six months. it new?

108 I Audioscripts
Cierry: Not very new. I think this restaurant's
been here about 20 years.
Serena: It's very popular, isn't it?
Gerry: Yes - but you should see it in the evening.
Then it really comes alivelThey often have
live music here - mainly jazz - and people get
up and dance. It has a very good atmosphere.
Serena: I can imagine!
Gerry: Do you llke jazz?
Serena: Well - I don't know much about it really.
I like traditional jazz - the old tunes. But I
find modern jazz is a bit difficult to listen to.
What about you?
Gerry: Oh - I love all kinds of jazz...
eonversation 2 (CD track 14)
Paul: Well, it was a good meeting, Milo! I'm glad
I came.
Milo: Yes. Very useful!Are you travelling back
tonight?
Paul: Yes, my flight's at 7:00.
Milo: And when will you get home?
Paul: Well - probably not till ten or ten-thirty. The
flight's about 90 minutes - then I have to pick
up my car and it's another hour's drive from
the airport. What about you? Do you have far to
go?
Milo: I live about 30 kilometres from here. If there's
no traffic I can do it in half an hour. But at this
time of day...
Paul: The rush hour!
Miio: Yes - it's terrible! It can take twice as long.
But I don't usually leave the office till after six.
Then the traffic's not so bad and I get home
faster.
Paul: You're luckl Where I live, the traffic's bad up
to seven o'clock or even later. I'd have to work
very late to avoid it.
N4ilo: Well - talking of bad traffic, we should order
your taxi. It could take you an hour to get to the
airport.
Paul: An hour!
Milo: Yes, really!On Friday the traffic can be
particularly awfult Mia - Could you order a taxi
for Paul - to go to the airport?
Mia: Yes, of course! I'll do it right away.
Milo: Well. if you'll excuse me, I'm going to leave
you with Mia. I'm expecting a phone call from
the States and I want to prepare myself for it.
Faui: Yes, ofcourse.
Miio: It's been very good meeting you. Thanks
very much for coming.
Paul: I'll email that information you wanted as
soon as I'm back in the office tomorrow.
Milo: And we'll talk again very soon.
Paul: Yes. Thanks for everything.
Milo: Bye.
Paul: Bye.
愧 ン 膨 Listening p亀 岬 (CDtFatkml‐
So why should we use ID tags to identify our
brandz You may think that this is unnecessary.
That it will simply increase the cost of
manufacturing, and the price we charfle to our
customer'ts. But there are a number of reasons
why we need to take action now to protect our
brand name.
The first reason is to reassure our customers. So
that when people buy our brand, they can feel
confident that it really is our brand, and not
some cheap imitation. People expect a high
standard of excellence from our products. So it's
very important to regain customer confidence.
The second reason is to be able to guarantee our
products. Retailers are obliged to refund the cost
of faulty fake products which customers return to
the store. Clearly, they wouldn't have sold the
article if they'd known it wasn't genuine. So we
want the retailers to know they are fully
supported by our guarantee.
The third reason is that we want a maximum
return on our investment. We've spent millions
on development to get the product right And
we've spent millions more on advertising in
order to build an image that sells. Counterfeit
products have caused our sales to drop. At the
same time, the counterfeiters are making a profit
out of our ideas. This has to stop.
We have one of the best-known brands in the
business. And if we don't take the threat of
counterfeiting seriously, we'll lose sales. ID tags
are an effective and secure method of protecting
our name and our investment. That's why I'm
proposing we invest in ID tags.
Now I'll hand over to Rosa to explain how the
system works and what it's going to cost. Rosa ...
lilllillllll Listenilng paOそ :‐
￨￨￨::￨じ
￨(CD‐ track 16)
I Conversation 1
I Viktor: Well - the thing is - we need to discuss
the delivery terms. Up to now, we've always
Audioscripts I109
 included free delivery in the price. But
unfortunately, our transport costs have risen
so much in the last few months that we're
now going to have to charge for delivery.
Xavier: Pay for delirreries? There's no way! None
of your competitors charge for deliveries!
Viktor: Not for the moment, no. But we think
thefll have to take a similar step very soon.
After all, their costs have risen just as much as
ours!
Xavier: In the meantime, it's totally unacceptable.
We'Il have to switch to another supplier if you
insist on this.
Conversation 2 risk of litigation.Rlenlenlber there was a
Viktor: Well - the thing is - we need to discuss
the delivery terms. Up to now, we've always
included free delivery in the price. But
unfortunately, our transport costs have risen
so much in the last few months that we're
now going to have to charge for delivery.
Yacoub: I see. Well, I can understand your
position. But how much are you thinking of
charging?
Viktor: We'd like to propose five per cent on each
order.
Yacoub: Do you mean five per cent of the order
value on each delivery?
Viktor: Yes, that's right.
Yacoub: Let me think ... Here's another idea. How
about a flat rate of - say 20 euros per delivery?
That way, we could save money by ordering
less frequently and by ordering larger
quantities. And you'd gain because you
wouldn't have to deliver so often. And you
could carry more in each load which would
be economical.
Viktor: Hmm ... So you're saying you'd be willing
to buy in larger quantities?
Yacoub: With the flat rate, we'd have the option
to save money by doing that, yes.
Viktor: Well, it sounds like a reasonable idea ...
But I'll need to do some calculations to see
how it would work.
‐ that the cost of the new ingredients is slightly
回服壼 Li:tening pabl議 ‐
菫
1籟 track 17)1菫
Extract 1 Extract鶴
Speaker A: Well, I'm in favour of the new recipe.
