Английский язык: Практикум по разговорной речи

Камчатский государственный технический университет Кафедра иностранных языков

Т.И. Иваненко

АНГЛИЙСКИЙ ЯЗЫК

ПРАКТИКУМ ПО РАЗГОВОРНОЙ РЕЧИ Рекомендовано Дальневосточным региональным учебно-методическим центром (ДВ РУМЦ) в качестве учебного пособия для студентов специальностей 080507 «Менеджмент организации», 080504 «Государственное и муниципальное управление», 080503 «Антикризисное управление» вузов региона

Петропавловск-Камчатский 2007

УДК 4И(Англ.)(075.8) ББК 81.2Англ. И18 Рецензенты: О.Г. Шевченко, кандидат филологических наук, доцент, профессор кафедры английского языка Камчатского государственного университета им. Витуса Беринга И.В. Доброхотова, генеральный директор ООО РПП «Фон» Иваненко Т.И. И18

Английский язык. Практикум по разговорной речи: Учебное пособие. – Петропавловск-Камчатский: КамчатГТУ, 2007. – 155 с. ISBN 978–5–328–00153–3 Учебное пособие составлено в соответствии с требованиями к обязательному минимуму содержания дисциплины «Английский язык», входящей в основную образовательную программу подготовки специалистов по специальностям 080507 «Менеджмент организации», 080504 «Государственное и муниципальное управление» и 080503 «Антикризисное управление» государственного образовательного стандарта высшего профессионального образования. УДК 4И(Англ.)(075.8) ББК 81.2Англ.

ISBN 978–5–328–00153–3

© КамчатГТУ, 2007 © Иваненко Т.И., 2007

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CONTENTS Введение ............................................................................. 5 Unit 1. Arrival Grammar: Pronoun (Personal pronoun chart, Demonstrative pronouns, Reflexive pronouns) ............................. 6 Unit 2. Making a call Grammar: Prepositions: at, on ..................................................... 12 Unit 3. At the firm Grammar: Present Indefinite ....................................................... 18 Unit 4. Making contact Grammar: General and Special questions ................................... 23 Unit 5. The sales meeting Grammar: Disjunctive sentence .................................................. 28 Unit 6. At the trade fair Grammar: Conditional Sentence I type ....................................... 33 Unit 7. Making a deal Grammar: Modal verbs: Can May Must ..................................... 37 Unit 8. Terms and contracts Grammar: Adjective. Comparative degree .................................. 42 Unit 9. Negotiating Grammar: Troublesome verbs ..................................................... 50 Unit 10. The production meeting Grammar: Passive Voice ............................................................. 56 Unit 11. Visiting the plant Grammar: Modal verbs: May, Could .................................. 63 Unit 12. Schedule and purchasing Grammar: Present Continuous Tense and Present Indefinite Tense ....................................................... 67 Unit 13. Talking about companies Grammar: Conditional sentence II type ...................................... 72 Unit 14. Personnel Grammar: Much and many, little and few, a little and a few ...... 78 Unit 15. Changes in the company Grammar: Past Indefinite and Present Perfect............................. 85 Unit 16. Gender tactics in business Grammar: Possessive case of Nouns ........................................... 89 3

Unit 17. Company meetings Grammar: Adverb. Degrees of comparison ................................. 95 Unit 18. Public relations Grammar: Infinitive and Infinitive Phrases ............................... 102 Unit 19. After hours Grammar: Present Continuous Tense (Future Action) .............. 108 Unit 20. At the restaurant Grammar: Participles I and Participles II .................................. 114 Unit 21. Saying goodbye Grammar: Past Progressive ....................................................... 119 Unit 22. Keeping in touch Grammar: Indirect question ....................................................... 124 Unit 23. Writing to contacts ............................................ 130 Unit 24. Sorting our problems Grammar: Future Indefinite ....................................................... 137 Unit 25. Finding solutions Grammar: Modal verbs: SHOULD, MUST, HAVE TO, COULD ..................................................... 142 Keys ................................................................................... 148 Литература ....................................................................... 156

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Введение Учебное пособие по английскому языку предназначено для студентов экономических факультетов, а также для тех, кто занимается изучением экономических вопросов управления на предприятии, предпринимательства и делопроизводства. Основная цель настоящего пособия – оказание практической помощи студентам, изучающим английский язык с целью применения его в сфере бизнеса и менеджмента. Материал практикума по разговорной речи включает множество деловых ситуаций, что позволяет изучить терминологию, необходимую для эффективного управления персоналом и предприятием, а также ведения бесед, деловых переговоров и заключения контрактов с иностранными партнерами. Практикум по разговорной речи состоит из 25 разделов (Units). Каждый раздел снабжен словарной статьей, грамматическим комментарием, который охватывает практически все наиболее существенные грамматические структуры английского языка, а также большое количество лексических и грамматических упражнений. Виды упражнений довольно разнообразны: это подстановка, создание логических цепочек, перифраз, множественный выбор, перевод с русского на английский и с английского на русский, текстовые задания и др. Система упражнений внутри разделов построена по принципу «от простого к сложному», что позволяет использовать практикум на разных этапах изучения английского языка. Особое внимание уделяется заданию на подбор образных идиоматических соответствий лексическим сочетаниям деловой сферы. Некоторые задания повышенной сложности снабжены ответами, которые представлены в конце пособия. Это дает возможность проконтролировать правильность выполнения заданий и обратить внимание на результаты усвоения материала.

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UNIT 1. ARRIVAL VOCABULARY Arrival – прибытие Pleasure – удовольствие, развлечение A few days – несколько дней A couple of months – пара месяцев, два месяца Nominative case (gram.) – именительный падеж Objective case (gram.) – объектный падеж Possessive case (gram.) – притяжательный падеж Singular (gram.) – единственное число Plural (gram.) – множественное число First person (gram.) – первое лицо Second person (gram.) – второе лицо Third person (gram.) – третье лицо Below – внизу, ниже In the parentheses – в круглых скобках Speaking skills – разговорные навыки Excellent – отличный, превосходный To attend the seminar – посещать семинар To issue annual report – издавать ежегодный отчет To ask for advice – спрашивать совета Bonus – премия, награда, приз To postpone the meeting – откладывать встречу Demonstrative pronoun (gram.) – указательное местоимение To refer to – отсылать к чему-либо, кому-либо At hand – находящийся под рукой, близкий Nearby – близкий, соседний To inspect premises – внимательно осматривать помещения Out of order – в неисправности Fashionable – модный, стильный Current – текущий To deposit –класть в банк, депонировать Reflexive pronoun (gram.) – возвратное местоимение Qualified candidate – компетентный кандидат To underestimate – недооценивать, приуменьшать To have confidence in – иметь веру в 6

Objection – возражение, протест To endorse the check – подтверждать проверку Seriously – серьезно, обоснованно Modest salary – скромное жалованье Single room – номер для одного человека Twin - bedded room – номер с двухъярусной кроватью Checking in – регистрация A reservation – предварительный заказ Accommodations – удобства EXERCISE 1. On the plane Complete the following dialogue using the expressions below. Act out the conversation. Do you speak English? _______________________________ Where are you from? ________________________________ Ah – ha! Is this business or pleasure? ___________________ And how long are you going for? ______________________ Is this your first visit to New York? ____________________ What do you do? I mean, who do you work for? __________ Ah – ha! You know, your English is really very good. _____ No, I mean it. You know, after a few days, when you… EXPRESSIONS Yes, it is, or No, it isn’t. I know New York a little. I’m from Nigeria/France/ect, or I’m Nigerian/French/ect. For a few days/a week, or So/a couple of months. A little. It’s kind of you to say so. 7

I work for …, or I have my own firm. It’s a business trip, or I’m on business. GRAMMAR IN USE Pronoun PERSONAL PRONOUN CHART Person First person Second person Third person

Nominative case Objective case Possessive case Singular Plural Singular Plural Singular Plural Our I We Me Us My mine ours Your Your, You You You You Yours yours Him, His, her Their, He, she, it They her, it Them hers, its Theirs

EXERCISE 2 In the sentences below decide, which of the pronouns shown in the parentheses is correct. 1. When you see Jean, give this package to (her, she). 2. We think (her, hers) speaking skills are excellent. 3. Mr. Olivero wants (you and I, you and me) to attend the seminar. 4. Do you consider (her and him, she and he) to be good actors? 5. When will the company issue (it’s, its) annual report? 6. We should ask (them, they) for advice. 7. The company may give (us, we) a bonus. 8. Which office is (your, yours)? 9. We expected (he, him) to postpone the meeting. 10. The reward should be divided between (you and I, you and me). 8

Demonstrative pronouns The demonstrative pronouns are the singular pronouns this and that and the plural pronouns these and those. This and these are used to refer to things at hand or nearby in distance or time. That and those are used to refer to things father away in distance or time. Example: This is the best year in the company’s history. That was exactly what we wanted to know. These are the most comfortable shoes I have ever owned. Those were the good old days. EXERCISE 3 For each of the following sentences decide, which of the pronouns shown in parentheses should be used. 1. Are (this, these) letters ready to mail? 2. Who inspected (that, those) premises? 3. Perhaps (that, those) model would be better. 4. I think (this, these) machines are out of order. 5. (That, Those ) styles are no longer fashionable. 6. (This, These) prices are current. 7. Is ( this, these) anything you would like to have? 8. (That, Those) news came as no surprise. 9. (This, These) check should be deposited. 10. (This, These) are not the ones we ordered. Reflexive pronouns Reflexive pronouns are formed by adding self or selves to several of the «simple» personal pronouns. First person Singular Plural

Myself Ourselves

Second person Third person Herself, himself, Yourself itself Yourselves Themselves

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EXERCISE 4 Complete each of the following sentences by writing the correct compound personal pronoun in the space provided. 1. Do you consider ___________ to be qualified candidate? 2. Some people underestimate ______________________. 3. Every person must have confidence in ______________. 4. The company accepted the responsibility ____________. 5. I ____________________ have no objection to the plan. 6. We voters must decide for _______________________. 7. Susan, you will need to endorse the check___________. 8. John seems to take _________________ very seriously. 9. Most people consider _______ to be responsible citizens. 10. Mr. Morris, the owner, pays __________ a modest salary. At the hotel 1. Single room 2. Double room 3. Twin-bedded room 4. With shower 5. With bath 6. With toilet 7. Television 8. Early morning call 9. Breakfast at 8 10. Want to pay by credit card EXERCISE 5. Checking in If you have a reservation it is easy! You begin: my name is … I have a reservation. If you don’t have a reservation, you have to ask for a room by saying: My name is Durand. I have a reservation. It’s for three nights. A single room with shower and toilet. Could I have an early morning call, please? The following people all have hotel reservations. What do they say when they check in? Look at a list above and say what accommodations every visitor has. 10

1. 2. 3. 4. 5. 6.

Mr. Okawi Mr. and Mrs. Rossi Mr. and Mrs. Weiss Miss Capulet Mr. Cohen Mr. Ung

3–4 May 7–13 July 12 March 8–9 August 16–19 April 23 Jun

(1, 4, 6) (2, 5, 7) (3, 6, 10) (1, 4, 9) (1, 7, 8) (1,9, 10)

Beyond the dictionary A blind alley – тупиковый вариант A brainwave – блестящая идея Beat to the punch – обскакать, опередить Black money – черный нал (деньги, не облагаемые налогом) Burn one’s fingers – обжечься Brainstorming – мозговая атака Bump up – продвигать по службе EXERCISE 6 Fill in the gaps with the phrases above. During our last … session we tested the effectiveness of an advertisement. Tom thinks the job of motor mechanic is a …, as in ten years’ time all cars may be electronic and computer-driven. By moonlighting a lot of people earn … Jane had a … and very soon she succeeded with her job. He invested a lot of money in the stock market without professional advice and … After five years, she expected they would … her …to vice – president. John was going to apply for the job, but Ted…

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UNIT 2. MAKING A CALL VOCABULARY Directory (phone book) – справочник, телефонная книга To be unlisted (ex-directory) – быть не включенным в список To call information – позвонить в справочную службу To hold the line – занимать линию The line is engaged – линия занята To put through – соединить (по телефону) To be tied up – быть занятым To dial – набирать номер A transfer charge call (a reverse charge call) – разговор по телефону, заказанный за счет вызываемого Message pad – блокнот для записи сообщений Dialing tone – длинный, низкий гудок (сигнал того, что линия свободна) Switchboard – коммутатор Answering machine – автоответчик To leave a message on the machine – оставить сообщение на автоответчике Recording – эвукозапись Immediately – немедленно, непосредственно To follow the model – следовать модели Above – наверху, вверху Unit – устройство, установка, прибор Extension – протяжение, протяженность Invoice – коммерческий счет, счет фактура Suggesting date – предлагаемая дата As soon as possible – как можно быстрее TELEPHONE TERMS The phone book Look up their number in the phone book (or directory). I’ll look up the number in the telephone book (US). The number is ex-directory (UK). The number is unlisted (US). I’ll ring Directory Enquiries for the number (UK). I’ll call information (US). 12

The line He’s on the other line. Would you like to hold the line? The line is engaged (UK). The line is busy (US). The receiver Can I help you? Putting you through. I’m afraid he is not available at the moment (UK). I’m afraid he’s tied up at the moment (US). You’re welcome. Goodbye. The operator Dial 100 for the operator (UK). Dial 0 (zero) for the operator (US). I’d like to make a reverse charge (or transfer charge) call (UK). I’d like to make a collect call (US). A message pad Can I tell him who called? Can I give her a message? Could I take your number? The dial Dial 123 for the correct time (UK). Listen for the dialing tone. All lines to the country you have dialed are engaged. Please try later (UK). Remember If you do not understand, say … «Sorry, I didn’t quite catch that». «Sorry, could you say that again».

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EXERCISE 1 A. Insert the missing word from the information above. a) Look it _____in the directory. b) He’s _____ the other line. c) Listen _____ the dialing tone. d) He’s tied _____. e) Dial 369 _____ the correct time. B. Insert the correct term. UK term US term a) Directory Enquiries _____________ b) reverse charge call _____________ e) ex-directory _____________ EXERCISE 2. Phoning your contact A few common expressions are enough for most telephone conversations. Practice these telephone expressions by completing the following dialogue using the words listed below. Act out the dialogue. Switchboard Cinglomerate Group; can I help you? You Could I ______ _____ Mr Pardee, please? Switchboard Putting you ______. Secretary Hello, Mr Pardee’s ____. ____ I help you? You _____, can you hear me? It’s a _____ line. Could you _______ up, please? Secretary Is that better? Who’s __________, please? You (your name) from ( your company). Secretary Oh, hello. How nice to hear from you again. We haven’t seen you for ages. How are you? You Fine, thanks. Could you _____ me ______ to Mr Pardee, please? Secretary ____ the line a moment. I’ll see if he’s in. I’m sorry, I’m afraid he’s not in the ____ at the ___. Could you give me your ____, and I’ll ask him to ______ you ________? You I’m _______ 347 8621. That’s London. Secretary Would you like to leave any ___ for him? You No, thanks. Just tell him I ________. 14

Secretary You Secretary

Certainly. Nice to hear from you again. I’ll expect him to ___________ me this afternoon, then. Thanks. You’re welcome. Goodbye.

On speak to message bad put through number ring back office through office speak speaking can hello rang hold moment call Note If you do not hear or understand the other person, say: I’m sorry? Or I’m sorry, I don’t understand, could you repeat that, please? It is not polite to say: Please repeat? GRAMMAR IN USE PREPOSITIONS: AT, ON Remember that we say at + time (hour, minutes) Example At 10.45 and on + date, day of the week Example On the 2nd of April, on Monday. (but tomorrow next Monday without on) You read 09:00 09:30 1 p.m./13:00 1.30/13:30 You read 1 Feb 2 Aug 3 Dec 4 Oct 21 Jan

You say at nine o’clock at nine thirty at one o’clock/thirteen hundred hours one thirty/thirteen thirty You say on the first of February on the second of August on the third of December on the fourth of October on the twenty-first of January

Note 7/4/93 = 7 April 1993 (UK) 4 July 1993 (US) 15

EXERCISE 3 Practise saying the following aloud. Example 1930, 18 June 1993 – at nine thirty on the eighteenth of June, nineteen ninety-three. a) b) c) d) e) f) g) h) i) j)

10.15, 25 Sept 2.15, 9 Sept 11.30, 23 Apr 3.30, 31 May 5 p.m., 22 July 20.30, 2 Aug 15.00, 28 Feb 7/11/93 (US) 11/7/93 (UK) 21.30, 6//3/93 (US)

EXERCISE 4. Leaving messages on answering machines When there is no – one in the office many companies use telephone answering machines. People who phone in leave a message on the machine. But even people who have spoken English all their lives can have difficulty speaking to a machine! Here is a simple plan to follow; say (1) who you are; and when you called; (2) who the message is for; (3) what the message is; (4) what action you want; (5) thank you. Example: 1. This is Dieter Oswald, from Vasta. It’s 8 a.m. on Tuesday the 5 th. 2. I have a message for Mr. Rodriguez, in Accounts. 3. The message is: the invoices which he mentioned were paid on 6 July. 4. Can he please call me back on (0287) 34192? 5. Thank you. You hear the telephone answering machine at a company called Eurora. You try many times to contact different people there, but each time you have to leave a message. Practise leaving messages using the notes below. For each call listen to the recording on the answering machine first; then speak 16

immediately after it, without stopping your machine. Use your own name and company and follow the model above. Work in pairs. Ring: Carlos Rodriguez (Accounts). The invoices were paid on 6th July. Ring back if any more questions. Al Kohl (Production). Can we have 200 more units by next Friday? Ring me on extension 98. Alex Martin (Sales). We need 1000 German – Language brochures. Send them by express post. Nicole Hartmann (Marketing). Could we meet in the next two weeks, to discuss products B + C? Telex, suggesting date. Answering machine: This is Eurora. We are sorry that there is no one here to answer your call. If you leave a message, we will be pleased to contact you as soon as possible. Thank you for calling. Please leave your message after the signal. EXERCISE 5. Compose the sentences of the following words: 1. Your manager, finish, at 7, his work, sometimes, does. 2. Born, on, May, I, 1975, 25th, the, was, of. 3. At ,4, be, p.m., of, studying, next, Bell &Co, I, Friday, will, catalogues, the latest. 4. Are, equipment, to, next, going, month, produce, process, they. 5. Our, the, December, at, we, on, 8th, of, office, receive, British, shall, businessmen. Beyond the dictionary Call on the carpet – вызвать на ковер Carry weight – иметь вес Cast-iron – стопроцентная уверенность/ гарантия Cold cash – звонкая монета (наличные деньги) Cut both ways – палка о двух концах, иметь плюсы и минусы Cut-throat – беспощадный; не на жизнь, а на смерть Clue in (on) – ввести в курс дела, просветить 17

EXERCISE 6. Fill in the gaps with the phrases above. Remember that your suggestion that costs should be shared … You will have to pay as well. The assistant manager’s opinions … a lot of … in this office. We gave him half the money in … and wrote a cheque for the rest. No new business comes with a … guarantee of success. His boss … him … for arriving late at work. Could you … me … what happened at our last Board meeting? Our company is faced with … competition.

