END-OF-UNIT TEST – M2 - Unit 11

Duration: 75 minutes

Section 1: Language knowledge (40 marks)

Fill in each blank in the passage below with ONE suitable word.
There are three types of a business negotiation. Firstly, a business negotiation is similar to
a (1) …………… between friends arranging a social engagement. Two parties have a
shared (2) …………… to work together in a way which is mutually beneficial. Proposals
and counter proposals (3) …………… discussed until agreement is reached. Both sides
hope (4) …………… business. This is an agreement-based negotiation, sometimes
referred (5) …………… as a win-win negotiation.
Two other types of negotiation are less founded (6) …………… mutual benefit, but on
gaining the best deal possible for your side. In the first type, both teams negotiate to
independent advantage. This means that each team thinks only about (7) …………… own
interests. In this type, a seller typically seeks to sell a (8) …………… but is less concerned
about repeat business.
A third type is the negotiation to resolve (9) …………… , for example in a contractual
dispute. Here, it is possible that each party regards the other as an (10) …………… and
seeks to win the argument. This is a win-lose negotiation.
1 A. discussing B. discussion C. discussed D. discuss
2 A. cause B. effect C. objective D. plan
3 A. are B. is C. was D. were
4 A. to perform B. to do C. to execute D. to repeat
5 A. with B. to C. from D. into
6 A. on B. for C. in D. about
7 A. their B. his C. its D. her
8 A. goods B. label C. brand D. product
9 A. fighting B. conflicts C. solutions D. questions
1 A. enemy B. partners C. opponent D. stakeholder
0

II. Choose the best answer

11. If you give us a 10% discount, we …………… our order today.
A. place B. will place C. would place D. placed
12. If everyone contributed 20% of their salaries to charity, there …………… no poverty.
A. is B. will be C. would be D. were
13. If we …………… an assistant, we wouldn’t fall behind schedule.
A. employ B. will employ C. employed D. had employed
14. We’ll give you a 10% discount, provided that you …………… within 30 days.
A. pay B. will pay C. paid D. would pay
15. The Board …………… happy as long as our share price remained high.

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 A. will be B. is C. would be D. was
16. Many people working abroad have difficulty adapting …………… new cultures.
A. to B. with C. in D. at
17. Our supplier have no objection …………… allowing us a discount.
A. on B. in C. of D. to
18. Which of the following adjectives goes with the prefix in-?
A. emotional B. consistent C. responsive D. patient
19. Which of the following adjectives does NOT go with the prefix un-?
A. cooperative B. sympathetic C. critical D. polite
20. Everybody in Alphaland is very …………… when they wear suits and ties at work.
A. informal B. formal C. cooperative D. critical
21. A date of time by which you have to do something or complete something is
…………… .
A. deadline B. due course C. last time D. initial tine
22. If you have tried to solve a problem without success for a long time, but at last you
find a way, you make a …………… .
A. break-up B. breakthrough C. breakdown D.
break-out
23. …………… he generally explains his ideas clearly, I sometimes find it hard to follow
him.
A. Although B. Because C. If D. When
24. They increased their competitiveness …………… their market share would increase.
A. even if B. so that C. because D. despite
25. They are going to be sharing this office, …………… they’d better learn to get on
together.
A. For B. since C. in order to D. so
26. We hope the discussions with our creditors will have a …………… outcome.
A. satisfy B. satisfaction C. satisfactory D. satisfied
27. The unions have threatened to take industrial …………… .
A. act B. active C. action D. actively
28. We are …………… obliged to provide adequate s security for the shipment.
A. contractual B. contraction C. contractive D.
contractually
29. The people gathered to …………… the government's new tax increase.
A. protest(phản kháng) B. detest(ghê tởm) C. demonstrate D.
riot(bạo loạn)
30. You’d be …………… at how many people pay $5 for a T-shirt without realizing it’s
counterfeit.
A. amaze B. amazing C. amazed D. to amaze
31. The drink's …………… formula has been patented in 120 countries.
A. special B. especial C. specially D. especially
32. …………… power failure, change the batteries once in six months.

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 A. Having avoided B. Avoiding C. To avoid D. Avoid
33. Customers have expressed satisfaction …………… this product, which has lead to an
increase in the employees motivation.
A. to B. with C. from D. of
34. You should modernize your IT systems for greater …………… .
A. efficient B. efficiency C. efficacious D.
efficiently
35. One of the less obvious types of dispute is taking …………… for other people’s work
or ideas.
A. responsibility B. award C. credit D. control
36. Our company gives a limited warranty …………… damage from cargo handling.
A. to B. against C. with D. from
37. These lights offer a cheap and effective method …………… the quality of your
residence.
A. improving B. to improve C. improvement D. for
improvement
38. I’ve done really well in the last two years. I’ve …………… my target by almost 40%.
A. passed B. exceeded C. gone over D. missed
39. His self-confidence, values …………… sense of responsibility enabled him to achieve
success.
A. or B. and C. also D. but
40. We had problems attracting top-class executives to …………… management
positions.
A. complete B. fill C. fulfil D. make

Section 2: Language use (60 marks)

I. Read the following passage and answer the questions that follow

Article A
Negotiations are demanding and may become emotional. You may find your Russian
negotiator banging his or her fist on the table or leaving the room. Accept such tactics with
patience and calmness. They are designed to make it difficult for you to concentrate.
Russian negotiating teams are often made up of experienced managers whose style can be
like a game of chess, with moves planned in advance. Wanting to make compromises may
be seen as a sign of weakness.
Distinguish between your behavior inside and outside the negotiations. Impatience,
toughness and emotion during the negotiations should be met with calmness, patience and
consistency. Outside the negotiating process you can show affection and personal
sympathy.