There's so much bad publicity these days
about the health risks of fatty foods. It's sure
110 I Audioscripts
tO discourage cOnsurners frOrn buying Our
products.And that's going to have a bad e■ iect
On Our sales.I think we should rnake the
change now bebre sales start toね 11.
speakcr B: On the other hand,it Πlight be better
to wait and see.A■ er all,wc haven't seen any
fall in sales so far.
Extract 2
Spcakcr A: The fact is― the trend is towards
healthier food.ヽ lore and nlore people are
aware Ofthe risks ofovereating and becOnling
Over、 veight.It's a trend we can't ignOre.
Speaker C:I agree.And what's more,there's the
lawsuit in the states last year.The onc where
tw0 0venveight teenagers brOught a case
against One Of Our cOnlpetitOrs...
Ext艦 畿ξ篭3
speaker C: ...It could destroy us if wc had to
nght a lawsuit like that!
speaker B: c,an ljust pOint out that so far no
cOnlpany has actually 10st a lawsuit of that
sort.Isn,t it rather difncult to prove thatjust
one food product nlade sorneone fat?
Extract 4
Speaker A:You have to remember,labelling is
gOing tO have tO be rnOre precise in■ lture.
Pressure grOups are dernanding it.ル ve're going
to have tO say cxactly how many grams Of ht
each pack contains.Our product is high in fat,
and it simply won't¨ 。look g00d.¨ if…
speaker BI sOrry tO interrupt,but can ljust ask:
has anyOne dOne any rescarch into this?I
nlean― IDo our custon■ ers actually read the
labels?And ifthey do― willthey know how
many grams Ofぬ tis bad brthem?
Extract 5
speakcl‐ I): I have son.e ngures here、 vhich say
that the new recipe is gOing tO cOst rnOre tO
produce.Surely we can't stay conlpetitive in
the rnarket if our production costs gO up?
Speaker A: Actually that's not quite right.It'S true
higher.But there are ways that we can also
save cOsts,for exalnple,the cost of processing
the new recipe is cheaper...
spcaker2亀 、
: ...ル ve'1l be able to buy in these
ingredients ready prepared,so we can cut out
part Of Our own production process.'That
nleans we'1l need less space for production
 equipment and ...
Speaker D: Are you suggesting that we should cut
jobs?
Speaker A: Just let me finish. I was going to say
that we'll need less space for that product, so
we can use it for expanding other lines. I
don't think we'll need to cut any jobs, no.
8WW.l..Lirt.ning
pase 63 (cD track 18)
Extract 1
Leader: Well, at our meeting next July, we'll be
together with our colleagues from the
Southern Region. There'll be about 20 people
instead of the usual ten. So we have to decide
whether we can still hold the meeting here in
the of;fice or whether to hold it in a hotel.
What do people think about this?
Leader: Peter, what do you thinkz
Extract 2
Peter: Well, I think ifs a bad idea to hold the
meeting in a hotel.
Leader: Right. Why do you think that?
Extract 3
Jenny: I don't think we have enough space here.
We just have two small conference rooms. It
isn't enough if we want to split into small
groups to discuss things. We can't go to our
offices, because the phone rings and we get
distracted ...
Gaby: What about ... z
Jenny: So we all have to fit into two small rooms
for the whole time and I think it's going to
be ...
Gaby: Can I just ... ?
Jenny: ... far too cramped, and with no chance to
move around or ...
Gaby: I'd just like to say ...
Jenny: ... combine in different ways, so as to have
a really productive meeting ...
Leader: OK! Thank you, Jenny. Gaby - you
wanted to say something?
Extraet 4
Frank: The issue concerning a hotel venue for
our meeting is surely primarily one of
financial disadvantage versus the adequacy of
the office environment in affordinfl good
conditions for productivity. If the
environmental factors cannot combine to
foster an atmosphere conducive to creativity
then I would suggest that the argument comes
down in favour of making whatever financial
outlay is required ...
Leader: Er - so what you are saying is that you
are in favour of a hotel. Is that rightz
Extract 5
Harry: Well I don't agree with the idea of a hotel.
:
We all travel such a lot and spend most of our
time staying in hotels. And I have to say - the
expenses we get are never enough! I mean, we
should be able to buy a drink in the bar in
the evening without having to pay for it
ourselves. I don't know why we can't get ...
Leader: Well, I don't think that belongs to the
present discussion.
Extract 6
Leader: All righttThank you for your views. So, to
sum up, some of you are saying that a hotel
environment is more stimulating, more likely
to motivate people. Others think it's just an
extra cost without any real benefits ...
Listening 1 page 66(cD trackle),,,
@
Presenter: So to sum up ...
We've compared the case for building our
own warehouse with our current practice of
outsourcing distribution. We've looked at two
main points: one, the cost; and two, efficiency
in delivering to our customers. fu we have
seen, we'll break even on the investment in
the warehouse in just five years. After that, we
can expect to save costs on distribution.
What's more, the warehouse will enable us to
deliver faster and more efficiently to our
customers.
My conclusion is, therefore, that the new
warehouse should be built as soon as
possible. Then we can have the benefits of
greater cost savings and greater efficienry in
the future.
Thank you for your attention.
Any questions?
k 20)
llllilllli Listening2,age 67(CD traと
Presenter: Thank you for your attention. Any
questions? Yes?
Questioner l: Building a warehouse is a big
Audioscripts r 1l1
 investment. Can you please explain how we're -lon: Thanks. That sounds really good. I'd just like
going to manage it? to say that I'm really pleased we've got a deal,
Presenter: Sorry - are you asking about and I think this venture is going to be a great
financing? success for both of us.