UNIT 3. AT THE FIRM VOCABULARY Appointment – встреча Receptionist – служащий в приемной (в отеле, у врача и т. п.) Personnel – персонал, кадры (предприятия, учреждения) Chief buyer – основной покупатель To get past – проходить A few suggestions – несколько предложений In advance – до, заблаговременно To have a word – перекинуться парой слов, поговорить To arrange a meeting – устраивать встречу Brief visit – короткий визит To disturb – мешать, тревожить To be available – быть доступным, иметься в распоряжении At a particular time – в определенное время Affirmative (gram.) – утвердительный Interrogative (gram.) – вопросительный A copy of the memo – экземпляр служебной записки Meticulous work – тщательная (щепетильная) работа Сonvention – собрание, съезд To be aware of smth. – быть осведомленным Employee – служащий, работающий по найму Assistance – поддержка, поощрение, содействие 18

To hire – нанимать, приглашать на работу Part-time workers – рабочие на неполный трудовой день Discount – скидка Rapid promotion – скорое продвижение Salary increase – возрастание заработной платы To erode – разрушать, уничтожать Wages – заработок, доход, вознаграждение Indirectly – непрямо, косвенно Majority – большинство To recruit a staff – укомплектовывать штат Foreign policy – внешняя политика Management skills – навыки управления Solely – исключительно, только EXERCISE 1. At reception To explain why you are there, say: I have an appointment with (Miss Rush in Pesonnel). If you want other things too, say: But first, could you tell me (where the toilet is)? Now, at reception, ask for the following people and information. The receptionist say: Can I help you? 1. Miss Jones/Personnel/toilet. 2. Jim Ludd/Accounts/telephone. 3. Mrs. Sindon/Operations/tell me if Mr. East is in. 4. Sam Higgins/Buying Department/the name of the chief buyer. 5. Margaret Conrad/Public Relations/Miss or Mrs.? EXERCISE 2. Getting past the secretary If you make a «cold call» (without an appointment), you could have difficulty in getting past the secretary of the person you want to see. Here are a few suggestions of things you might say to the secretary. 1. I don’t mind waiting until he’s free. 2. I’m sorry, I tried to ring in advance, but I couldn’t get through. 3. Could I have a word with him on the phone? 4. Would you tell him I’m here, please? 5. I’m sure he’d be sorry if we weren’t able to meet. 19

6. I’m only here for a brief visit before I return home. 7. It should only take a few moments. Is he in his office? Which ones would you use in the following dialogue? (There are several possibilities.) You Secretary You Secretary You Secretary You Secretary You Secretary You Secretary You Secretary

I wonder if I might have a word with Mr. Rodgers? I’m afraid he can’t see you without an appointment. ________________________________________ I’m sorry, but I can’t let you see him unless you’ve arranged a meeting. ________________________________________ Sorry, but I have my instructions. ________________________________________ Mr. Rodgers is a very busy man, you know. ________________________________________ He did ask me not to disturb him. ________________________________________ I’m afraid he isn’t available at this moment. ________________________________________ Very well, I’ll tell him you’re here. GRAMMAR IN USE PRESENT INDEFINITE

Present Indefinite is used to talk about something which happens again and again, or say that something happens regularly at a particular time. Use words such as always, often, sometimes, occasionally, and never or phrases such as on Tuesdays or every day. Present Indefinite is formed by using the verb in its basic form. You add -s or -es to the verb in the third person singular. EXERCISE 3. Speak with your classmate and form three forms (Affirmative, Negative, Interrogative) using the models. 20

Model 1 – I finish my work at 5. And what about you? – I don’t finish my work at 5. I finish my work at 6. 1. 2. 3. 4.

I stay at home in the evenings (to go out). I watch television every evening (to read books). We meet customers in the evening (in the morning). Our engineers have lunch at 1 o’clock (at 12).

Model 2 – My friend finishes his work at 5. And what about your friend? – My friend doesn’t finish his work at 5. He finishes his work at 6. 1. 2. lunch). 3. sion). 4.

Our manager stays in the office all day (till 5). Our secretary reads faxes and telexes in the morning (after My friend reads books in the evening (to watch televiOur manager has lunch at one o’clock (at half past one).

Model 3 – I know Mr. Bell comes to the office at 8. – Does he really come to the office at 8? – Yes, he does. 1. 2. 3. 4.

I know Nancy stays in the office after 6. I know Mr. Bell has lunch at 3 every day. I know Susan watches television after 10 in the evening. I know Mr. Lavrov often goes to London.

EXERCISE 4. For each of the following sentences decide, which verb shown in parentheses is correct: 1. I (know, knows) both of them. 2. Everyone (has, have) a copy of the memo. 21

3. He always (do, does) meticulous work. 4. Mr. James (attend, attends) many conventions. 5. Both applicants (has, have) some sales experience. 6. I (am, are, be, is) aware of the problem. 7. Marilyn (try, tries) to help everyone. 8. New employees usually (need, needs) some assistance. 9. A number of companies (hire, hires) part-time workers. 10. Both firms (offers, offer) special discounts. EXERCISE 5. Translate into Russian the sentences and ask one general and some special questions to every sentence. 1. His resume shows rapid promotion and accompanying salary increases. 2. Inflation erodes our real wages. 3. About one American worker in four depends for his job on the activities of government directly or indirectly. 4. Families in which the husband works while his wife stays home are no longer in the majority in the US. 5. So once you have an aim you can collect and organize the information connected with that aim. 6. He recruits a staff of over 100 foreign-policy specialists. 7. The development of management skills does not come about solely by reading books or attending courses. Beyond the dictionary Days are numbered – дни сочтены Dead wood – балласт (ненужный человек, вещь) Dog days – мертвый сезон (о продажах) Down in the dumps/mouth – как в воду опущенный, подавленный Do away – упразднить, отменить, покончить с чем-либо Dress down – отчитать, отругать To die for/be dying for smth. /to do smth. – гореть желанием, сгорать от нетерпения EXERCISE 6. Fill in the gaps with the phrases above. This worker is … and we’ll give him the boot. 22

You haven’t been refused the job yet – don’t look so … ! If she continues to behave like that, her … in this firm … You cannot … with violence by using violence. They were all … to go to Paris. The director … Jim … for being late again. Every winter there’s a week or two of … when sales drop dramatically.

UNIT 4. MAKING CONTACT VOCABULARY To make contact – установить контакт, связь Surname – фамилия To show respect – проявлять уважение Frequently – часто To address – обращаться (к кому-либо) Title – титул, звание To receive the visitor – принимать посетителя Inconvenient – неудобный, стесняющий Same – тот (же) самый, одинаковый, равный To keep waiting – заставлять ждать To be pleased with – быть довольным, получать удовольствие Helpful – внимательный к другим, полезный To spare the time – экономить время Word order – порядок слов Small talk – светский разговор Overseas branch – заграничное отделение Publicity department – отдел рекламы Rapid promotion – стремительное, скорое продвижение Manufacturer – производитель To increase – возрастать, увеличивать(ся), расти Proposition – предложение To lunch – выпускать (товар) на рынок 23

Leading companies – ведущие компании Сompetitive – конкурентный Auditor – ревизор, контролер, аудитор To obtain finance – получить деньги To get down to business – приступить к делу To make a speech – произносить речь Office party – корпоративная вечеринка HOW TO USE PEOPLE’S NAMES Surnames Pleased to meet you, Mrs Rivera. This is polite and shows respect. How do you do, Mr Hammond? It is usual to use surnames at a first meeting. First names Nice to see you, Steve. This is informal and most frequently used with friends. Hi! Pierre, how are you? It is used more easily in the US. Titles Good morning, Doctor Smith. People with a title are usually by their title and their surname. EXERCISE 1. Breaking the ice A. Often the first words are the most difficult. Below are some suggestions for «breaking the ice». Which of the sentences could be said by a visitor and which by the person receiving the visitor? 1. 2. 3. 4. 5. 6. 7.

Sorry I’m a little early. I hope it is not inconvenient. Is the weather the same in your country? Sorry to keep you waiting, I was rather tied up just now. I’m pleased to be here, after a trip like that! Is this your first visit? What do you think of the city? People are very helpful here/ On my way to meet you … Isn’t it cold today? 24

8. You found us without too much difficulty then? 9. It’s good of you to spare the time. 10. It’s kind of you to come all this way. 11. I like your offices. Have you been here long? 12. Did you have a good trip? 13. Would you like a cup of coffee? B. Choose any three suggestions for «breaking the ice» of the list and address it to the person you start speaking. Act a small conversation with you group mate. GRAMMAR IN USE GENERAL AND SPECIAL QUESTIONS To form questions: 1) with to be and to have, change the word order Example Are you busy this month? Have you had some coffee? 2) with all other verbs, use do and did Example Do you smoke? Did you come to last year’s Trade Fair? 3) use question words as phrases like where, who what, when how (long/big) Example What does your company produce? SMALL TALK Before talking about the details of your business, there is usually a period of social conversation (small talk) which can be difficult. A good tactic is to ask questions. There are three reasons for this: people like talking about themselves: it is easier for you to listen: you may learn something useful! EXERCISE 2. Practice asking questions, as small talk, from the following notes: How/get here this evening You/see Edward Gluck often You/been to New York before 25

Your firm/have many overseas branches How big/your department You/worked here long When/you plan to return home Who/in charge of your publicity department International situation/still work here EXERCISE 3. Translate into English these interrogative sentences using words in brackets. 1. Он уехал в командировку вчера? (go on business) 2. Кто в прошлом месяце принял на работу этих специалистов? (recruit) 3. Почему его резюме не содержит сведений о его первом месте работы? (show) 4. Кто воплощает в жизнь государственную политику? (implement) 5. Когда ему позвонил руководитель проекта? (director) 6. Кто владеет основными природными ресурсами страны? (own) 7. Куда он собирается поступать на работу? (apply for) EXERCISE 4. Translate the sentences into Russian. Ask a general and some special questions to every sentence. 1. His resume shows rapid promotion and accompanying salary increases. 2. You are stagnating in your current job. 3. Some months ago investors and some economists began to worry about it. 4. The use of computers as a management tool increases. 5. Some California manufacturers had difficulty obtaining raw materials needed. 6. The leading companies build dominant global positions. 7. These countries had competitive pressures in international trade. 8. A vice-president supported your proposition last year 9. They launch their products every year. 10. The company attracts to the profession only good quality people. 26

EXERCISE 5. If the small talk continues too long, you may want to change the subject to business matters. Here are some ways of doing it. A. With someone you know well: Let’s get down to business. Or Let’s get started. B. With someone you don’t know well: Perhaps we could talk about the subject of our meeting. or Shall we talk about the reason I’m here? Which expressions would you use in the following situations? 1. On a sales visit to a potential customer. 2. At a weekly planning meeting with colleagues. 3. At your first meeting with the new group auditors. 4. At a meeting to obtain finance from a bank. 5. Before making a speech at an office party. Beyond the dictionary Eye-wash/ eyewash – очковтирательство Fall into smb’s lap – свалиться с неба (о неожиданной удаче, приятной неожиданности); плыть в руки Feather one’s nest – набивать карман; греть на чем-либо (наживаться) Fed up to the back teeth – сыт по горло Follow one’s nose – прислушиваться к внутреннему голосу (решать по ходу дела, по ситуации) For all the tea in China – ни за какие коврижки; ни за что на свете Fudge on – увиливать (от ответа) EXERCISE 6. Fill in the gaps with the phrases above. All the time he has been a member of the committee he has been … his own … I will not negotiate it …! The smooth-voiced salesman’s talk was nothing but … When Jane came to live in Colchester she had no trouble getting a job or a flat. Everything just … so far. I’m … with this routine work. I need a challenge. 27

The owner is … the question of an increase in wages. As far as recruitment is concerned, I tend to … . I meet someone for an informal interview and see if I like them.

UNIT 5. THE SALES MEETING VOCABULARY Representative – представитель, делегат, уполномоченный To guess – отгадать, догадаться Probably – вероятно, наверное High-performance microprocessors - микропроцессоры высокой производительности To wonder – интересоваться, удивляться Range – ассортимент Statement – утверждение To be interested in – заинтересоваться чем-то Purchasing – закупка Running costs – текущие расходы Biggest competitors – самые большие конкуренты Seasonal fluctuations – сезонные колебания цен Corporate image – корпоративный образ Needs – потребности Overpriced – завышенный (о цене) To malfunction – не срабатывать, работать неисправно Generally – обычно, как правило Customers – клиенты To complain – жаловаться Immediate present – ближайшее настоящее Rival – соперник, конкурент Up-to-date system – современная система Subsidiary – дочерняя компания 28

To impose import restrictions – налагать ограничения по импорту Consumer – потребитель Obsolete – вышедший из употребления Retail network – розничная сеть To underline – подчеркивать Requirements – требования, испрашиваемые средства Portable – портативный, переносный, передвижной Lightweight – легкий To fit – подходить Palm - ладонь Glossy finish – блестящая полировка Tough – плотный, упругий To stand up – переносить, быть на высоте Current – ток Plug – штепсельная вилка EXERCISE 1. Arranging a meeting Look at this telephone call from the sale representative to a potential new customer. Try to guess the words missing from the conversation. If you cannot guess, select the missing word from the list that follows the dialogue. Act the dialogue. Jackson Gray Jackson Gray

Jackson Gray Jackson

Hello, Jackson … Good morning, Mr. Jackson, this is Mike Gray from Multiscan Industries … Er, yes, what can I __________ for you? Well, as you probably know, we are ___________ a new __________ of high-performance microprocessors. I’m going to be visiting your ________ next week and I wondered if you would be ________ in discussing these new __________ and perhaps having a _____________? M-m-m, yes, I would certainly be interested … Good, would Wednesday morning be _________? Ah, Wednesday is a bit ____________; I’m tied up all day. How about Thursday? 29

Gray Jackson Gray Jackson

Thursday would be fine. Can you let me have an hour or so ____________ in the afternoon? Yes, I think that would be possible. Say, four o’clock? Excellent, well, I’ll look _____________ to seeing you on Thursday then. Goodbye. Goodbye.

Office, interested, do, convenient, models, introducing, sometime, difficult, demonstration, range, forward GRAMMAR IN USE DISJUNCTIVE SENTENCE Another way of asking specific questions is to make a statement and add a question phrase at the end. If the statement is about a situation in general, you use the present simple tense. The question phrases used with the verb to be are isn’t it? isn’t he? isn’t she? aren’t you? aren’t we? aren’t they? Example Your company is interested in export, isn’t it? You are responsible for purchasing, aren’t you? EXERCISE 2. Now complete these questions: 1. Running costs are a problem, ______________________. 2. They are your biggest competitors, __________________. 3. Seasonal fluctuation is a problem, ___________________. 4. Your corporate image is very important, _____________. 5. We are in agreement about your needs, ______________. 6. The 606 is difficult to operate, _____________________. 7. These new components are overpriced, ______________. If the question is about the situation in general, and the verb is not the verb to be, the question phrase is doesn’t it? doesn’t he? doesn’t she? don’t you? don’t we? don’t they? Example The old models sometimes malfunction, don’t they? You generally buy from Exovac, don’t you? 30

EXERCISE 3. Complete these questions: 1. You usually use imported components, ____________. 2. You sometimes have trouble with servicing, ________. 3. They sometimes deliver late, ____________________. 4. Your customers complain about the quality, ________. 5. This product outsells its rivals, __________________. 6. We always deliver on time, _____________________. If you are talking about the immediate present, you use the present continuous tense, with the same question phrase as for the verb to be. Example You are considering a change, aren’t you? They are developing a new system, aren’t they? EXERCISE 4. Complete the sentences. Example (Your subsidiary/ introduce/more up-to-date system …?) Your subsidiary is introducing a more up-to-date system, isn’t it? 1. The government/impose/import restrictions …? ______________________________________ 2. Some of your machines/become/obsolete …? ______________________________________ 3. Consumers/change/their buying habits …? ______________________________________ 4. Your main competitor/cut/his prices …? ______________________________________ 5. You/improve/your retail network …? ______________________________________ 6. We/work/in the same field …? ______________________________________ EXERCISE 5. Discovering needs Look at the text and underline the verbs used by the customer to express his requirement. The first verb to underline is need. Now use the underlined verbs to ask your customer about his needs. Write down your question. 31

Example Do you need a machine that is completely portable? We need a machine that is completely portable, small, lightweight; small enough to fit into the palm of a hand or a coat pocket, but powerful enough to compete with a full – size model. We are looking for something that is visually attractive; either a glossy finish in a bright colour, or matt – black. It’s got to be tough, tough enough to stand up to constant use, and the controls must be covered up or protected. It will have to be adaptable for use in different temperatures and with both batteries and an electrical current supply. As you know, the current varies from country to country so an adaptor plug will have to be supplied. We require a first delivery of about five thousand and want it as soon as possible … Beyond the dictionary Get a foot in the door – сделать первый шаг (на поприще), зацепиться, внедриться (начать работать) Get back on one’s feet – снова встать на ноги, обрести почву под ногами Get into the swing of smth. – войти в курс дела, освоиться Get through – соединиться, дозвониться Give the axe – зарубить план, идею Go far – далеко пойти, пойти в гору (добиться успеха) Go through channels – пройти все инстанции EXERCISE 6. Fill in the gaps with the phrases above. I was quite … things when they transferred me to another department. I know it’s a good company. I just want to … and with any luck I can work my way up. My parents helped me a lot when I lost my job. I’m glad I’m … now. My research project was the first thing to be … when the new boss arrived. He is a very determined young man. I am sure he will … You’ll never get anywhere in this firm unless you… I am trying to call London but I can’t…

32

UNIT 6. AT THE TRADE FAIR VOCABULARY To grant – предоставлять First consignment – первая партия Free of charge – бесплатно Buy-back facility – ответная услуга покупки Advertising costs – расходы на рекламу/рекламную кампанию To promote – содействовать продаже какого-либо товара Conditional sentences (gram.) – условное предложение To hire managers – нанимать менеджеров To exchange documents – обменивать документы Treaty – договор, соглашение Subordinate – подчиненный Competitive – конкурентоспособный To contribute – вносить вклад Beneficial – выгодный, полезный Foreseeable – поддающийся предвидению, предсказуемый To overlook – обозревать, не обращать внимания, не придавать значения To obey the new rules – следовать новым правилам Customers’ needs – потребности покупателей To match the response – подбирать ответ, отклик Fragile – ломкий, хрупкий (о характеристике материалов, из которых изготовлен предмет) Durable – надежный, прочный, крепкий Urgently – срочно Operation costs – расходы по эксплуатации Maintenance – содержание и техническое обслуживание Specifications – характеристики EXERCISE 1. Asking and offering When you offer something to a client or customer, you say: Would you like? Example Would you like a brochure? to meet our representative? me to introduce you to our agent? 33

Your boss will tell you what to say to the customer. You must then say it immediately using Would you like… Practice until you can make the sentences without looking at the book. Example (Offer him a free sample) Would you like a free sample? Boss You Boss You Boss You Boss You Boss You Boss You Boss You

Offer him a free trial _______________________________________ Ask him if he’d like to visit our factory _______________________________________ Offer her a free demonstration tomorrow morning _______________________________________ Offer to send his head office a price list _______________________________________ Ask him if he’d like to discuss performance guarantees ________________________________________ Offer to talk to the local agent about reciprocal trading ________________________________________ Offer him help with staff re-training ________________________________________ GRAMMAR IN USE CONDITIONAL SENTENCE I TYPE