Article B

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As well as being formal, negotiations are direct. German managers speak their mind. They
place great weight on the clarity of the subject matter and get to the point quickly.
Excessive enthusiasm or compliments are rare in German business. You should give a
thorough and detailed presentation, with an emphasis on objective information, such as
your company's history, rather than on clever visuals or marketing tricks.
Prepare thoroughly before the negotiation and be sure to make your position clear during
the opening stage of the talks, as well as during their exploratory phases. Avoid
interrupting, unless you have an urgent question about the presentation.

Article C
Communicating is a natural talent of Americans. When negotiating partners meet, the
emphasis is on small talk and smiling. There is liberal use of a sense of humor that is more
direct than it is in the UK. Informality is the rule. Business partners do not use their
academic titles on their business cards. Sandwiches and drinks in plastic or boxes are
served during conferences.
This pleasant attitude continues in the negotiation itself. US negotiators usually attach
little importance to status, title, formalities and pro tocol. They communicate in an
informal and direct manner on a first-name basis. Their manner is relaxed and casual.
The attitude 'time is money' has more influence on business communication in the US than
it does anywhere else. Developing a personal relationship with the business partner
is not as important as getting results.

Article D
At the start of the negotiations you might want to decide whether you need interpreters.
You should have documentation available in Spanish. Business cards should carry details
in Spanish and English.
During the negotiations your counterparts may interrupt each other, or even you. It is quite
common in Spain for this to happen in the middle of a sentence. For several people to talk
at the same time is accepted in Latin cultures, but is considered rather unusual in Northern
Europe.
The discussion is likely to be lively. In negotiations, Spanish business people rely on quick
thinking and spontaneous ideas rather than careful preparation. It may appear that
everybody is trying to put his or her point across at once. That can make negotiations in
Spain intense and lengthy, but also enjoyably creative.
From the Financial
Times
Choose the best answer
1. In which country do negotiators show strong emotions?
A. Russia B. Germany C. The US D. Spain
2. Which of the following statements is NOT true about a US negotiation?
A. Negotiators focus on results rather than developing relationships.
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 B. It is usual for the atmosphere to be relaxed and friendly.
C. Negotiators like to talk about business immediately.
D. You should start a negotiation with general conversation.
3. In a negotiation with German managers, …………
A. you should not give the other side too much as they will not respect you.
B. you should plan your tactics carefully.
C. you should think of ideas during a negotiation rather than before it starts.
D. you should not stop someone while they are talking.
Answer the question.
4. What don’t you like about negotiations in Spain?
What does each of the following underlined words / phrases refer to?
5. … during the opening stage of the talks, as well as during their exploratory phases.
(Article B) German managers’s
6. They communicate in an informal and direct manner on a first-name basis. (Article
C) US negotiators
Which words in the passage mean the following?
7. the methods you use to get what you want …… …….
8. the way things are done on official occasions …… protocol……
Fill in each blank with ONE suitable word from the passage. Put it in its correct form
or tense.
9. The sales manager phoned her …counterpart…………. in another company to renew
the exclusive distribution contract.
10. An agreement was reached after lengthy …negotiations……………

II. Writing
You ordered a copy machine on Friday, March 16, 20XX. It arrived a day early with some
damage. From the notes below, write a letter of complaint to the store manager.

Dear Sir or Madam

I am writing
……………………………………………………………………………………… .

I appreciate your
…………………………………………………………………………………
……………………………………………………………………………………………
……….. .

I trust you will

……………………………………………………………………………. .

I look forward ……………………………………… .

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 Yours ………………

(Name)

Notes:
+ paragraph 1: opening
+ paragraph 2: mentioning: appreciation for early delivery & the reason of complaint:
damage to the front door (the machine works, but the door doesn't close)  enclosing a
Polaroid photo of the door
+ paragraph 3: the demand: replacing the door as soon as possible
+ paragraph 4: closing the letter

III. Listening
PART ONE: Listen to the conversations twice and choose the appropriate answer to each
question
Conversation1: Questions 1 – 2
1. What is broken?
A. The air conditioner C. The telephone
B. The photocopier D. The light
2. When will the repairperson arrive?
A. At noon B. Next week C. Right away D. This
afternoon
Conversation2: Questions 3 – 5
3. Why can’t the man meet with the woman this week?
A. He has to meet with another person. C. He’ll be away on a trip.
B. He needs to rest this week. D. His office won’t be open.
4. What does the woman want to discuss?
A. Conference plansB. A letter C. Money D. A class
5. What time will the woman be at the man’s office?
A. 9:00 B. 10:00 C. 11:00 D. 1:00

PART TWO: Listen to a talk twice and complete the notes.

Silicon Software Solutions – unveiling newest (6) .................... .................... software
+ program: allowing customers to (7) .................... their .................... advertising spending
automatically

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+ user-friendly interface: designed to be easy to learn for new buyers & providing some
more (8) .................... .................... requested by long-term clients
+ free trial offer available exclusively to (9) .................... ....................
+ showing entrance tickets to representatives at our (10) .................... ....................
THE END

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