Questioner 1: Financin$, yes.

All: Hear! Hear!
Presenter: Well - two banks have already agreed Daniel: We're very pleased to be working with
to lend us the capital we need. You can find you. And I'm sure we're going to have a lon$
the details in the handouts I gave you - er - and profitable relationship!
page 14... The interest rates are very All: [Murmurs of agreement.]
favourable. Daniel: And now I think it's time to celebrate.
Questioner 2: Surely it's too risky? What if there's We've booked a private room at the Gala
a drop in sales? We won't be able to pay off restaurant and I believe they're keeping a few
the loans. bottles of champagne on ice for us.
Presenter: That's a good question. But the sales .Jon: So what are we waiting for?
forecasts are healthy and there's no reason Daniel: Let's go!
why we should see a drop in sales. In fact,
once the warehouse has been built, we should
be able to expand, and that will give us
greater stability.
Ouestioner 3: So what are the sales projections
for the next five years?
Presenter: Er - I'm afraid I don't have that
information here, but I can find out for you.
Any other questions? Yes?
Ouestioner 4: You say that the cost of
maintaining a warehouse would be low. Can
you give us a full breakdown of running costs
please?
llresenter: Sorry I don't think we have time to go
into that now, but we'll be discussing the
details at our next meetin$.
Daniel: Right. Is everyone happy with this
decision?
All: Yes.
Daniel: Excellent. what we've agreed is this.
So
We'll manufacture the toy at our factory in
" Nantes.Jon - you'll supply the product

贔炒蜃11
I Listtingttge'1離 Dttk21).
饉鰈隧鮨轟饉褥 ・ ‐
‐
―

specifications and all the design work. And

you agree to be available at all times to act as
consultant while setting up the production
line. We've agreed to split the set-up costs fifty-
fifty. Fabrox will be responsible for all
operating costs. These costs will be paid back
out of the sales income. We've agreed to split
the profits 70 to 30. That's 70 per cent to
Fabrox, 30 per cent to Jon. This agreement will
be finalised in writing and signed by both
parties at our meeting next week. Jon, we'll get
a copy to you by courier before then.

112 I Audioscripts
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日＝ ＝ ＝ １
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PEARSON The
ＨＨ ３

Economist
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Longman 8