When we are talking about conditions we often use sentences made up of two parts. In one part we use the word if with the present simple tense; in the other part we use the future tense with will. Example If you settle promptly, we will give you a five per cent discount. If you have any problems, our local agent will handle them. EXERCISE 2. Practice making sentences like these from the phrases below. Example (agree to our terms/ arrange free delivery for three months) If you agree to our terms, we will arrange free delivery 34

for three months: 1) pay in hard currency/guarantee no price increase for 18 months; 2) take over 2000 units/grant you a discount; 3) place a regular order/send you the first consignment free of charge; 4) give us all your business/offer you a buy-back facility; 5) share the advertising costs/assist you in promoting the product. EXERCISE 3. Translate the conditional sentences. Analyze the Tense Form of the verbs in both parts of the sentences. 1. I don’t like to go outside the organization to hire managers if I don’t have to. 2. If we put ourselves on such course, we will be truly competitive. 3. If we do our job well, we’ll contribute to the local, national and world economies. 4. If each member of society is free to pursue his selfinterests, a harmonious, beneficial economic order will result. 5. Many investors will be richer if the future is really foreseeable. 6. If the number of things overlooked is small a project will succeed. 7. A safety system will not work if the people don’t understand and obey the new rules. 8. If there is something troubling, I will tell you. EXERCISE 4. Using verbs in brackets translate the sentences into Russian. 1. Если причины этих забастовок не будут устранены (to be eradicated), то их количество будет возрастать и встанет вопрос о самом существовании этого государства (to increase). 2. Если вы будете хорошо относиться к заказчикам (to treat right), то они будут продолжать пользоваться вашими услугами и дальше (to stay with smb.). 3. Если вы не будете достаточно быстро удовлетворять потребности заказчика, не снижая (to lower) при этом качест35

ва, то это сделает конкурент. 4. Россия заявляет, что она не начнет производство (to start producing) этого оружия при условии, что Соединенные Штаты или любая другая страна также не начнет этого делать. 5. Мы оставляем за собой право (to reserve the right) отменить эту программу, если она не сумеет получить необходимых денежных субсидий (grants). 6. Если следующему десятилетию предстоит стать свидетелем (to be to see) роста (a rapid increase in) в области создания и применения новых технологий в бизнесе, будет создан совершенно новый (whole new) язык терминов. EXERCISE 5. Responding to customers’ needs Responding to customers’ requirements and some responses to the salesman. Match the response with the need in each case: We are looking for something that is not too fragile and not too difficult to operate

Our product is very strong and durable and extremely simple to use

Needs 1. We require supplies of these products very urgently. 2. I need some details on paper to show the technical department. 3. We have got to save money on operation costs and save time on maintenance. 4. We are not prepared to pay more than the market price. 5. We want something new! Responses 1. This is the very latest design and incorporates the most up-to-date technology. 2. I think you’ll find that our prices are most competitive. 3. I have all the specifications and technical data right here. 4. It is very economical to run and easy to maintain. 5. No problem. We can guarantee delivery within three 36

weeks. Beyond the dictionary Have a way with words – язык хорошо подвешен Have an inside track – быть в числе приближенных Have designs on smb. – иметь виды на кого-либо/чего-либо Have too many irons in the fire – за все хвататься (делать много дел одновременно), взваливать на себя слишком много High season – разгар сезона Hammer out – выработать, добиться, прийти к решению/соглашению Head off – уклониться, избежать, предотвратить EXERCISE 6. Fill in the gaps with the phrases above. You will have to speak to both groups of men quickly if you want to … a nasty disagreement. They managed to … a solution that would be acceptable to both parties. He has overworked because he simply…. He … my work. I would probably get that job if I could …. Dave ... that his staff does everything he tells them to do. It is hoped that other types of tourism can be developed as an alternative to mass … travel.

UNIT 7. MAKING A DEAL VOCABULARY To make a deal – заключить сделку To fill in the gaps – заполнить пробел To complete the order – выполнять заказ On your behalf – от вашего имени Accounts department – бухгалтерский отдел Invoice – счет, счет-фактура (счет на отправленный товар с указанием краткой спецификации, цены, расходов и 37

других подробностей контракта) Indeed – в самом деле, действительно Regarding – относительно, касательно Service department – подразделение предприятия по обслуживанию производственного процесса (например, по закупкам, ремонту, научным разработкам и т. п.) To look forward to – ожидать с нетерпением Product-range update – обновление данных о наименовании продукции In due course – в свое время, должным образом After-sales service – послепродажное обслуживание Price movements – динамика цен, колебание цен In the meantime – тем временем, между тем On a regular basis – на регулярной основе To demand – требовать, потребовать To express obligation – выражать обязательство To ask for permission – спрашивать разрешение To purchase extra copies – закупать дополнительные экземпляры At half price – за половину цены Nowadays – в наши дни, теперь, в наше время To gather – собирать Considerable evidence – важное подтверждение To fire – увольнять Unfair advantage – незаслуженное преимущество Improvement – улучшение, усовершенствование To confine – ограничивать To adjust to the new circumstances – приспосабливаться к новым обстоятельствам (условиям) EXERCISE 1. Future relations Look at the conversation between Mr. Dipak and Mr. Savage and fill in the gaps with the phrases listed below. Dipak Savage

Well, that tales care of the financial details. Yes, I think so, I’ll complete the order form on your behalf and our accounts department will send 38

Dipak Savage

Dipak Savag

Dipak Savage

1) 2) 3) 4) 5) 6) 7) 8)

a pro forma invoice __________ __________. Well, I think that’s everything; it’s been an interesting meeting … Yes, indeed. Now, regarding _________________ __________, I’ll arrange for our service department to contact your technical people to agree a timetable for inspection and maintenance visits. Will you be coming to see us yourself? Well, I expect to be visiting your company __________ __________, but __________ __________, I’ll make sure our local agent calls in __________ _________. We will send you a ________ – ________ ________ and details of any ________ _________ direct from head office. Fine, fine … Well, it’s been a pleasure doing business with you and I look forward to seeing you again __________ __________.

product-range update; in due course; after-sales service; price movements; from time to time; in the meantime; in the very near future; on a regular basis.

EXERCISE 2. In other words Look at the phrases used in Exercise 1. Below are explanations of these phrases. Match the explanation to the phrase. Very soon Follow – up maintenance, replacement or repairs Every week or every month or every three months, etc. Now and again While we are waiting Price increases or cuts Changes in the products available 39

At the proper time GRAMMAR IN USE MODAL VERBS: CAN MAY MUST Modals have some meanings. If you want to demand that something happens, or that someone does something (=to express obligation), use MUST. Example I must write a letter to Mr. Blake now If you want to give or ask for permission, use CAN or MAY. MAY is more polite or formal than CAN. Example I can’t make an appointment with Mr. Green now. Customers may purchase extra copies at half price. EXERCISE 3. Ask and answer using the modals: can, may, must. Use the models. Model 1 – Can you write a letter to Dunn &Co. now? – I’ve already written it. Prompts: to invite the businessmen to the conference room; to study the catalogues for office equipment; to show Mr. Blake our quotation; to call the manager of Dunn & Co; to tell the Director about the talks with Blake & Co; to fax the contract to Johnson and Co. Model 2 – Must you make an appointment with Mr. Green? – Yes, I must. Prompts: to study foreign languages; to go to the office every day; to have talks in English; to look through the post every month, to help your wife at home. EXERCISE 4. Translate the sentences using the modal verbs. Ask a general question and some special questions to every sentence. 1. A manager nowadays must gather considerable evidence 40

in support of firing someone. 2. In any group some members may try to take unfair advantage of others. 3. You can’t have improvement without invention. 4. It’s clear the scandal may not be confined to Italy’s borders. 5. I think we can discuss business now. 6. We must allow the worker to choose the form of organization that expresses their views. 7. The recruiter must speak to a number of students who do not fit the profile of the company. 8. Both large and small firms may adjust to the new circumstances if they are to survive. 9. I believe we can reach the agreement. 10. People in the company can find information easily. EXERCISE 5. Translate into English using verbs in brackets. Use modal verbs. 1. Неправильно информированные работники могут распространять ошибочную информацию (misinformed employees; to spread). 2. Профессиональный менеджер должен осознать, что редко проблема имеет одно единственное правильное решение (the professional manager; to come to realize); (there is; seldom). 3. Эту систему можно легко применить к другому банку (system; to be applied). 4. Существуют некоторые решения, принятие которых руководитель не может делегировать никому другому; он должен принимать их самостоятельно (the top man, to delegate to; he, to make). 5. Мы можем согласиться с вашим предложением (to agree to). 6. Я должен показать каталоги нашему директору (to show the catalogues) 7. Мы не можем поставить моторы заказчику в августе, так как наш товар пользуется большим спросом и у нас очень много 41

заказов от различных фирм (to deliver; to be in great demand). Beyond the dictionary If the worst comes to the worst – на худой конец, в худшем случае In a body – всем скопом, как один; все вместе, одновременно In one’s element – как рыба в воде; в своей стихии In one’s prime – в расцвете сил/лет In the know – в курсе (осведомленный) In the pink – в прекрасной форме In the thick – в гуще событий, в курсе дела It’s a pound to penny – даю голову на отсечение EXERCISE 6. Fill in the gaps with the phrases above. … that he’ll lose his money if he invests it in the X – company. When you are … of action, you don’t always have time to think. He is … when he is organizing something. I could work long hours when I was … I wasn’t well last week, but I’m back…, I’m pleased to say. … and your business fail, you can always sell your house. People … tell me that she has got the job. The workers went … to see their employer.

UNIT 8. TERMS AND CONTRACTS VOCABULARY Сonfident – уверенный (в успехе) To reach agreement – достигнуть взаимного согласия To get on – делать успехи, преуспевать Cautious – осторожный, осмотрительный, предусмот42

рительный Reasonable – разумный, благоразумный Appropriate – подходящий, соответствующий Attitude – позиция, отношение To justify – подтверждать, доказывать To account for – давать отчет, объяснять, нести ответственность High charge – высокая цена Long delivery period – длительный период доставки To increase the rate – увеличить ставку, расценку To shorten delivery – сокращать длительность поставки To do one's best – сделать все от себя зависящее To maintain – поддерживать, удерживать, сохранять Instructions – указания To suggestion a compromise – предлагать компромисс Opportunity – благоприятный случай, стечение обстоятельств, возможность Supplier – поставщик Installation – установка Major operation – «большая» операция Short deadline – предельный срок, дедлайн (окончания какой-либо работы, завершения проекта и т. п.) To re-schedule – перепланировать, назначить на другое число Comparative form (gram.) – сравнительная форма One-syllable word (gram.) – односложное слово Output – производительность To implement – выполнять, осуществлять, обеспечивать выполнение, приводить в исполнение Distribution network – распределительная сеть To miniaturize – уменьшать Quart – кварта (единица объема, применяемая в некоторых странах; в Великобритании 1 кварта = 1/4 галлона = 2 пинты = 1,136 л; в США 1 кварта = 0,946 л для жидкостей и 1,101 л для сыпучих тел) To manufacture – производить, выделывать, изготовлять Litigation – тяжба, судебный процесс 43

Binding – связывание (действие), соединение, обязательный Out of court – не подлежащий обсуждению, бесспорный Breach – разрыв (отношений),брешь, пролом, повреждение To comply with – соблюдать правило To abide by – действовать в соответствии с чем-либо Both parties – обе стороны Clause – пункт , статья договорного документа Dispute – диспут, дискуссия NEGOTIATION ON TERMS Below are the stages of a negotiation and some expressions which you may find useful at this stage. Conversation (1) I’m sure/confident we can reach agreement (optimistic). I’m sure there’s room for negotiation. We have a lot to discuss. Let’s see how we get on. (cautious). Presenting your position (2) This is our position. This is how we see it. We think the following is reasonable/appropriate. Our approach is this. Questioning the other’s position (3) How do you / explain your attitude? / Justify …? Account for…? Arrive at…? Why do you want …? Why such a/ high charge? /long delivery period?/low discount? Refusing to accept (4) I’m sorry, I can’t accept 2%. You’ll have to do better than that, I’m afraid. I’m afraid it’s not enough. 44

Other firms offer more than 2%. Refusing to move (5) I’m afraid I can’t agree to that/increase the rate/lower the price/shorten delivery. We’ve done our best for you. We have to maintain a policy. I have my instructions. Suggestion a compromise (6) May I make a suggestion? If you … then we may be able to … We may be able to … but only if you … Unless you … there is no question of our being able to … Reaching agreement (7) Let’s gust go through the terms. Let’s summarize the conditions. EXERCISE 1. Your turn to negotiate! Now you have the opportunity to negotiate delivery periods for machines you have ordered with the supplier. When the supplier stops talking you should speak in turn until an agreement is reached. The information above will help you. Supplier Well, let’s get started. You know, with this delivery problem. I’m sure there’s room for negotiation. You (1: cautious) Supplier Right, well this is how we see it. We can deliver the first machine in ten weeks, and install it four weeks after that. You (3: long delivery period) Supplier Well, these are in fact the usual periods. It’s pretty normal in this kind of operation. Did you expect we could deliver any quicker? You (2: 6 weeks maximum delivery; 4 weeks installation) Supplier I see what you mean, but that would be very difficult. You see we have a lot of orders to handle at 45

You Supplier

You Supplier

You Supplier

You Supplier

present, and moving just one of these machines is a major operation. Look, if I can promise you a delivery in eight weeks, does that help? (4: too late) Ah – ha! Well, look … er … You want the machine in six weeks. Now that is really a very short deadline in this business. You said that you couldn’t take it any later, but couldn’t your engineers find a way to re-schedule just a little, say another week? (5: refuse) Well, you really are asking us for something that is very difficult. I’ve already offered you seven weeks. I’ll have to consult with my colleagues and come back to you, but I can’t see what we can do. (6: if deliver in 6 weeks perhaps talk about further order) Well, on that basis I suppose we might be able to look at some kind of arrangement. In fact, if you can promise another order I think we could accept your terms. (7: 6 weeks delivery; 4 weeks installation; decision on next order by 26th of this month) Exactly. If you could confirm this in writing I … GRAMMAR IN USE

ADJECTIVE. COMPARATIVE DEGREE Comparative forms are made as follows: a) one-syllable words, add -er Example smaller, faster b) two-syllable words ending in y or e and er Example simpler, easier c) other two-syllable or longer words use more Example more careful, more dangerous EXERCISE 2. Use the comparative form ( with the verb to be if necessary) to complete these sentences. Example Handbuilt 46

units are cheaper but automation is more efficient. 1. With the new system, output ________ (high) and costs ________ (low). 2. The conventional machines ________ (economical) but the new one ________ (fast). 3. I think this scheduling plan _____ (good), but it ________ (difficult) to implement. 4. Our latest product ________ (light), ________ (strong), and ________ (attractive). 5. We are trying to make our distribution network ________ (up-to-date) and ________ (efficient). 6. Robots make material handling ________ (easy). 7. The miniaturized elements are getting ________ (small) and ________ (small). 8. The new machine tools are not only ________ (sensitive) but ________ (safe) and ________ (clean). 9. Although our traditional products ________ (expensive) they are still ________ (popular with customers). 10. The workers ________ (happy) in the ________ (light), ________ (spacious) production shed. EXERCISE 3. Translate into English using the right form of the adjective that will correctly complete the sentence. 1. Первая задача гораздо легче, чем вторая (far easy). 2. Самый широкий ассортимент материалов и товаров производится в Великобритании (wide). 3. Более дешевые авиабилеты привели к более интенсивному использованию этого вида транспорта (low; heavy traffic). 4. Чем выше должность менеджера, тем больше информации он имеет. 5. Более качественное корпоративное управление имеет прямое отношение (be correlated with) к более высоким доходам (good; high). 6. На большей территории страны сейчас наблюдается самая засушливая за последние 50 лет весна (dry). 7. Чем крупнее становится его компания, тем труднее управлять (big; hard). 47

EXERCISE 4. In the following sentences underline the correct form of adjective: 1. Which is the (larger, largest) store in the city? 2. How much (farther, further) do we have to drive? 3. We owe (less, littler) than they do. 4. The company did (gooder, better) last year than it did this year. 5. Your report is (completer, more complete, more nearly complete) than ours. 6. A quart is a (less, lesser) amount than a liter. 7. This package weighs the (littlest, least) of all that I have handled today. 8. Which of those two machines is (new, newer)? 9. Margaret is the (friendliest, most friendliest) person in the office. 10. This is the (most recent, more recent) model we have manufactured. EXERCISE 5. Understanding contracts The words below are often used in connection with contracts. Use some of them to complete the sentences which follow. You may need to put certain words in the plural. Use a dictionary to help you. terminate condition povide for litigation cause binding arbitration out of court section compromise breach term agreement party comply with 48

abide by 1. A contract is an ________drawn up between two ________. It is divided into _______, ________, and __________. 2. The contract ___________ ____________ any problems between the two parties. The conditions of the contract are _________ on both parties. If one party does not _________ ___________ the clauses, this is called a __________ of contract. 3. In the case of a dispute, many contracts provide for _________, but in some cases the dispute results in _________. Most parties reach a ____________ without going to court, and the dispute is settled __________ _________ ________. 4. Some contracts are for a fixed period, or ___________; also, there are ways in which the parties can end, or __________, the contract. Beyond the dictionary Keen competition – жесткая конкуренция Keen a low profile – держаться в тени, не высовываться Keep one’s ear to the ground – держать ушки на макушке; держать руку на пульсе событий, отслеживать информацию Keep one’s head above water – держаться на плаву Know smth. inside out – знать как свои пять пальцев (предмет) Knowtow – заискивать Kick back – дать взятку за выгодный контракт Knuckle under – плясать под чью-либо дудку; подчиниться EXERCISE 6. Fill in the gaps with the phrases above. I have a company that deals in arms. In business, … We are not making a lot of money in the shop, but we are … My boss expects me to … to him all the time. We only won the contract because we agreed to … 5% of the profit to the man who got us the job. Though we confront really … here, we are much better than our rival businesses. Why don’t you ask Mike? He … the system … We all had to … the director’s order. The boss is angry with me, so I’m trying to … and not attract his attention for a week or so. 49

UNIT 9. NEGOTIATING VOCABULARY Negotiator – лицо, ведущее переговоры, сторона в переговорах To upgrade – наращивать вычислительные возможности (о компьютере) To quote – назначать цену на товары или услуги Supplier – поставщик To submit – представлять на рассмотрение, предлагать Manuscript – рукопись Signature – подпись Completion – завершение, окончание, заключение To accept offer – принимать предложение Rival publisher – конкурирующий издатель Pottery – керамика, керамические изделия Pot – горшок, кружка Policy – линия поведения, установка To insist on – настойчиво утверждать, настаивать на чем-либо To complain – жаловаться (на что-либо), выражать недовольство (чем-либо) Cash flow – движение денежной наличности To extend the credit period – продлевать период кредита To threaten – грозить, угрожать At least – по крайней мере, по меньшей мере Ridiculous – нелепый, смехотворный, смешной Demand – официальное требование, официальный запрос Flexible – покладистый, сговорчивый, уступчивый To punch on the nose – ударять в нос/по носу To calm down – успокаивать(ся) To deal with – иметь дело с кем-либо, обсуждать что-либо To intimidate – пугать, запугивать, устрашать (кого-либо) To find out – разузнать, выяснить To owe – владеть, обладать A concession – уступка, соглашение 50

To concede – уступать право, отказываться от права Exaggerate the value – преувеличивать ценность To minimize the value – сводить к минимуму ценность To carry out – проводить, принимать (законопроект и т. п.) Remarks – замечания по делу To cancel – отменять, аннулировать Lay idle – быть без употребления, быть неиспользованным Falsehood – ложь, неправда, обман To ascend – подниматься, восходить Test. ARE YOU A GOOD NEGOTIATOR? EXERCISE 1. Choose one of the suggested options. 1. You have decided to upgrade your computer system and have been quoted a list price of $4,000 by a supplier. How much discount will you try to get? a) none; b) 15%; c) 35% or more. 2. A publisher has agreed to publish your book «How to be a Better Manager». You have asked for 75,000 euros on signature of the contract and another 75,000 euros when you submit the manuscript. They are only prepared to offer you 50,000 on signature and 75,000 on completion of the manuscript. What do you do? a) accept their offer; b)offer an alternative proposal; c) threaten to go to a rival publisher. 3. You are in Belize and want to buy some Mayan pottery to give friends on your return. You see some vases you would like to buy. The ones you want are priced at $20 each. You want four. What do you say? a) Here’s $80 then; b) I’d like four pots but I need a good discount; c) I’ll give you $50 for four pots. 4. You are in a store buying an oven. The one you have chosen is £600. You ask the salesman for a discount but he tells you it is not the store’s policy as their prices are already lower than any51

where else. Do you: a) accept what he says as probably true? b) insist on a discount or free credit for one year? c) complain to the manager about his attitude? 5. An overseas firm owes you $ 150,000. The finance Manager explains that the company is having cash flow problems and needs more time to pay. Do you: a) extend the credit period by another three months; b) ask for part payment on condition that they make another order; c) threaten to take them to court. Now look at the answers to see how you got on. Mostly a’s You’re not making much of an effort, are you? If you don’t at least try to negotiate, you’ll get nowhere – he people you are dealing with aren’t going to give anything away if they don’t have to! Mostly b’s You’re not aggressive and you don’t make ridiculous demands, so you can consider yourself an extremely good negotiator. Remember always to be flexible and to keep an eye open for every possible opportunity. Mostly c’s Do you like being punched on the nose? You had better calm down and start being realistic now or you might as well give up. You’ll only succeed if you’re extremely lucky or in the unlikely event that people you deal with are easily intimidated! EXERCISE 2. Ten rules for negotiating Dr Ed Zap is holding a two-day seminar on negotiating techniques. At the end of the first morning he gives the group his ten rules for negotiating. Here they are. Ten rules for negotiating 1. Find out how many points are to be negotiated. 2. Start from an extreme position. 52

3. Assume the other person owes you a concession. 4. Don’t concede without exchange. 5. Don’t give what you can sell. 6. Exaggerate the value of your concessions; minimize the value of the other person’s. 7. If they insist on ‘principle’, expect a concession in return. 8. Only threaten what you are prepared to carry out. 9. Don’t show disrespect to the other person. 10. If you’re happy with the result, don’t shout «I’ve won!» Read Dr Zap’s rules and then look at the remarks in a list A. These remarks are not good for negotiating. Instead, use phrases from list B. Which one would you use in each case? Example Instead of You see? I knew I’d win! Say I think we can agree on these terms. a) You see? I knew I’d win! b) I know what you want to discuss, so let’s start. c) I can reduce the price. Does that help?

1) If you increase the order, then we may be able to reduce the price. 2) very well, but if you can’t give discounts, I’m sure you can extend … 3) If you can’t accept this, I may have to reconsider my position. 4) I think we can agree on these terms. 5) I’m afraid that will not be possible

d) Delivery? That’s no problem; no extra charge. e) It’s against your policy to give discounts? OK. f) What a ridiculous idea! Don’t 6) May we go through the be stupid. points to be discussed before we begin? g) Another half per cent? Yes, 7) Half a per cent is very small that’s a very generous offer amount. you’re making. h) This is my final offer. If you 8) Delivery? Well it may be 53

refuse, I’ll cancel everything. possible but only if … GRAMMAR IN USE TROUBLESOME VERBS Lie and Lay The verb lie is often used to mean «to rest» or «to recline». Its past forms are: lay, lain Example The factory lay idle for two years. It can be used to mean «to tell a falsehood» Example She never lies about anything. The verb lay means «to put» or «to place». Its past forms are: laid, laid Example Jim always lays papers on the floor. EXERCISE 3. For each of the following sentences, decide which verb shown in parentheses is correct: 1. Please (lay, lie) the package over there. 2. Why would they (lay, lie) to us? 3. Perhaps you should (lay, lie) down for a while. 4. The folders were (laying, lying) on your desk. 5. I should have (laid, lied) the keys on her desk. 6. I don’t think the witness were (laying, lying). 7. She always (lies, lays) things on the windowsill. Sit and Set The verb sit means «to rest» or «to seat one’s self». Its past forms: are sat, sat. Example Frances sometimes sits with us. The verb set has many different meanings, such as «to place something somewhere» or «to establish something». Its past forms are: set, set. Example He has set a new deadline. EXERCISE 4. For each of the following sentences decide, which verb shown in parentheses is correct: 1. We usually (set, sit) next to them. 2. I (sat, set) and waited for them. 3. They can achieve the goals they have (sat, set). 54

4. 5. 6. 7.

The jeweler (sat, set) a small diamond for her. Do you know where they will be (setting, sitting)? We have (sat, set) with them many times. She usually (sets, sits) near the exit.

Rise and Raise The verb rise means «to ascend», «to increase», or «to get up». Its past forms are: rose, risen. Example Some costs rise suddenly. The verb raise has such meanings as «to lift», «to grow» and «to increase in amount». Its past forms are: raised, raised. Example No one raises the subject of salaries. EXERCISE 5. For each of the following sentences decide, which verb shown in parentheses is correct: 1. Have the annual dues (raised, risen)? 2. The sun (raises, rises) earlier in the summertime. 3. She often (raises, rises) interesting questions. 4. Some stores have (raised, risen) their prices. 5. We (raised, rose) nearly a thousand dollars for charity. 6. How much has the temperature (raised, risen)? 7. Some of the costs are not (raising, rising). Beyond the dictionary Land one one’s feet – быть везунчиком, плыть в руки; отделаться легким испугом Leave smb. high and dry – оставить ни с чем (в затруднительном положении) Leak out – просочиться (об информации) Let the grass grow under one’s feet – ждать у моря погоды Like a bull in a china shop – как слон в посудной лавке Like nothing on earth – как с другой планеты (бесподобно, неподражаемо) Look the other way – закрыть глаза, не обращать внимания EXERCISE 6. Fill in the gaps with the phrases above. The news of his appointment … before it was officially made 55

known… He was a bad diplomat, because he tended to approach vital and delicate negotiations … The company went bankrupt but the following year it was destructed and … The managing Director is not a man who … when there are decisions to be made. The new car models look … this year. They’re not really entitled to a discount but the sales manager decided to… The stock market crash … with debts of over $2000,000.

UNIT 10. THE PRODUCTION MEETING VOCABULARY Activity – деятельность, активность To stick – застопориться (о каком-либо деле), поставить в тупик Interruption – перерыв, приостановка Properly – должным образом, как следует To suffer – страдать, претерпевать Disagreement – выражение несогласия, различие, несходство To stay away – не приходить, не являться, избегать (чего-либо) To compose – сочинять, писать Past participle (gram.) – причастие прошедшего времени Dispatch – выдача (предприятию) заказа на изготовление продукции, получение сообщения о завершении производства Peeling – чистка кожуры Chopping – нарезка Labeling – этикетирование, клейка этикеток, маркировка Steaming – обработка паром Raw material – сырье Regularly – регулярно, постоянно 56

To dispose of the scrap – избавляться от отходов To assemble – собирать(ся) By hand – вручную, ручным способом Frequently – часто To subsidize – субсидировать, финансировать Crops – зерновые (о культурах) Craftsman – квалифицированный рабочий, специалист Sophisticated – сложный, усовершенствованный (о приборе) To invert – перевертывать, переворачивать To turn over – заводить, переворачивать To introduce the cartridge – вставлять картридж Switch setting – фиксатор переключения Dial – циферблат, круговая шкала Alarm – сигнал тревоги To put in – вставлять To put back – передвигать назад To punch in – вбивать, загонять внутрь Remove the lid – перемещать крышку Production activities PROCESSES – We’ve had a … Bottleneck (too many things stuck in the system) Stoppage (the system has to stop) Shutdown (the system or factory has to close)

Hiccup (temporary interruption) Glitch (small problem)

MACHINES – The machines are … Out of order (not work-

Suffering from wear and tear (damage from use) Obsolete/outdated (oldfashioned)

ing) Out of commission (not usable at the moment) Down (not functioning at the moment) 57

PRODUCTS – The product is … Damaged (broken, bent, etc) Flawed (not perfect) Substandard (not as good as usual)

Defective (not working properly, faulty) PEOPLE – We have suffered from …

PEOPLE – We have suffered from… Strikes (workers refusing to work) Go –slows (working too slowly) Disputes (disagreements with bosses)

Absenteeism (workers staying away from work)

EXERCISE 1. Choose any 6 new words that are above and compose the sentences with them. GRAMMAR IN USE PASSIVE VOICE The passive is usually used when the object of an action, and the action itself, are more important than who is doing it. Example The potatoes are grown on our farms (not Our farmers grow the potatoes). The passive is often used in describing processes. To form the passive use the verb to be + past participle. Example The passive is formed in this way. EXERCISE 2. Talking about processes A. The words listed below are steps in the production process of a potato supplier. Read them. Washing Dispatching Peeling 58

Chopping Growing Sorting Canning Labeling Freeze-drying Steaming B. Practice the words describing the process. Well, the potatoes are grown on our farms and brought to the production plant here. First of all we peel them, then we wash them. Next we sort the, and grade them (according to size and weight). The acceptable potatoes are then steamed, chopped and freeze-dried. After that the granules go to the canning department: the cans are filled and vacuum-sealed. We next send the cans to be labeled and packaged, then dispatch them to distribution centers. C. Complete the following description of the process, using the passive voice. The potatoes are _________ on our farms and __________ here to our new production plant. Firstly they are __________, next they are __________, and after that they ___________ __________, __________ and ________. Once they are «cooked» they ________ _________ and __________ – ___________. Following that granules are _________ and ________ – ________. Finally the cans are _________, ________ and ___________. EXERCISE 3 A. Change the following sentences to the passive form. Example: We export the goods to Asia. The goods are exported to Asia. 1. The company manufactures the goods in England. 2. They transport the raw materials by rail. 3. He inspects the parts regularly. 4. They dispose of the scrap immediately. 5. The workers assemble the instruments on the shop floor. 6. They package the finished products by hand. 59

7. We repair the machine tools frequently. PASSIVE VOICE To make a passive sentence in the simple past tense we use the past tense of the verb to be with the past participle. Example The goods were exported to Asia. B. Now write the sentences in Exercise 2A in the past tense. a) _______________________________________________ b) _______________________________________________ c) _______________________________________________ d) _______________________________________________ e) _______________________________________________ f) _______________________________________________ g) _______________________________________________ h) _______________________________________________ Who does what? Sometimes we use the passive form with the word by, to show who or what performs the action. Example The government subsidizes the production centre (active). The production centre is subsidized by government (passive). EXERCISE 4. Change the sentences into the passive form with by. Example: Farmers grow crops. Crops are grown by farmers. 1. Lasers weld the microcomponents. 2. Robots assemble the plants. 3. Time-and-motion experts monitor efficiency. 4. Craftsmen hand-build our traditional products. 5. Skilled workers operate the more sophisticated tools. EXERCISE 5. Explaining instructions А. Look at these instructions. The operator has difficulty understanding the terms, so the supplier’s representative «translates» the terms into more conversational English. Try to match each difficult term with its conversational translation. Example: Invert the terminal block means Turn over the 60

terminal block. a) Connect the device to the power source. b) Place the laser-camera in the portable container provided. c) Replace the cover. d) Introduce the cartridge. e) Ensure that the alarm system is fully operational. f) Insert the electronic key. g) Remove the unit from the protective packaging. h) Withdraw the card from the slot. i) Re-set the dial to zero. j) Enter the code number on the keyboard. k) Select the appropriate switch setting. 1. Turn the dial back to «0». 2. Make sure the alarm is working properly. 3. Put in the electronic key. 4. Put the cartridge in. 5. Put the cover back. 6. Take the card out. 7. Unpack the unit. 8. Plug in the apparatus. 9. Put the camera in its carrying-case. 10. Punch in the code. 11. Choose the right setting. B. Looking above imagine that you are near the representative giving instruction to the operator. If he does not understand you, you must put the situation into different words. Representative Operator You Representative Operator You Representative Operator

Insert the punch-card I don’t follow. __________________ Remove the lid. I’m not with you. __________________ Ensure that the power is on. I’m not clear about that. 61

You Representative Operator You Representative Operator You

__________________ Replace the lid. I don’t understand. __________________ Withdraw the punch-card. Sorry? __________________

Beyond the dictionary Make a beeline for – прямым ходом направиться Make an all-out effort – выкладываться до конца, вывернуться наизнанку Mark time – топтаться на месте, тянуть время Mind one’s own business – не совать нос в чужие дела, заниматься своими делами. Mind one’s p’s and q’s – проявлять осторожность, соблюдать церемонии Money for jam – легкие деньги Make for – способствовать, помогать EXERCISE 6. Fill in the gaps with the phrases above. They pay me very highly just to give them advice on exporting to Eastern Europe – it’s… We were just … until we received our instructions. When our bus got to the hotel, some of the businessmen … for the bar. A little more friendliness from one’s colleagues would certainly … a better working climate. Leave me out of it, I’m … Matron’s not very keen on a man for this job, so you’d better … if you want to keep it. In my job, I have to … every day.

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UNIT 11. VISITING THE PLANT VOCABULARY To ask permission – спрашивать позволения Warehouse – товарный склад Petrochemical production – нефтехимическое производство Supervisor – надзиратель, контролер To make a note – делать заметки Entries – записи Loading bay – отсек для погрузки Recycling unit – устройство для переработки Crystallization – кристаллизация Tool room – монтажная, слесарная Separation process – процесс сортировки Stoppage – засорение, прекращение работы To take round – показывать Certainly – конечно, естественно Right away – сразу, тотчас же, немедленно Polite – вежливый, любезный, учтивый Production line – поточная линия Dispatch – отправка, отправление, отсылка Chief Engeneer – главный инженер Schedule – график, программа, план (работы) Cooling unit – устройство охлаждения Control room – диспетчерская, аппаратная (помещение, в котором идет работа, обеспечивающая согласованную деятельность отдельных звеньев и служб производства) Host – принимающая сторона (при переговорах) Warehouse – товарный склад To inspect – проводить инспекцию, внимательно осматривать Refinery unit – очистительная установка Managing director – директор-распорядитель, управляющий, главный менеджер, финансовый директор Supplier – поставщик To match phrases – согласовать фразы Explanation – истолкование, разъяснение 63

Competitor – конкурент, противник, соперник Out of line with – несоответствующий Increase – разрастание, расширение, увеличение Over the top – чрезмерный, непомерный, необоснованный GRAMMAR IN USE MODAL VERBS: MAY, COULD When you ask permission to do something, start your questions with May I …? Example May I see the warehouse? When you want someone else to do something, start your question with Could you …? Example Could you show me the computer? EXERCISE 1. Making requests Mr. Olsen is visiting the petrochemical production centre of Magnochem; the production supervisor, Mr. Pettit, is showing him around. Mr. Olsen has made a note of some of the things he wants to do. Look at the entries below and ask Mr. Pettit’s permission using May I …? Example (visit/loading bay). May I visit the loading bay? 1) visit (recycling unit); 2) talk (plant manager); 3) Look round (crystallization plant); 4) see (product samples); 5) examine (new pumps). EXERCISE 2 Mr. Olsen has also made a note of some things he would like Mr. Pettit to do. Turn the notes into requests, using Could you …? Example (toolroom/show me). Could you show me the tool room? 6) computer-room-show me; 7) inspection system-describe; 64

8) separation process-explain; 9) meeting production director-arrange; 10) stoppage area-take me round. If the answer to a request is YES, you can say Certainly! With pleasure! Of course! Right away! If the answer is NO, you must be polite! I’m afraid that is not possible. I’m afraid Mrs. Kennedy is not available. EXERCISE 3. Practice replying using the phrases above. Visitor Could you show me the production line? You (Yes!) Visitor May I visit the dispatch department? You (Yes!) Visitor Could you arrange a meeting with the Chief Engineer? You (No!) Visitor May I see your production schedules? You (Yes!) Visitor May I go inside the cooling unit? You (No!) Visitor Could you tell me where the toilets are? You (Yes!) Visitor Could I bring a group of people to visit the plant? You (No!) EXERCISE 4 1. Ask permission to (1) visit the control room (2) inspect some samples. 2. Ask your host to (1) show you round the warehouse (2) inspect some samples. 3. If your visitor asks to see the refinery unit how would you tell him (1) yes (2) no? 4. Your visitor asks to see the managing director. How do you tell him «no»? EXERCISE 5. Buyers and suppliers. 65

Can you match these phrases with the explanations below? a) I’m sorry, but these b) We’re only passing on the prices are still out of line increases which we have to pay. with your competitors’ prices. c) But these prices are d) Sorry, but we can’t cut them any further. over the top. 1) 2) 3) 4)

excessive high; reduce; transferring to the customer; higher than.

Beyond the dictionary Monkey business – темные делишки Move with the times – идти в ногу со временем, не отставать от жизни Mark up – накрутить цену (установить торговую наценку) Move heaven and earth – пустить в ход все (приложить все усилия); горы свернуть Make the grade – преуспеть; добиться успеха Make a clean breast of smth. – выложить начистоту Make out – заполнить (документ), выписать (накладную, счет) EXERCISE 6. Fill in the gaps with the phrases above. He seems to be involved in some … or other. Corporations … prices 1, 000 per cent in order, they say, to pay for research. I don’t really like using a computer, but you have to …, I suppose. He … to get them to agree to this plan. Every year we have hundreds of young musicians wishing to join the orchestra, but only a few … I was forced to … the whole affair. Mr Smith gave the clerk in the store some money and the clerk … a receipt.

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UNIT 12. SCHEDULE AND PURCHASING VOCABULARY Purchasing – закупка, обеспечение, снабжение Capacity – мощность, нагрузка, производительность Efficiency – продуктивность, производительность, коэффициент полезного действия To utilize – утилизировать, использовать, употреблять To adopt – принимать на вооружение, выдвигать, выбирать Currently – теперь, в настоящее время, ныне Occasionally – иногда, изредка, время от времени, порой Overload – перегрузка Sequence – последовательность, следование Sales department – отдел сбыта, коммерческий отдел Priority – преимущество, порядок срочности, очередность Welding machine – сварочный аппарат To malfunction – не срабатывать, работать неисправно To stagnate – застаиваться, быть бездеятельным, инертным Average – средний To undergo – подвергаться (чему-либо), испытывать, переносить To move backwards – двигаться в обратном направлении Whereby – посредством чего, при помощи чего Commodities – предмет потребления, товар, продукт для продажи, удобство, преимущество Public Relations – связи с общественностью Newsletter – информационный бюллетень (торговой фирмы) Figures – цифровые данные, количественные данные Throughput – пропускная способность, производительность (установки) Shift – (рабочая) смена Utilization – использование, употребление, утилизация Supervision – надзор, наблюдение, контроль Maintenance costs – расходы по хозяйственно-техническому обслуживанию Nevertheless – все же, все-таки, тем не менее 67

Previous – предыдущий, предшествующий GRAMMAR IN USE PRESENT CONTINUOUS TENSE AND PRESENT INDEFINITE TENSE To talk about something that generally happens, we use the present simple tense. When we talk about something that is happening now, or in the real present, we use the present continuous tense. We make this tense with the verb to be and the -ing form of the main verb. Example We generally run at 88% of our capacity, but at the moment we are running at 91%. EXERCISE 1. Talking about schedules. Complete the following sentences with the correct tenses: 1) We never __________ 100% efficiency, but this month we __________ for 98% (get/aim). 2) Although we generally __________ good results, we __________ with a new loading system (get/experiment). 3) At the moment we ________ to balance the plant load, although we always __________ some machines (try/under-utilize). 4) Because we constantly __________ from stoppages, we __________ a completely new system (suffer/adopt). 5) Our experts __________ currently __________ the efficiency of the machines that we most often __________ (measure/rely on). 6) We occasionally __________ problems with overloads, so this month we __________ the job sequence (have/change). 7) At present the sales department __________ a list of priorities for the jobs we __________ regularly (prepare/perform). 8) The machines rarely __________, but the welding machine __________ __________ today (malfunction/malfunction). 9) We usually _________ 1,000 units per week, but this month we __________ 6% more (manufacture/produce). EXERCISE 2. Translate the sentences using Present Tense of 68

both groups: Indefinite and Continues. 1. В настоящее время мы переживаем спад (experience). 2. Потребление чая в мире увеличивается от полутора до двух процентов в год (increase). 3. Зарубежные компании инвестируют предприятия Китая регулярно (invest enterprises). 4. Мы являемся свидетелями (наблюдаем за изменениями в поведении потребителей (see)). 5. Каждый год он подает заявление на вакантное место и его принимают (to have spotted). 6. Сейчас он получает особенно хорошие результаты с помощью этой методики (have results). 7. Мы заключаем договор и подписываем контракт (sign the contract). EXERCISE 3. Translate the sentences into Russian. Analyze the predicate. 1. In Britain tourism is now supporting about 1.4 million jobs. 2. We are now coming to realize that every event in some way effects everything else. 3. You feel you are stagnating in your current job. 4. They are really having problems. 5. The Internet is enabling a new way of life that I call «the Web lifestyle» 6. The gap between Britain’s «big earners» and workers on average pay is widening. 7. The organization structure in today’s factory is still undergoing change. 8. Sales are flattering after two years of strong growth. 9. We are still feeling a little nervous after last year’s stock market performance. 10. While other European countries are progressing Britain is moving backwards. EXERCISE 4. Talking about purchasing The Purchasing Manager is talking about his job. Try to match the underlined words and phrases with the ex69

planations below. Sometimes we operate a sole supplier contract (1) whereby we use only one supplier for a fixed period. Generally, however, we prefer to use a large number of suppliers (2) from our approved suppliers’ list. We usually place single orders at a negotiated price (3), but sometimes we get involved in advance orders at a fixed price (4) for certain commodities. Apart from ordering, I have to put out orders for tender (5), arrange reciprocal trading (6) and maintain our own company’s reputation (7) in the marketplace. a) b) c) d) e) f) g)

multiple sourcing; standing; return contracts; buying forward/speculative buying; spot orders; single sourcing; encourage competitive bids.

EXERCISE 5. The department’s performance A. Mr. Vennonen, the company’s Public Relations Assistant, is interviewing the Production Supervisor for an article on productivity for the company newsletter. Read the text. Text Well, I can give you a few figures which may help you – for example, we run our machines at 150 hours per week at a throughput of 44 units per hour. On average we produce 355 finished articles per shift. So weekly output is over 6,500 units. Our machine utilization is very good – an average of 86,5%, that is, 9% better than the average for last year. Every month we have supervision and maintenance costs of about £68,000. Nevertheless, last month we had a profit of £ 104,000 which is 6.3% up on the previous month. B. Mr. Vennonen’s boss, the company Public Relations Offic70

er, is asking questions about production. Look at Mr. Vennonen’s notes and answer his boss’ questions. Just give the figures. Example You hear: What’s their throughput per hour? You say: Forty-four units. P R Boss OK, tell me; how many articles do they produce per shift? You ___________ P R Boss How many a week is that? You ___________ P R Boss I see, what is their machine utilization? You ___________ P R Boss M-m-m OK, what is the weekly machine running time? You ___________ P R Boss What was their profit last month? You ____________ P R Boss What sort of increase does that represent over the month before? You ____________ P R Boss I see, now about monthly production costs; what is the average total? You ____________ P R Boss Good, and finally, how high are their monthly supervision and maintenance costs? You ____________ P R Boss Fine. Thank you. Beyond the dictionary Not have the heart to say smth. – язык не поворачивается сказать, духу не хватает Nourish/nurse a viper in one’s bosom – пригреть змею на груди Nose about/around – вынюхивать, разнюхивать, выискивать Off the top of one’s head – сходу, сразу (без подготовки) On cloud nine – на седьмом небе (от счастья) On the dot – минута в минуту, тютелька в тютельку 71

Opt for – предпочитать, выбирать EXERCISE 6. Fill in the gaps with the phrases above. Quite a few engineering graduates finally … a career in teaching. What’s he … here for? He has nothing to do with our department. When asked what the company’s profits were, he said he could only give them some figures … I … him he hasn’t any hope of getting the job. The first customers arrived … of 9 a.m. She has been … ever since she was offered the job in Rotterdam. Betrayed by her son at last month’s Board of Directors meeting, Lady Brookes realized that 26 years she had ….

UNIT 13. TALKING ABOUT COMPANIES VOCABULARY Charity – благотворительная организация To relieve – помогать, оказывать помощь Poverty – бедность, нищета, нужда Advance – передовой, продвинутый Benefits – льготы, услуги, суммарные выгоды, привилегии Concession – концессионный договор, концессия (договор на сдачу государством предприятий или участков земли) To make a profit – получать прибыль Cooperative – кооператив, кооперативное общество Enterprise – промышленное предприятие (фабрика, завод) State administration – правительство штата Holding company – компания, владеющая контрольными пакетами акций других компаний, компания-держатель, компания-учредитель, холдинговая компания Limited company – товарищество, общество, компания с ограниченной ответственностью Shareholder – акционер, пайщик 72

Liability – платежное обязательство, ответственность Minority interest – миноритарный (неконтрольный) пакет (акций), участие в капитале компании, не составляющее контрольного пакета (обычно менее 50%) Multinational – многонациональный, имеющий предприятия, офисы в разных странах Offshore company – офшорная компания Tax haven – укрытие от налогов Taxation – обложение налогом, налогообложение, взимание налога Parent company – материнская компания (контролирующая одну или несколько неконсолидированных дочерних компаний через контрольный пакет акций) Publicly available – общедоступный, находящийся в свободном доступе Friendly – товарищеский Society – общество, объединение, организация Sobsidiary (affiliate) – филиал, отделение Wallet – бумажник To imagine – воображать, представлять себе To apply for – обращаться с просьбой, заявлением (особенно в письменной форме, for – за чем-либо) Probably – вероятно, наверное To offend – обижать, оскорблять, раздражать Torefuse – отказывать(ся), отвергать Disappointed – разочарованный, разочаровавшийся, огорченный To explain – объяснять,разъяснять Promotion – продвижение по службе, повышение в звании, стимулирование Training scheme – программа тренировки (кадров) Transfer – перевод (по службе), перемещение Competitive – соперничающий, конкурентный, конкурентоспособный Generous – щедрый, великодушный, обильный Profit-sharing scheme – план участия служащих в прибылях компании 73

Allowance – денежное пособие, денежное содержание Pension scheme – пенсионный план, система пенсионного обеспечения (конкретная программа, по которой работодатель, а иногда также и работник, периодически перечисляет средства на специальный счет, средства с которого под управлением пенсионного фонда инвестируются в различные активы, а впоследствии направляются на выплаты пенсий данному работнику ) Relocation expenses – расходы по перемене места жительства EXERCISE 1. What sort of company is it? There are many types of business organization and the different terms can be confusing. Read both columns below. The lefthand column gives various types of organization and the other column contains short description of each organization. Cover the Type column, and from the description name the type of organization. Finally, cover the Description column, and try to describe each organization listed. Charity

An organization to relieve poverty, advance religion or education, etc; benefits from some financial concessions An organization operating to make a profit

Company (UK) Corporation (US) A democratic firm owned by its workers Cooperative A new commercial activity For example Enterprise How’s your new enterprise? Also in some company names; for example, Smiths’ Enterprises (enterprise = firm) An organization which is part of the state Government administration agency A firm, usually without commercial activity, Holding created to be parent to other companies company A firm where shareholders’ liability is liLimited mited company Company in which another firm has less Minority 74

interest Multinational Nationalized company Offshore company Operation

Parent company Private company Public company Partnership Society Sobsidiary (affiliate)

than a 50% interest An organization operating in several countries A company owned by the state A firm based in a tax haven to avoid higher taxation A general word for a company, usually a small one, part of a large group. It also means activity; for example, our commercial operation A company which owns another A company whose shares are not publicly available A company whose shares are publicly available Two or more partners working together for profit, without limited liability A friendly association of people; for example, a sports society (society = firm) Firm owned by a parent company

GRAMMAR IN USE CONDITIONAL SENTENCE II TYPE( IF I DID… ) Ann says: If I found a wallet in the street, I’d take it to the police. Ann is not thinking about a real possibility, but she is imagining the situation and doesn’t expect to find a wallet in the street. So she says: If I found …, I’d (= I would) … Example Sarra has decided not to apply for the job. She isn’t really qualified for it, so she probably wouldn’t get it if she applied. 75

EXERCISE 2. Put the verb into the correct form. 1. They would be rather offended if I … to see them (not/go). 2. If I was offered the job, I think I … it (take). 3. I’m sure Amy will lend you the money. I‘d be very surprised if she … (refuse). 4. A lot of people would be out of work if the factory … (close down). 5. Mark and Carol are expecting us. They would be disappointed if we … (not/come). 6. I’m sure Sue … if you explained the situation to her (understand). 7. If I sold my car, I … much money for it (not get). 8. What would happen if I … that red button (press)? EXERCISE 3. Translate the sentences into English. 1. Всем бы было очень удобно, если бы мы перенесли встречу на понедельник. 2. Если бы это зависело от нас, мы бы начали работу немедленно. 3. Они бы приняли эту партию станков, если бы были удовлетворены сегодняшними испытаниями. 4. Он бы помог мне завтра, если бы у него не было переговоров. 5. Если бы они согласились на наши условия, мы могли бы сразу заключить контракт. 6. Я бы изменила свои планы завтра, если бы это зависело от меня. 7. Секретарь не сделала бы таких глупых ошибок, если бы была более внимательна. 8. Если бы управляющий был на месте сейчас, он бы смог вас принять. 9. Если бы мне нужна была виза, я бы отправил телекс фирме. 10. На вашем месте я бы не откладывал это на следующую неделю. 76

EXERCISE 4. Answer the questions in the way shown. A: Shall we catch the 10.30 train? B: No (arrive/too early). If we caught the 10/30 train, we’d arrive too early. A: Is Sally going to apply for the job? B: No (not to go to New York/without money). If ………… A: Let’s tell them the truth. B: (not/believe us). If………………… A: Why don’t we invite Bill to the party? B: No (have to invite his friends too). If……………. EXERCISE 5. Working for the company? А. At dinner you meet an old friend of yours, who now works for ABS. He tells you what it is like working for that organization. Read and translate the text. What’s it like? I’m quite happy. There are good promotion prospects if you are interested. And there’s a very good training scheme. At the moment – did I tell you? – I’m considering a transfer to another division. But I’ll tell you about that in a minute. Apart from that … Well, salaries are quite competitive; there’s a generous profit – sharing scheme too. There’s also a five – week holiday allowance, whish is better than a lot of firms. What else is there to say? A company car, of course. Quite a good pension scheme. That’s it. The only thing I wasn’t happy about was the fact that when I started the job, the relocation expenses weren’t very generous; you know, buying a new house, moving the family, all that sort of things costs money. I thought that … B. Complete the following: 1. There are good promotion ________________________ 2. Salaries are quite _______________________________ 3. There’s a five-week _____________________________ 4. What benefits in kind (non-cash advantages) does your friend receive? 5. What kind of move is your friend considering? 77

Beyond the dictionary On the skids – обреченный на провал/гибель One’s heart isn’t in it – душа не лежит Once and for all – раз и навсегда On the square – чист как стеклышко, абсолютно честен On ice – в кармане On a shoestring – «тощий» бюджет, на копейки/на гроши Off the cuff – экспромтом, спонтанно EXERCISE 6. Fill in the gaps with the phrases above. Fill in the gaps with the phrases above. The contract is … We’re just going to check all the details. He should try to find another job because his … simply … his work at all. Her remarks were …, but very sensible. Not many successful businessmen can claim to have always acted … I’m telling you … No, I will lend you another $50. Their business had been … for months; their latest report of big profits looked suspicious. The restaurant is run …, so we can’t afford to take on any more staff.

UNIT 14. PERSONNEL VOCABULARY Personnel – персонал, кадры (предприятия, учреждения) Employee – служащий, работающий по найму Headhunter – охотник за профессионалами (об агенте или агентстве по найму) Track record – достижение (в какой-либо области), стаж (работы), послужной список 78

Movers and shakers – сильные мира сего Name of the game – суть дела, цель Executive – должностное лицо, руководитель, администратор (какого-либо учреждения) Top of the firm – глава фирмы, высшая ступень Senior – вышестоящий, главный To hire – нанимать, предоставлять работу, приглашать на работу Uncountable – бессчетный, бесчисленный, неисчислимый Amount – количество Crowded – переполненный, битком набитый Decision – решение (сделать что-либо) Individual responsibility – индивидуальная ответственность Teamwork – коллективная работа, согласованная работа Initial training – начальное обучение Job security – гарантия занятости, обеспеченность работой (состояние, при котором работник уверен, что его работа у данного работодателя носит долгосрочный характер, что его должность не будет ликвидирована по сокращению штатов и т. д.) Sociable – коммуникабельный, контактный, общительный Keen – увлеченный, сильно желающий (чего-либо), стремящийся (к чему-либо) Although – хотя, несмотря на то, что Things you hear about employees and place they work. The headhunters are looking for managers with handson experience and an excellent track record. Where I work, a couple of years in sales is the inside track. Young Linda is a high-flier now. In a couple of years she will be one of the movers and shakers. In our organization success is the name of the game! 79

Top management here prefer to leave the numbercrunching to young executives on the way up. EXERCISE 1. Can you match the expressions above with their meaning below? Example The fast way to make progress = the inside track. a) The fast way to make progress. b) Making important calculations. c) The dynamic people who make things happen. d) Moving up towards the top of the firm. e) An ambitious person whose results are excellent. f) Practical and direct knowledge of heir job. g) The small number of senior people who run the organization. h) Very good past performance. i) Outside agencies who hire people for companies. j) The main aim of the firm. GRAMMAR IN USE MUCH AND MANY, LITTLE AND FEW, A LITTLE AND A FEW Use much and little with uncountable nouns. Examples Much time, much luck; little energy, little money. Use many and few with plural nouns Examples Many friends, many people; few cards, few books. Use much/many especially in negative sentences and questions/ Example We didn’t spend much time. Use a lot (of) in positive sentences. Example He goes out a lot. A little = some, a small amount. Example Let’s go and have a drink. We’ve got a little time before the train leaves. A few = some, a small number. Example «How many apples do you have?» 80

«A few» EXERCISE 2. In some of these sentences much is incorrect or unnatural. Change much to many or a lot (of) where necessary. Put «Right» if the sentence is correct. 1. We didn’t spend much money. Right. 2. Sue drinks much tea. A lot of 3. Jim always puts much salt on his food.________ 4. We’ll have to hurry. We haven’t got much time._______ 5. Did it cost much to repair the car? _______ 6. It cost much to repair the car. _______ 7. I don’t know much people in this town. _______ 8. I use the phone much at work. _______ 9. They’ve got so much money they don’t know what to do with it. _______ EXERCISE 3. Put in much, many, few or little. 1. He isn’t very popular. He has _______ friends. 2. Ann is very busy these days. She has ________ free time. 3. Did you take ___ photographs when you were on holiday? 4. I’m not very busy today. I haven’t got _________ to do. 5. Most of the town is modern. There are _________ old buildings. 6. The museum was very crowded. There were too ________ people. 7. Most of the town is modern. There are ____ old buildings. 8. The weather has been very dry recently. We’ve had _____ rain. EXERCISE 4. Some of these sentences need A. Put in a where necessary. Put «RIGHT» if the sentence is already complete. 1. She’s lucky. She has few problems. RIGHT. 2. Things are not going so well for her. She has few problems. A few problems. 3. Can you lend me few dollars?__________ 4. I can’t give you a decision yet. I need little time to think.________ 5. There was little traffic, so the journey didn’t take very 81

long.___________ 6. It was a surprise that he won the match. Few people expected him to win.__________ 7. I don’t know much Spanish – only few words._________ EXERCISE 5. Opportunities for the staff A. This table shows a summary of what three banks offer new graduate members of staff. Look at the table and read the example sentences. ADVANTAGES Salary Individual responsibility Teamwork Initial training Social club Business travel Weekend working Exams Job security

£25,000

LONDON BANK £26,000

No Yes 1 year Yes All over Europe

Yes No 6 months No None

Yes No None No To UK

No Yes Low

Sometimes Yes Low

Regularly No High

EURO BANK

NY CORP £30,000

Example Alain wants to travel and is very sociable. He doesn’t want to take any more exams. He is very keen to take real responsibility very soon. He has got a new job with Euro Bank. Will he be happy in his new job? Although Alain will like the business traveling and the social club at Euro Bank, he won’t like the initial training and exams. OR Alain will like the business traveling and social club at Euro Bank but not the initial training and exams. OR Alain will like the business traveling and social club at Euro Bank. However, he won’t like the initial training and exams. B. Make similar sentences about other people. Imagine these people yourself. 82

Beyond the dictionary Part of the furniture – примелькаться, перестать замечать (о людях, вещах) Pick to pieces – разнести в пух и прах (критиковать) Pigeon-hole/pigeonhole – отложить в долгий ящик Pick up the tab – взять на себя расходы Pigs may/might fly – после дождичка в четверг, никогда Pin one’s hope/faith on smb. – возлагать надежды Pay smb. off – избавиться, спровадить EXERCISE 6. Fill in the gaps with the phrases above. It’s discouraging because every time I show him a bit of work I’ve done, he … it … Don’t … your … on Tom. He is not dependable. The company … for the annual picnic. His plan was … We decided to pay the reporter his wages and … him … at once. Sure he’ll pay for the drinks – and … After twenty years in the firm, Julia had become …, and younger executives were promoted while she remained at the same job.

UNIT 15. CHANGES IN THE COMPANY VOCABULARY To mention – упоминать, ссылаться на Increasingly – все больше и больше, в большей степени, в большей мере Steadily – постоянно, неизменно, стабильно To double – удваиваться To increase – возрастать, увеличиваться, расти, усиливаться To pioneer – быть пионером, первооткрывателем Company performance – производительность компании 83

Contrast – различие, отличие To concentrate – сосредоточивать(ся), фокусировать(ся) Whereas – тогда как, несмотря на, принимая во внимание, поскольку While – пока, в то время как, несмотря на, тогда как To declare redundancies – объявлять о сокращении штатов (увольнение из-за отсутствия работы, излишка рабочей силы или неспособности нанимателя выплачивать заработную плату) To take on – принимать на службу, брать (на работу) Growth – развитие, рост, увеличение To make profits – получать прибыль, извлекать прибыль Liquidity problems – проблемы ликвидности Market share – доля на рынке, доля участия, удельный вес компании в обороте рынка, удельный вес товара в обороте рынка To launch new products – запускать новую продукцию Capital investment – оценка капитальных инвестиций расходов, связанных с приобретением или возведением объектов основных средств, и доходов, которые может принести использование данных объектов, с целью выбора наиболее прибыльного варианта вложения средств Workforce morale – состояние рабочей силы Sound – устойчивый, стабильный, прочный Reliable investment – надежное инвестирование Secure – уверенный, гарантированный Heavy losses – большие убытки Overdraft – превышение кредита (в банке) To fold up – прекратить существование To be wound up – ликвидироваться (для предприятия и т. п.) Overseas operations – заморские операции Gross National Product (GNP) – валовой национальный продукт Growth rate – темп роста Rate of inflation – уровень инфляции, темп инфляции Utilities – коммунальные предприятия; предприятия, компании и корпорации, занятые оказанием коммунальных услуг 84

(водоснабжением, канализацией, электроснабжением и т. п.). Accessibility – доступность, общедоступность Labour – труд, рабочая сила, рабочие Amenities – комфортабельность, коммунальные удобства Expatriate – эмигрант, беженец, экспатриант Antitrust laws – антитрестовские законы, антимонопольное законодательство, законы, направленные на поощрение свободной конкуренции и борьбу с монополистической деятельностью и сговорами в области ценообразования Profit margin – размер прибыли Corporation Tax – корпоративный налог, налог на корпорации, налог на прибыль корпорации, т. е. налог, уплачиваемый с прибыли корпорации (в отличие от подоходного налога, взимаемого с ее акционеров) Tax incentives – налоговые льготы (стимулирующие капиталовложения) Accelerated depreciation – ускоренная амортизация, ускоренное начисление износа (метод начисления износа, принимаемый для целей налогообложения, который предполагает более быстрое списание стоимости по сравнению с прямым способом амортизации в течение первых лет использования актива и более медленное – в течение последних лет) Duties – налоги, пошлины, гербовый сборы Tariffs – тарифы, налоги, пошлины GRAMMAR IN USE PAST INDEFINITE AND PRESENT PERFECT Past Indefinite Tense If you want to say about action occurred in the past, use Past Indefinite Tense. To make a simple past add -ed to the end of the verb or change the verb in some other way. Use at midnight, on Tuesday, in 1992, yesterday and last year. Example He thought that I ordered those supplies. Instead of giving an exact time or date, you can use ago. Example Five years ago we had only ten employees. 85

Present Perfect Tense If you talk about the present situation, and mention the time or date when it began, use since. Example Turnover has doubled since 1991. If you want to say how long a present situation has continued (without mentioning when it began), use for. Example Turnover has risen every year for 11 years. EXERCISE 1 Your colleague’s English is not too good, and in his presentation he makes a lot of mistakes. You, of course, know better! How would you complete the following statements about his company? a) Our turnover was only $0,4 million ten years _______. _______. b) Five years _______, 18% of our sales were to Europe. c) Our staff has been increasingly steadily ______ 1988. d) Turnover has nearly doubled ______ 1990. e) Turnover has increased every year _______ eleven years. f) Our sales to Europe have increased by 7% _______ 1988. EXERCISE 2. Translate into English the sentences and ask one general and some special questions to every sentence. 1. I have not heard from him since he left. 2. He has been out of work for a long time. 3. This company has pioneered in this technology since 1937. 4. I haven’t had a letter from Mary since Christmas. 5. I’ve known him for a long time. 6. He has studied English since 1990. 7. He has been in electronics for most of his life. EXERCISE 3. Translate the sentences into English. 1. Фирма отправила запрос на прошлой неделе. 2. Вчера он не уехал в командировку. 3. В прошлом году администрация не уволила ни одного 86

работника. 4. Эта компания рассматривала возможность принятия участия в аукционе в 1978 г. 5. В прошлом месяце корпорация прекратила платить налоги и нанимать на работу людей. 6. Дела в этой компании продолжали ухудшаться, и на прошлой неделе она обанкротилась. 7. Во вторник консультанты высказывались за то, чтобы сократить менеджеров среднего уровня. EXERCISE 4. Company performance Contrasts (comparisons which concentrate on the differences between two things) are made using whereas or while. Example Minitex is taking on more staff whereas, while Cassandra is declaring redundancies. A. Now contrast the fortunes of the two companies, using the information below. MINITEX is taking on more staff is enjoying steady growth is making profits is in credit and has no liquidity problems has an increased market share is launching new products enjoys high productivity has a capital investment programme has good workforce morale is highly competitive seems a sound and reliable investment has a secure future

CASSANDRA is declaring redundancies has a falling turnover is making heavy losses has an overdraft and cash-flow problems has a reduced market share has a limited product range is inefficient in production cannot afford new investment suffers from industrial unrest is no longer competitive seems a high-risk investment may soon collapse/go bankrupt

B. When you have finished, cover one column with a piece of paper and try to remember the opposite expressions in the other 87

column. EXERCISE 5. New operations abroad In this exercise we look at some of the factors which are important when considering a new overseas operation. Look at some factors which are important when considering a new overseas operation. Your colleague at the meeting ask you some questions that are below. Each question starts with What about …? or What do we know about …? Begin your answer with So far as I know … I’m told that … and I understand that … Economic aspects Gross National Product (GNP)? Growth rate? Development plans? Stability of currency? Rate of inflation?

Geographical aspects Transport infrastructure? Utilities (water, electricity, etc.)? Accessibility? Cost of land?

Labour aspects Skilled labour? Local management? Labour laws? Social security? Amenities for expatriates?

Capital aspects Cost of local capital? Availability? Insurance and banking? Laws about local participation?

Business aspects Insurance from home country? Antitrust laws? Permitted profit margins? Corruption?

Taxation aspects Corporation Tax? Tax incentives? Tax holidays? Accelerated depreciation? Duties and tariffs?

Political aspects Political stability? Possibility of nationalization? Beyond the dictionary Pile it on thick – переборщить (о критике, похвале); преувеличить 88

Pinch money/pennies – трястись над каждой копейкой Plain sailing – идти как по маслу Play ball with – иметь дело с кем-либо, сотрудничать Play for time – тянуть резину, время Pack it in – завязать, бросить (перестать делать) Pan out – выгореть, получиться EXERCISE 6. Fill in the gaps with the phrases above. Things didn’t …too well. Once we have got the money, it will be… … – tell them we need more information from them before we can make a decision. John gave a good talk at the conference, but Dawson was … when he spoke of «an unforgettable experience». I tried to get him to help but he wouldn’t … There’s no need … now that you’re working full-time. She didn’t like her new job at all and was thinking of…

UNIT 16. GENDER TACTICS IN BUSINESS VOCABULARY Gender – пол Tactics – тактика Approach – подход Exception – исключение, отклонение от нормы Generalization – обобщение, общее правило Including – включая, в том числе Sex – пол Competitive – соревновательный, состязательный Confrontational – конфронтационный Collaborative – общий, объединенный, совместный Goodwill – доброжелательность, благосклонность, добрая воля (по отношению к кому-либо), готовность сделать что-либо To tackle – энергично, с усердием браться, приниматься 89

(за что-либо), набрасываться (на какое-либо дело) To go to the heart of smth. – схватывать суть Secondary considerations – вторичные признаки (патентоспособности) Preference – предпочтение, преимущество Challenging – стимулирующий, побуждающий, манящий, требующий напряжения, испытывающий (способности, стойкость) To sit cross-legged – сидеть, положив ногу на ногу Apart – врозь, порознь Gestures – жестикуляция, телодвижения Forceful – убедительный (о речи, стиле и т. п.), могущественный, влиятельный, яростный To bang a fist – нанести удар кулаком To encourage – ободрять, поощрять, поддерживать Contribution – вклад (в науку и т. п.), сотрудничество Masculine – мужской, присущий или принадлежащий мужчине (об одежде, поступке, привычках и т. п.) Staff problems – проблемы служебного персонала Confrontational style – конфронтационный стиль To ignore – игнорировать, пренебрегать, не придавать значения Self-promotion – самостимулирование Cruel – жестокий, жестокосердный, безжалостный Victim – жертва Hurtful – пагубный, наносящий ущерб Caveat – разъяснение, толкование, пояснение (чтобы предупредить неверное истолкование или понимание) Empowerment – доверенность, полномочие Managing by consensus – управление достижением единодушия, согласия Witness’s testimony – показание свидетеля To omit – пропускать, не включать Possessive sign (gram.) – знак притяжательного падежа Manual – руководство, наставление, справочник Administrative assistant – офисный работник (обобщающее название для секретарей, офис-менеджеров, админист90

раторов и т. п.) Column – раздел (в газете, журнале), колонка (обзор постоянного корреспондента) EXERCISE 1. Gender approaches Read the text and see if the writer’s ideas are the same as yours. Discuss it with your group mates. Text Men and women do things differently. There are, of course, exceptions to every generalization, including this one. Cristina Stuart is a managing director of Speakeasy Training, a consultancy that runs courses for men and women working together. Here she describes a few key differences between the sexes in the workplace. 1. Working together The male approach to business is competitive, direct and confrontational. The end justifies the means (1). Personal status and a focus on the individual are important. The female method is collaborative. Collective action and responsibility are more important than personal achievement. Lateral thinking (2), as well as goodwill and the well-being of the individual, are also of great importance. 2. Tackling problems The male approach is to go to the heart of the problem, without taking into account secondary considerations. The female preference is to look at various options. 3. Body language Male body language tends to be challenging. Female body language tends towards self-protection. A stereotypical female pose is sitting cross-legged; the male sits with legs apart to give an impression that he is in control. Male behavior can include forceful gestures for example banging a fist on the desk for effect. The female style does not usually include aggressive gestures. 4. Language The male way of speaking does not encourage discussion. 91

Women tend to welcome others’ opinions and contributions more. 5. Conversation Men like to talk about their personal experiences and achievements or discuss ‘masculine’ topics such as cars or sport. Women tend to talk about staff problems and personal matters. 6. Meetings If a woman does not copy the male confrontational style, she is often ignored. 7. Self-promotion Men find it easy to tell about their successes. Women tend to share or pass on the credit for a success. 8. Humour Men’s humour can be cruel – a man’s joke usually has a victim. Female humour is less hurtful. A woman often jokes against herself. 9. Caveat Many men have a female style of working. Equally many women have a male approach. As Ms Stuart says many of the current management theorems – flatter organizations (3), empowerment, managing by consensus (4) – have a female style to them. Notes 1. It does not matter what methods you use; success is the only important thing. 2. Thinking in a creative way, making unusual connections. 3. Organizations in which there are fewer managers and people have equal status. 4. Managing by getting everyone to agree. EXERCISE 2. Complete the table with words from the text, then mark the stress. VERB 1. to compete (with) 2. to confront 3. to collaborate 4. to control 5.

NOUN competition confrontation collaboration encouragement 92

ADJECTIVE competitive controlling encouraging

6. to achieve achieving EXERCISE 3. Complete the following sentences using one of the words from the table: 1. It was a great _________ to win the company’s prize for excellence. 2. This is a really difficult job at times. I’d like a bit of ___________ from my boss occasionally. 3. I hate having meetings with Alan. He’s always aggressive and ____________. 4. I don’t like working on my own, I need other people to __________ with. 5. It’s impossible to __________ events, but you can influence them. GRAMMAR IN USE POSSESSIVE CASE OF NOUNS 1. The possessive of most singular nouns is formed by adding ‘s to the singular noun. Example secretary’s. 2. The possessive case of singular nouns ending in s or z sound (ch, s, sh, x, or z) is usually formed by adding ‘s. Example Mr.Knox’s report, witness’s testimony, Mrs. Finch’s son. 3. The possessive of plural nouns ending in s is formed by adding only an apostrophe after s. Example bosses’ plans. 4. When the plural noun does not end in s, write the plural form and then add ‘s. Example women’s fashions. 5. The apostrophe is often omitted in organization and other names, but very often possessive is formed by means of an apostrophe and s. Examples American Bankers Association, Investor’s corner. 6. To form the singular possessive of an abbreviation, add an apostrophe and s at the end of the abbreviation. To form the plur93

al possessive, add only an apostrophe to abbreviations whose plurals end in s. Examples Walsh & Co.’s, Morton Bros.’ prices. 7. In a name containing several words, the possessive sign is placed at the end. Example Department of Water and Power’s report. 8. To form the possessive of a compound noun written as two or more words is always formed on the last word of a compound noun. Examples son-in-law’s house, sons-in-law’s houses. EXERCISE 4. The following sentences illustrate rules for forming and using possessives. If you are unsure why an italicized noun is or is not in possessive form, refer to the rule indicated 1. Eleanor is planning to take two weeks’ vocation (3). 2. This manual includes a description of an administrative assistant’s duties (8). 3. The ASPCA’s purpose is well know (6). 4. Several economists’ opinions appeared in the Investor’s. 5. Corner column of one of the local newspapers (5). 6. The owners’ addresses are known (3). 7. Their daughters-in-law’s social security numbers are nearly the same (8). 8. It’s Mrs. Swartzs’s check (2). 9. What are the witnesses’ names and addresses (3)? EXERCISE 5. Study the following sentences. If the possessive is correctly expressed, write Ok. If the possessive is incorrect, write it correctly. 1. Do you know the managers’ responsibilities? 2. Has she completed work for a masters’ degree? 3. We have a few dollars’ worth of stamps. 4. The company’s telephone number is 333 942 555. 5. The applicant’s experience is 5 years. 6. What is their son’s-in-law name? Beyond the dictionary 94

Play into smb’s hands – играть на руку кому-либо, подыгрывать Play it by ear – прислушаться к внутреннему голосу, сориентироваться по обстановке Pluck up one’s courage – набраться храбрости, собраться с духом Poke one’s nose – совать нос (в чужие дела) Praise to the skies – расхваливать до небес Pass smth/smb off as – выдать за что-либо/кого-либо Pass smb over (usu passive) – обойти по службе EXERCISE 6. Fill in the gaps with the phrases above. He was surprised when he was called into his employer’s office, but decided to remain calm and … Neither of us got the job. We were both … He is always … his … into my affairs. He should be good – his last boss … him … By accepting the money he has … right … my … Come on, Ann, … your …, do it! She … the idea … her own.

UNIT 17. COMPANY MEETINGS VOCABULARY Confidence – уверенность, убежденность To achieve – достигать To reach a decision – принять решение Issue – проблема, составляющая предмет рассмотрения, предмет спора Background – истоки, происхождение, подноготная (какого-либо события), предпосылка Course – ход, течение To keep to – придерживаться, держаться чего-либо 95

Immediate – текущий, следующий To look back – оглядываться, вспоминать To jump ahead – поспешно, необдуманно прыгать вперед Confusion – беспорядок, неразбериха, путаница To summarize – суммировать, резюмировать, подводить итог So far – до сих пор, пока, до настоящего времени To interrupt – обрывать, прерывать, внезапно прекращать (разговор и т. д.) Disagreeing – расхождение во взглядах Disapproving – неодобрение Chairman – председатель Essential – существенный, важнейший, основной Argument – довод, аргументация, доказательство Issue – спорный вопрос, предмет спора, разногласие Experience –неопытность, опыт работы, стаж работы Board meeting – собрание членов управления Comparative (gram.) – сравнительный (о степени прилагательных и наречий) Superlative (gram.) – превосходный (о степени прилагательных и наречий) Efficiently – рационально, разумно To promote –продвигать, повышать в чине/звании Committee – комитет Panel – группа экспертов, специалистов (для обсуждения общественно важного вопроса) Worded – изложенный, сформулированный Income – доход, приход, прибыль Glorious – знаменитый, прославленный, восхитительный, великолепный To determine – определять, устанавливать (с помощью расчетов, рассуждений, проведения расследования) Habit – внешний вид Break – прорываться, вырываться Falling sales – снижающий объем продаж Advertising campaign – рекламная кампания Throughout the world – по всему миру Recently – недавно, на днях, в последнее время 96

Trade fair – ярмарка Phrases at meetings Managers in international firms or on management courses, often need to participate in meetings. The formulas and tactics which follow will give you the confidence to use your English in this situation. Controlling the subject I’d like us to reach a decision today. Saying what you hope to achieve I’d like us to think about this after the meeting. This is for information only. Our subject today,/ the issue is … Introducing Let’s look at the background to this: the subject What is the situation at present? Let’s look at possible courses of action. Let’s keep to the immediate subject, Keeping to which is: the subject Can we come back to our subject… We’ve already discussed that. Let’s not go Don’t look back! over it again. Don’t jump ahead! Let’s not jump too far ahead at this stage. Getting things clear There seems to be some confusion: Let’s summarize what we’ve said so far: Summarizing frequently How to be good at meetings Asking to speak If you have to interrupt Giving your opinion Disagreeing or disapproving

Could I just say something? Sorry to interrupt, but … Can I come in here… My own feeling/view is… I’m not too sure… I’m unhappy about…

These notes are mainly for the chairman or chairwoman (who 97

chairs the meeting, and is in the chair), but may also be used for all people present, especially if there is no chairperson. «Essential»? Edward, do you think it’s Stopping people essential? who talk too much Sorry to interrupt you, Charles, but I’d like to know if the others agree. Would you like to comment, Nora? Encouraging people What do you think about this, Paul? to talk Could you let Paul finish? I’d like to have his point of view on this. That’s just an interesting point, Mrs. Orr. Thank you. Let’s just concentrate on the arguWhen personal ments/issues. Jim, you have experience disputes occur of this; I’d like to ask you a question. EXERCISE 1. Using the formulas above make up a conversation with your group mate. You are a Russian businessman who is present at the board meeting of a large company. Take an active part in the discussion. Imagine any subject to discuss with your partner. GRAMMAR IN USE ADVERB. DEGREES OF COMPARISON Like many adjectives, adverbs may have a positive, a comparative and superlative degree form. For most adverbs, the comparative degree is indicated by using more or less, and the superlative degree is indicated by using most or least with the positive degree forms. Example capable – more capable – most capable For some short adverbs, the comparative degree is formed by adding -er to the positive degree form, and the superlative degree is formed by adding -est to the positive degree form. A number of these short adverbs may also be used as adjectives. Example soon – sooner – the soonest 98

Some adverbs have irregular comparative and superlative degree forms. Badly – worse – the worst, well – better – the best, much – more – the most, far (distance) – farther – the farthest, far (degree) – further – the furthest. EXERCISE 2. For each of the following sentences, determine which form of the adverb shown in the parentheses should be used. 1. Does anyone work ( efficiently) than he does? 2. You will be promoted (soon) than Peg does. 3. Of the three, she takes her work (seriously). 4. The committee will meet (weekly) from now on. 5. Which member of the panel spoke (often)? 6. She acts (friendly) than he does. 7. Of the three, Kay was dresses (formally). 8. I live (far) from the office than Peg does. 9. Your statement is the (clearly) worded than that one. 10. Timmy behaved (badly) than Billy. EXERCISE 3. Translate the sentences into Russian with the comparative constructions. The (larger) … the (more) a) The higher a person’s income, the higher the tax rate. b) The more competition, the lower the prices. c) The harder the conflict, the more glorious the triumph. d) The more your employees know about your wages and salary program and how it is determined, the better. e) The higher an engineer moves up in an organization, the greater the increase in the level of well-being. f) The stronger a product habit, the more difficult it is for a competitive product to break it. EXERCISE 4. Translate the sentences into English using the adverbs given in the brackets. 1. Перемены меньше всего просматриваются в политике (little). 2. Чем больше мы покупаем технических устройств, тем больше мы нуждаемся в услугах по ремонту (much, much). 3. Почему ты любишь делать это больше всего? 99

4. Чем крупнее становится его компания, тем труднее управлять (big, hard). 5. Сами рабочие пострадали больше всего (much). 6. Я только просмотрел каталоги, а завтра изучу их более подробно (closely). 7. В понедельник я прихожу домой позже, чем в другие дни, потому что это самый загруженный день (late, busy). 8. Кто говорит по-английски лучше всех в вашем офисе (good)? EXERCISE 5. Chairing a meeting This is your chance to chair a meeting. Here is what you must do. 1. Read the conversation twice: The first time concentrate on what the chairman says; the second time concentrate on what the other people say. 2. You are now the chairman. You may look at the phrase above. Practise until you can do it well: being a chairman is not easy! Chairman

Henry Chairman Bob

Chairman Arnold

I’d like us to reach a decision today about item 1. The issue is falling sales in the Italian market. Henry will explain the background to this, and the present situation. Thanks. Well, as you know, in Italy we’ve always … So that’s how things are at the moment. Thank you, Henry. Now, let’s look at possible courses of action. Could I just say something? The Italian market isn’t as important to us as the Russian orders. I was in Moscow last week, and learnt some pretty interesting things about the way things are moving out there. Let’s keep the immediate subject, which is the Italian market. Sorry to interrupt, but if we launch a new advertising campaign in Italy it would cost a fortune! You said yourself that we ha100

Chairman Bob

Chairman Walter Bob Chairman Walter

Chairman

ven’t enough money to advertise on every television in Europe! Let’s not jump too far ahead at this stage. My own feeling is this: in years of experience, in many different markets throughout the world, I’ve often found that, when … and you know, if I could pass on my experience to the younger people here, I’d say that the only way to sell in Italy is to go there and see the market for yourself, instead of asking your agents to do it. Sorry to interrupt you, Bob, but I’d like to know if the others agree. What do you think about this, Walter. I’m not too sure about this. My own feeling is that if … I don’t know why you don’t ask me. I’ve been to Italy so many times recently. Could you let Walter finish? I’d like to have his view on this. Well, I’d like to say that for the last two years we haven’t had a stand at the Milan Trade Fair. I under stand that the Fair has produced lots of contacts in the past. That’s an interesting point, Walter. Let’s summarize what we’ve said so far. Bob thinks we depend on the agents too much, and Walter suggests that the Trade Fair is important.

Beyond the dictionary Promise the earth/moon (and the stars) – сулить златые горы Pull rank – пользоваться служебным положением Put (a product) on the map – раскрутить (продукт, вещь) Put in a (good) word for smb. – замолвить слово Put on/up a bold face – делать хорошую мину при плохой игре; не подавать виду 101

Pay off – рассчитать (уволить) Pitch in – навалиться, налечь (на работу) EXERCISE 6. Fill in the gaps with the phrases above. We are nearly bankrupt, but we must … on it and try to overcome our difficulties by carrying on our business as usual. My boss …, but only paid the minimum page. I hope you get the job, I’ll … you. He’s a highly talented public relations person so he will surely … We’ve had to … ten employees because there’s no work for them. If everybody …, we’ll soon have the job finished. She was boss of forty or more people but, to her credit, she never once …

UNIT 18. PUBLIC RELATIONS VOCABULARY To issue – вытекать, выходить, исходить Shortly – скоро, быстро, в нескольких словах Finally – в конечном счете, в конце концов Cooperation – сотрудничество, взаимодействие To resolve the present situation – решать настоящую ситуацию Negotiation – обсуждение условий Point of view – точка зрения Similar talks – подобные переговоры Advertisement – объявление, реклама Executive – должностное лицо, руководитель, администратор (какого-либо учреждения) Profit-sharing scheme – план участия служащих в прибылях компании Expenses – расходы, издержки, траты To omit – пропускать, не включать 102

To complain – жаловаться (на что-либо), выражать недовольство (чем-либо) To make arrangements – принимать меры Immediately – немедленно, тотчас же, сразу, незамедлительно To complete – завершать, заканчивать, оканчивать To nominate for the award – номинировать на присуждение награды To attend – посещать, присутствовать Wise – благоразумный, разумный Courteous – вежливый, обходительный, учтивый, любезный Helpful – полезный To interrupt – обрывать, прерывать, внезапно прекращать Resentful – обидчивый To bear – выносить, выдерживать State affairs – государственные дела Goal – задача, цель To master speciality – овладевать специальностью MEETING THE PRESS How to say nothing: I’m afraid I I’m sorry, but I can’t comment at can’t comment at the moment. this stage. A statement will be issued shortly.

Thank you for your interest but I can’t tell you anything before the statement is issued.

Yes, I’m pleased to be in your country.

Difficult questions I did not say that at all. I would rather not answer that question at present. Do you have any other questions? Giving and not giving information in a press statement: 103

PRESS STATEMENT As a result of this meeting, agreement has been reached on the following points. First, _______________ Secondly, ___________ Finally, _____________ Thank you. PRESS STATEMENT This has been a useful meeting. Both parties have expressed their views clearly, and the meeting has taken place in a spirit of cooperation. Further details cannot be given at present, but it is hoped that the increased understanding resulting from this meeting will be of assistance in resolving the present situation. I am afraid that we cannot answer questions at this stage. Thank you. EXERCISE 1. Could I ask you a question? You are just leaving an important negotiation with another company. The press is at the door. You hear a number of journalists with questions for you. You must speak to them and be polite, but try not to tell them anything (except that a statement will be issued soon). Practice using the phrases above. Press Good afternoon, sir. Could I ask you a couple of questions? You _____________________________________________ Press Could you say if the negotiations were a success, from your point of view? You _____________________________________________ Press Can you tell us what will be in the statement? You _____________________________________________ Press Are you pleased to be here? You _____________________________________________ Press So you think the negotiations have been good for your company? You _____________________________________________ 104

Press Do you have plans for similar talks with other companies in the industry? You _____________________________________________ Press One last question: is it true that you said you expect to get everything you want from these negotiations? You _____________________________________________ Press Thank you … EXERCISE 2. Working conditions Complete the following draft advertisement for an executive job with the words given below: … with good promotion_________. Salaries are ________ and there is a _______ profit- __________ scheme. All executive employees receive a four – week holiday ________. __________ car provided; _____________expenses where necessary. Allowance Relocation Prospects Generous Company Sharing Competitive GRAMMAR IN USE INFINITIVE AND INFINITIVE PHRASES An infinitive usually consists of the word to plus a verb. Example Some of us have been asked to work next weekend. When infinitives follow such verbs as hear, help, let, need, and see, the word to is often omitted. Example No one has ever heard him complain. Infinitives have two main tense forms: the present and the perfect. The present form of an infinitive may express the same time as the main verb. 105

Example Alice has asked to leave early every day this week. The present progressive form of an infinitive consists of to be plus a present participle. Example We need to be making other arrangements. The passive present tense form of an infinitive consists of to be plus a past participle. Example This letter needs to be answered immediately. The perfect form of an infinitive is used only to indicate something completed before the time expressed by the main verb. Example Frank said that he was pleased to have been nominated for the award. (The nomination occurred before the liking.) EXERCISE 3. For each of the following sentences, decide which expression shown in parentheses correctly completes the sentence. Write your answer in the space provided. 1. He plans to (have attended, attend) the next meeting. ______________________________________________ 2. He was expecting the store to give (he, him) a refund. ______________________________________________ 3. I thought he would be able to (have helped, help). ______________________________________________ 4. It is always wise to (have called, call) first. ______________________________________________ 5. I am sorry to (have been, be) absent when you called. ______________________________________________ 6. Customers expect (us, we) to be courteous and helpful. ______________________________________________ 7. We are to (be doing, be done) the notes. ______________________________________________ 8. I don’t like (interrupt/be interrupted). ______________________________________________ 9. When will you be able to (have met, meet) with us? ______________________________________________ 10. Be careful with him. He is a very resentful person. ______________________________________________ 106

11. He can’t bear (joke/be joked at). ______________________________________________ EXERCISE 4. Define the function of infinitive in the sentences. 1. To influence state affairs as well as getting a wage increase must be their goal. 2. It costs a lot to become a great man. 3. The letter to be answered was given to me. 4. To understand the importance of this event you should know all the facts. 5. To master this specialty is not an easy thing. 6. I expect to have read this book EXERCISE 5. Translate the sentences into Russian, using the infinitives in brackets. 1. Он отказался давать интервью (to be interviewed). 2. Желательно применять гибкий бюджет (to adopt). 3. Стало привычным (it has become routine) сравнивать достижения двух крупнейших в мире стран (to contrast). 4. Легко привлечь внимание средств массовой информации к негативным явлениям, но трудно – к позитивным (to gain smb’s attention on smth.). 5. Удобно провести различие между информацией и данными (to distinguish between). 6. Стоит рассмотреть основные факторы, которые могут повлиять на объем продаж (to review). 7. Не стоит относиться к написанию бизнес-плана как к неизбежному злу (to approach smth.). 8. Ожидать, что основы экономической системы Японии изменятся – значит заниматься самообманом (to expect). Beyond the dictionary Put one’s cards on the table – раскрыть карты Put one’s money on smb/smth – биться об заклад, ставить на кого-либо (с уверенностью в победе, успехе) Put oneself in smb’s shoes – войти в положение, поставить себя на чье-либо место Put smb in the picture – ввести в курс дела (объяснить про107

исходящее) Prey on – терзать, мучить Psych out – вычислить, раскусить, разгадать Put across – донести (мысль, идею), объяснить EXERCISE 6. Fill in the gaps with the phrases above. Who do you think will get the job, then? – I’d … Val. The director, who had been away for a week, didn’t know about the new contract, so we … her … Business worries … his mind. I … him … at once. We haven’t been entirely frank with one another up to now, but I think the time has come to … our … Good managers are the ones who are able to … things … well. Try … my … – the situation isn’t nearly as simple as you think.

UNIT 19. AFTER HOURS VOCABULARY Prior engagement – более важная встреча Politely – вежливо, любезно, учтиво In brackets – в скобках To join smb – присоединиться к кому-либо Barbecue – пикник с традиционным блюдом из мяса, зажаренного на решетке над углями Reception – собрание, встреча, вечеринка Previous – предыдущий, предшествующий Appointment – условленная встреча Accordingly – соответственно, так, таким образом, следовательно Arrangements – меры, мероприятия, приготовления Intercontinental – межконтинентальный Never mind – ничего, неважно, не беспокойтесь, не беда 108

To underline – подчеркивать Exhibition of sculpture – скульптурная выставка Opposite number – противная сторона (в процессе) To take a trip – съездить Hydrofoil – судно на подводных крыльях Cultural attaché – культурный атташе Embassy – посольство Imperial – имперский, императорский Diary – дневник, ежедневник (куда заносятся записи личного характера), личный календарь International Research Institute – международный научноисследовательский институт EXERCISE 1. Going out When you want to invite a quest or colleague to go somewhere or to do something, say: Would you like to …? Example: Would you like to go to the theatre this evening? Now make invitations using the following information: 1) come/dinner/my family/tomorrow night; 2) visit/museum of modern art/at the weekend; 3) go/cinema/(Us: movies) next Thursday; 4) meet us/drinks/cocktail bar/International Hotel/10 p. m; 5) take/tour of the city by night/next week. EXERCISE 2. Accepting invitations When you accept an invitation you say: Thanks, I’d love to. If the invitation is more formal, you can make reply more formal by saying: Thank you very much. I’d be delighted. A. Look at the invitations below. First decide if they are formal or informal and then practice accepting them. 1. How about a drink at the hotel this evening? 2. Would you like to join me at the football match on Saturday? 3. I’d like to invite you to meet the managing director at head office. 4. Would you like to visit the National Theatre? 5. We would like to invite you to make a speech at the dinner on Monday. 109

6. The Sales Director would like to invite you to supper at the country club on Sunday. B. Declining invitations You must be very polite when you decline an invitation, whether formal or informal. As a rule you should: thank the person, decline the invitation, give a reason. Example: Thank you, but I’m afraid I can’t; I have a prior engagement. Practice declining these invitations politely; your reason is given in brackets. 1. Would you like to come to the opera tonight? (You are not feelling well.) _________________________________________ 2. I’d like to invite you to meet my boss on Saturday morning. (You are flying home on Friday night.) __________________ 3. Can you join us for a barbecue tomorrow evening? (You are meeting your agent.) _________________________________ 4. We would like to invite you to a reception at the Trade Fair on Friday. (You have a previous appointment.) ___________ 5. Would you like to visit the coast next week? (You are busy every evening.) ____________________________________ EXERCISE 3. To go or not to go Your host invites you to do several things. Accept or decline the invitations. Answer the invitations accordingly. Work in pair. Host You Host You Host

You Host

Well, I think we’ve done enough work for today. Would you like to go to the theatre tonight? (decline; you have a prior engagement) I see, fine, well how about the ballet tomorrow evening? (accept) Good, you can leave the arrangements to me. Now, we would also like to invite you to a dinner party at a dinner party at the Hotel Intercontinental on Sunday. (decline, you have to leave on Saturday morning) Oh, that’s a pity, well never mind. We would also like to invite you to a reception at the conference 110

You

centre on Friday night. Can you come to that? (accept) GRAMMAR IN USE

PRESENT CONTINUOUS TENSE (FUTURE ACTION) When we talk about arrangements we have made for the near future we use the Present Continuous Tense. Example I am going to the opera tomorrow night. EXERCISE 4. The social program Ronald Barret is talking about the social programme arranged for him and his colleagues during his visit to Federal Consolidated in New York Underline the verbs in the Present Continuous. «Well, on Monday night we’re all having dinner together at the Stork Club to sort of get to know each other; the next evening we’re going to an exhibition of sculpture at the museum of modern art, after which we’re eating at the hotel. On Wednesday afternoon I’m playing golf with my opposite number, Joe Bellisario. In the evening we’re meeting the others for cocktails and then taking a trip round the bay in a hydrofoil. On Thursday we’re all attending a reception given by the cultural attaché at the British Embassy; that is from 9.30 until late. Friday night is going to be busy: I’m joining Joe and his family at the Rainbow Room for a pre – theatre dinner, then we’re going to see ‘Dream girls” at the Imperial Theater. On Saturday we’re visiting the model factory on Long Island and then flying out from Kennedy after Lunch!» EXERCISE 5. A busy week Now look at this page from your diary. From the information given in it, write down seven sentences describing what you are doing each day. Use the same verbs that Ronald Barret used. June 2005 11 Mon Tennis/Jennifer van Eyek/evening 12 Tue Reception/International Research Institute/7.30 p.m./ 111

Dinner/Brien Harris and family 19.45 p.m. 13 Wed Film premiere/6.35 p.m./Plaza Cinema 14 Thu Brian/his colleagues/pre – dinner cocklails/Chelsea Rooms Dinner/Managing director, UNISCAM/Chez Maxine/ 9.30 p.m. 15 Fri Laboratory visit/late afternoon Industrial Photography Exhibition/7 p.m. Goldberg Centre 16 Sat Riverboat trip/Research department& families/all day Dinner/hotel – Pack! 17 Sun Leave/5.25 p.m. flight On Monday _______________________________________ On Tuesday _______________________________________ On Wednesday ____________________________________ On Thursday ______________________________________ On Friday ________________________________________ On Saturday ______________________________________ On Sunday _______________________________________ Beyond the dictionary Quick on the uptake – схватывать на лету (быстро соображать) Rain or shine – во что бы то ни стало, в любом случае Right off the bat – с места в карьер, не задумываясь, сразу, с ходу Rise to the occasion – оказаться на высоте положения/ на должной высоте Rocket – взлететь (о ценах, продажах) Run the show – стоять во главе, править бал Rub up (on) – освежить в памяти, повторить EXERCISE 6. Fill in the gaps with the phrases above. Don’t worry. I’ll be there … I can’t tell you the figures …, but I can find out. I must … my French before we leave for Paris. Sales have … since their lowest point last year. Ever since Bill retired from the business, his daughter’s been … the show. She is inexperienced, but very …. 112

He had never been asked to chair a meeting before, but he … magnificently. UNIT 20. AT THE RESTAURANT VOCABULARY Respond – ответ To reserve – резервировать, бронировать, заказывать заранее In the name – от имени Non-smoker – некурящий Aperitif – аперитив Fresh or frozen – свежий или замороженный Specialty – фирменное блюдо, специальный ассортимент (товаров) Pork – свинина Shellfish – моллюск, ракообразное Non-alcoholic drinks – безалкогольные напитки Steak – бифштекс Veal – телятина To reheat – повторно нагревать, подогревать Trolley – столик на колесиках Box of cigars – коробка сигар Private occasion – частное мероприятие Recipe – рецепт (кулинарный) Just a taste – только кусочек Just a drop – только каплю To refuse – отказывать, отклонять To compliment – делать комплимент, высказывать восхищение Delicious – восхитительный, прелестный, очаровательный To pay the bill – оплатить счет Cash – наличные деньги, наличный расчет To insist – настойчиво утверждать, настаивать Written instructions – письменные указания Modifier (gram.) – модификатор Clause (gram.) – минимальная предикация, элементарное высказывание 113

Informative – информационный, информативный To indicate – указывать To receive – получать, обретать, приобретать To complete – завершать, заканчивать, оканчивать Wrong directions – неверные инструкции To schedule – назначать, намечать, планировать Merchandise – товары To damage – повреждать, портить, наносить ущерб In transit – в пути (о грузах) To be eager for – страстно желать чего-то Opportunity – возможность, перспектива Lack – отсутствие Support – поддержка, помощь EXERCISE 1. Address everyone of your group mates with one of the questions below as if he or she is a waiter at the restaurant. Listen to his or her responds. PHRASES TO BE USED AT THE RESTAURANT Arriving We’d like a table for four, please. We have a table for three reserved in the name of … Where can I leave my coat? Do you have an area reserved for non-smokers? I’d like a table near the window. We’d like something to drink while we look at the menu. What aperitifs have you got? Do you have a vegetarian menu? Ordering We’re not ready to order yet, thank you. Please can we order now? Are tour vegetables fresh or frozen? What is the chef’s specialty? Does this dish contain (pork, cheese, shell fish …)? May I see the wine list, please? 114

Do you have non-alcoholic drinks? During the meal I ordered steak but you’ve given me veal. This soup is almost cold; could you reheat it, please? Could we have some more bread, please? I’d like some iced water. Could I have another knife; this one is dirty. What are the desserts on the trolley? Is this cheese local? Do you bring a box of cigars, please? Do you have a cigar cutter? It is very important to make conversation at the table, both in a restaurant and on private occasions. Here are some of the everyday phrases used. Offering More cheese? You must try my wife’s special recipe! Can I pass you anything? Accepting Just a little more, please! Yes, please. Just a taste (food). Just a drop (drink). Refusing I’d love some, but I’m on a diet. I’d love some, but I couldn’t manage any more. I’m afraid it’s against my religion. Complimenting This is delicious! The sauce is excellent! My compliments to the chef! 115

EXERCISE 2 a) If you recommend a dish to your guest what do you say? b) If your host’s wife has cooked a superb meal, what do you say to her? c) If your host offers meat that you never eat because of your religion, what do you say? EXERCISE 3. Paying the bill Look at this dialogue. Write in the missing words from the list that is below. You Let me ______________ for this. Colleague No, I’ll pay for it. You No, no I ______________. Colleague Well, thanks very much. You Waiter! Could I have the _____________ please? Colleague Certainly sir, here you are. You Thank you. Is _________________ included? Colleague Yes sir, there is a 10% __________ ___________ on the bill. You I see. Colleague How would you like to pay sir: in ____________, by __________ or with a ___________ ____________? You Do you take ___________ ____________? Colleague Certainly sir. That will do nicely! You I wonder if I should leave a __________? Colleague Maybe just a small one. Cash, cheque, American Express, service charge, insist, tip, bill, credit card, pay, service GRAMMAR IN USE PARTICIPLES I AND PARTICIPLES II The present participle and the past participle may be used as modifiers of nouns and pronouns. A present participle always 116

ends in -ing. A past participle may end in -ed or have an irregular ending. Example The person speaking has been talking for an hour. We should have asked for written instructions. A present participial modifier expresses the same time as that of the main verb in a sentence or clause. Example Everyone attending the conference will find it very informative. A past participial modifier expresses time before that indicated by the main verb in a sentence or clause. Example Some orders received today will be shipped tomorrow. A perfect participial modifier shows action completed before the time indicated by the main verb. Example Having been given the wrong directions, we lost a lot of time. EXERCISE 4. For each of the following sentences, decide which expression shown in parentheses correctly completes the sentence. 1. (Waiting, Having waited) an hour, we decided to leave. 2. Barbara has no (scheduling, scheduled) appointments. 3. We should interview several people (using, used) those products. 4. Customers usually return merchandise (damaging, damaged) in transit. 5. I am sure that the people (having waited, waiting) are eager for the store to open. 6. The delegate (Addressing, having been addressed) the conference arrived yesterday. 7. He left London for Paris (promised, promising) to return the following year. 8. The method ( using, used) gave the students the opportunities to learn faster and more. 9. They made this decision in the face of (continued, having been continued) lack of support from foreign funds. 117

10. (Having lived, living) in London long he speaks English well. EXERCISE 5. Translate the sentences into Russian. Use Participle I or Participle II. 1. Компания столкнулась с проблемами, пытаясь найти инженеров с опытом работы на компьютере (to find). 2. Увидев рекламное объявление в Daily Telegraph, он подал заявление на вакантное место и был принят (to have spotted). 3. Он недооценил требуемых для этого усилий (to require). 4. Предоставленная информация должна быть объективной и правильной (to provide). 5. Эти люди имеют растущие доходы и дефицит времени (rise). 6. Прогнозы специалистов, опрошенных журналом «Industry Week», в основном распределились (to fall into) по трем категориям (to poll). 7. Предлагаемая зарплата будет зависеть от вашего стажа работы и квалификации (to offer). 8. Главный вопрос, который задают безработному: «Вы ищете работу?» (to ask of) 9. Многие из вновь созданных рабочих мест предназначались для малооплачиваемых, низкоквалифицированных рабочих (to create). 10. Поправив дела в экономической области, я бы хотел продолжить начатое в социальной сфере (to have got smth. right). 11. Прояснив все эти моменты, я перейду к основным вопросам (to have cleared smth. up). Beyond the dictionary See which way the wind blows – выжидать, откуда/ куда ветер дует (не спешить с решением) Seize the bull by the horns – взять быка за рога Send smb. to the glue factory – сдать в архив, списывать со счетов (избавиться) Set (smb.) up in business – запустить дело (организовать) 118

Saddle with – навязывать, навешивать (неприятные поручения) Scrape together/up – наскрести, накопить по мелочам See off – проводить кого-либо (в аэропорту, на вокзале) EXERCISE 6. Fill in the gaps with the phrases above. If we are going to solve this problem, someone will have to … They came to the airport to … us … He’s … which proved to be very profitable. Jim … with the most boring jobs so that he would leave. Before we decide on our expansion plan for the firm, I think we should … Bernard White was forced to take early retirement at the age of 59 he felt that the oil company, where he has worked for 32 years, was …. He … the money to start his Hollywood restaurant.

UNIT 21. SAYING GOODBYE VOCABULARY In an emergency – в случае необходимости Neighbor – сосед, соседка Dinner party – званый обед To direct – направлять To present with – преподносить, дарить To pour – наливать, разливать Hospitality – гостеприимность, гостеприимство To keep in touch with – поддерживать контакт To look smb. up – навещать кого-либо Future prospects – перспективы на будущее Export department – экспортный отдел, отдел экспортных поставок To indicate action – указывать на действие Limited period of time – ограниченный промежуток времени 119

To fail – обанкротиться, стать неплатежеспособным Fellow – приятель, товарищ Chief – руководитель, глава To look through the mail – просматривать почту Urgent – срочный, неотложный To clarify the delivery terms – прояснять условия поставки Enquiry – запрос, расспрашивание EXPRESSING THANKS The formula for expressing thanks in English is very simple. Normal stronger Informal/familiar Thanks! Thanks very much! Formal/polite Thank you! Thank you very much indeed! Remember that in the US the response is often silence, but you can say: Don’t mention it! or Not at all, or It’s a pleasure! If you are thanking someone for something very special and for which you are sincerely grateful, you must use different phrases. Example Many thanks! Thank you so much for … I’m very grateful (to you for …). That’s very kind of you. EXERCISE 1. Now practice the phrases shown in the table. Write what would you say in these situations. 1. An American thanks you for lighting his cigarette. ______ 2. Your British colleague, Tom Harris, has just given an excellent presentation; you are the spokesman for the audience. ____ 3. A friend offers to lend you her car in an emergency. _____ 4. Your neighbor passes you the salt at a dinner party. _____ 5. An Englishman thanks you for directing him to the nearest bank. ________________________________________________ 6. At a formal dinner your American hosts present you with a souvenir of your visit to the US. _________________________ 7. An old friend from Scotland pours you a drink. ________ EXERCISE 2. Returning the invitation When you leave your business contacts, after thinking them for their hospitality, you may want to add some further polite phrases such as: I’ve enjoyed my stay! Or Here’s my card. Or We 120

must keep in touch. Perhaps you may also want to issue an invitation for the future. Here is one way of invitation. Example: Next time you are in London you must visit me. Now make similar invitations from the phrases below: a) New York/ look me up; b) Europe/write to me; c) the UK/ring me (US: call me); d) Australia/fax before you come; e) London/come and see me. Here is another way of inviting. Example: I’d like you to meet my colleagues. Now make similar invitations from the phrases below: a) visit our head office; b) have dinner/ my family; c) look round our new plant; d) discuss future prospects/our export department; e) come and meet my boss. GRAMMAR IN USE PAST PROGRESSIVE Past Progressive is used to indicate action in progress in the past. One should use was or were with the main verb in the present participle form. It is used when we want to talk about something that happened in the past, and continued to happen for a limited period of time. Example We were studying. Annette was doing her homework. Or when we talk about something which continued to happen for a period of time, during which another thing happened Example They met each other while they were staying in London. EXERCISE 3. Translate the sentences into Russian, paying attention to the verb form. 121

1. When F.D. Roosevelt took office in 1933 banks in many parts of the country were failing. 2. They were really having problems. 3. I was waiting for my fellow at 6 p.m. yesterday. 4. The chief was having lunch at 1 o’clock yesterday. 5. I was writing a letter when you came in. 6. Where were you hurrying when I saw you yesterday? 7. I was dressing when the telephone rang. EXERCISE 4. A. Say and respond as in the model. – I don’t know what Mike was doing yesterday at 3. – He was speaking to the director. Prompts: 1) to look through the mail; 2) to wait for the British businessmen; 3) to read an urgent telex from GML; 4) to have important talks; 5) to take Mr. Brown to the airport. B. Say and respond as in the model. – Mr. Duck was looking was looking through the catalogues at two yesterday. – No, he wasn’t looking through the catalogues at that time. He was writing letters to foreign companies. Prompts: 1) to receive British businessmen; 2) to speak to the secretary; 3) to study the offer of Bell & Co.; 4) to clarify the delivery terms with Mr. Bell; 5) to walk in the park. C. Ask and answer as in the model. – Were you looking the latest journals yesterday at 3? – Yes, I was. (No, I wasn’t.) Prompts: 1) to speak with your colleague on the phone; 2) to expect the engineers from the factory; 3) to answer the customers’ letters; 4) to clarify some matters with the director; 5) to study an enquiry for computers. 122

EXERCISE 5. Translate the sentences into English. 1. Она обслуживала вас в этот момент? 2. Когда я просматривал новые журналы и газеты, управляющий вошел в офис. 3. Она думала в тот момент и ничего не могла изменить. 4. Он писал письмо в 5 часов вечера. 5. Когда мы ушли с собрания, люди все еще задавали вопросы. 6. Что он делал, когда вы зашли к нему? 7. Он закрывал дверь, когда последний клиент подошел к нему и попросил принять его. 8. С кем она говорила? 9. Сколько времени вы ждали ее? 10. Когда гости приехали на завод, они успешно проводили испытания. Beyond the dictionary Show the ropes – ввести в курс дела Sink or swim – пар или пропал, была не была Sit on the fence – сохранять нейтралитет Sit tight – запастись терпением Smelling of roses – как ни в чем не бывало Step into smb’s shoes – занять кресло кого-либо, заступить на пост Slip up – сказать невпопад, промахнуться (допустить ошибку) EXERCISE 6. Fill in the gaps with the phrases above. The new secretary started today – so I spent most of the morning … her … Tom’s new job was confusing and no one had time to help him learn, so he had to … No decision has been taken about the building of the new airport. The authorities are still … Shareholders are advised to … and see how the situation develops. The businessman was suspected of dealing illegally in weapons and was given a security check, but he came out of it … 123

When his father retires, Victor will be ready to … his … I … several times at the interview and didn’t get the job. UNIT 22. KEEPING IN TOUCH VOCABULARY Air mail – воздушная почта, авиапочта Fax transmission (facsimile) – пересылка по факсу, факсимиле As soon as – как только Facility – оборудование, приспособления, аппаратура Courierг – курьер, посыльный, рассыльный Parcel – посылка, бандероль (почтовая) Electronic mail – электронная почта International call – международный звонок Access – доступ, проход To go through – дозвониться до кого-либо Spelling – произнесение слова по буквам Exactly – в точности, точно, как раз Transfer charge call – разговор по телефону, заказанный за счет вызываемого To keep in touch – поддерживать контакт Development – разработка, расширение Detailed information – подробная информация Sample – пример, образец To keep in the picture – осведомлять, информировать кого-либо, держать в курсе дела Figures – цифровые данные, количественные данные To drop a line – черкнуть несколько строк To increase – возрастать, увеличиваться, расти Debtor – дебитор, должник To calculate the provision – просчитать положение Liabilities – задолженность, платежное обязательство Intangible assets – нематериальные (невещественные) активы (активы, которые не имеют материального выражения, но способны приносить доход своему владельцу) Reported speech (gram.) – косвенная речь Preference shares – привилегированные акции, акции с фиксированным дивидендом Stock value – рыночная стоимость акций инвестиционно124

го фонда (на определенную дату на основе стоимости активов фонда и числа выпущенных акций) Credit period – срок (период) кредита (период времени от получения кредита до его погашения) Dividend – дивиденд (часть прибыли, распределяемая ежегодно между акционерами) To double – удваивать COMMUNICATIONS Air mail We sent a letter to you by air mail four days ago. Fax transmission (facsimile) We’ll send you a fax as soon as we receive the original. Telex Could you send us a telex to confirm that? Videoconference We can use the videoconference facilities in the hotel. Courier We’ve sent the parcel by courier so you should receive it tomorrow. Mobile phone I’ll be out of the office all day but you can contact me on my mobile phone. Audio conference Perhaps we could have an audio conference if you are unable to come to Scotland this week. 3 – way conversation Perhaps we could arrange a 3 – way (3 cornered) call to discuss this? Electronic mail You can use the electronic mail system to send letters to all your clients. Just send the text and addresses to the electronic mail centre and they’ll do the rest. You can also use electronic mail for transferring funds. Making international calls A. Dialing direct 125

Most countries can be dialed direct. You dial the access code + country code + area code + number. The access and country codes are in the international code book. Example Brisbane Stock Exchange News in 831 1193. From London, you dial: 010 (access code) + 61 (country code) + 7 (area code) + 831 1193. B. Going through the operator For some areas, you have to ask the operator to connect you. This is also necessary if you have difficulty dialing direct. EXERCISE 1 A. Practice asking for the following number. Example: You hear: International Operator. You say: I’d like to make a call to Japan. You hear: What is the number? You say: The number is Tokyo 3-3-5-7 2-1-6-8. You hear: Tokyo 3-3-5-7 2-1-6-8. a) Japan. Tokyo 3357 2168; b) Belgium. Hasselt 444296; c) Switzerland. Leysin 7999 1896; d) Curacao. Curacao 6 328166; e) Spain. Oviedo 239205; f) Iceland. Reykjavik 768802. Sometimes, the operator may not hear exactly what you say and may ask you to spell a word. B. Using the system below, spell the names of the towns in the exercise above. A for Arthur N for November B for Bravo O for Oscar C for Charlie P for Papa D for Delta Q for Quebec E for Echo R for Romeo F for Foxtrot S for Sierra G for Golf T for Tango 126

H for Hotel I for India J for Juliette K for Kilo L for Lima M for Mike

U for Uniform V for Victor W for Whiskey X for X – ray Y for Yankee Z for Zulu

If you want the person that you are calling to pay for the call, you ask for a transfer charge call (UK) or a collect call (US). Example I’d like to make a collect call to Switzerland. If delays are possible, you may have to book a call. Example I’d like to book a call to Japan. You may want to make a person-to-person call to someone. Example It’s a person-to-person call to Mr. Lee (L – E – E). C. Practise asking for the following: a) book/Japan; b) person-to-person/Mr. Rinaldo; c) book/Moscow; d) collect/Italy; e) person-to-peson/Mr. Nikemo; f) collect/Papua New Guinea. EXERCISE 2. Keeping the door open After every visit to a company, it can be useful to keep in touch. Below are some ways to «keep the door open». Who do you think says each phrase: a buyer or a salesman? There are some notes at the bottom of each page to help you with the new expressions. Do keep in touch? Keep me in the picture. I’ll keep you informed of I’ll work on those figures our activities. you gave me and come back to you on them. Do keep me informed of Perhaps next time I’m in any new developments? the area I could pay you a visit. Perhaps I could send you Drop me a line if anything more detailed information? new comes in. 127

I’ll send you the samples I’d like to think about what as soon as possible. we’ve said, and drop you a line. To keep the door open means: To make further contact possible. I’ll drop you a line means: I will write to you. Keep me in the picture means: Keep me informed. GRAMMAR IN USE INDIRECT QUESTION Note how the following questions are formed: introduction + question word + rest of sentence (includes the verb). Examples Could you explain + why + debtors have increased? Could you tell me + how + you calculate the provision for liabilities? Would you mind explaining + what + the figure for intangible assets represents? EXERCISE 3. Choose the correct variant in reported speech. «Why didn’t you say that to me?» – she asked her friend. A. She asked her friend why didn’t he say that to me. B. She asked her friend why he didn’t say that to me. C. She asked her friend why hadn’t he said that to me. D. She asked her friend why hadn’t he said that to her. E. She asked her friend why he hadn’t said that to her. EXERCISE 4. Here are some direct questions. Try to change them into indirect questions. 1. What is the interest on the preference shares? __________ 2. Why is the figure for debtors so high? ________________ 3. How do you calculate the stock values? _______________ 4. What is the credit period for your customers? __________ 5. Why have dividends doubled? ______________________ 6. When will the goods arrive? ________________________ 128

7. How will the payment be made? ____________________ EXERCISE 5. Translate into English. 1. Спросите его, что конкретно мы должны сделать. 2. Директора не интересовало, почему поручение не выполнено; его интересовало, что мы сделали, чтобы оно было выполнено. 3. Меня спрашивали, где я живу и кем работаю, откуда я родом, кто мои родители и каковы мои планы на будущее. 4. Спроси его, откуда у него такая информация и кому еще он собирается все это рассказать. 5. Ты никогда не интересовался тем, как твои родители живут и что они думают о твоем образе жизни. 6. Я спросила его, сколько дней он уже сидит дома из-за болезни и как долго его еще не будет на работе. Beyond the dictionary Take a back seat – уйти на вторые роли/ на задний план Take heart – воспрянуть духом Take smb under one’s wing – взять под крылышко (под покровительство) Talk turkey – говорить без обиняков/начистоту/по-деловому Tell tales – ябедничать Take up – взяться, приняться за дело/работу, приступить к исполнению обязанностей Think up – изобретать, придумывать, сочинять EXERCISE 6. Fill in the gaps with the phrases above. I had done the best I could, but it was time to … and let someone else run things. He had been unemployed for several months, but when he saw the perfect job advertised, he … I … the new workers … my …, and they learned the job in no time. Ok, Bob, we have business to discuss. Let’s … I had half a mind to tell my boss about him but I didn’t want her to think I was … 129

I hope to … my new duties as your chairman at the next meeting. You can earn good money … new ways to improve production in the firm. UNIT 23. WRITING TO CONTACTS VOCABULARY Activities – деятельность, активность Requirements – требования, необходимые условия To confirm – подтверждать, подкреплять Secondly – во-вторых Shortly – скоро, в скором времени Concerning – касательно, относительно In the meantime – тем временем, между тем To hesitate – медлить, находиться в нерешительности (на какой-то короткий промежуток времени) Assistance – поддержка, помощь, содействие Yours sincerely – с уважением, искренне Ваш, преданный Вам (фраза в конце письма) Follow-up letter – повторное (рекламное) письмо To list – вносить в список, составлять список, регистрировать Excuse – повод, предлог, причина By hand – вручную, ручным способом, с использованием ручных приспособлений Reminder – напоминание To reply – отвечать, отзываться Chief Purchasing Officer – старший помощник по снабжению To match requirements – отвечать требованиям To proceed to – приступить к Memo – служебная записка Internal – внутренний Signature – подпись Initials – инициалы, начальные (прописные, заглавные) буквы (слова, абзаца и т. п.) CIF (cost, insurance, freight) – стоимость, страхование и фрахт Unfortunately – к несчастью, к сожалению 130

To advise – извещать, информировать, уведомлять To supply – снабжать (чем-либо – with), поставлять Substitute – замена, замещение, заменитель Envelope – конверт, упаковка Mailing address – почтовый адрес Zip Code (Zoning Improvement Plan) – цифровой почтовый индекс, буквенный почтовый индекс Addressee – адресат, получатель Return address – обратный адрес Edition – выпуск, издание, публикация Leading brand name – ведущая знаменитая фирма – производитель товаров данной категории, признанный стандарт качества, торговая марка EXERCISE 1. Read and translate the business documents.

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EXERCISE 2 133

Hotel Regina, Chicago 11 Nov. Mr. Mrs. R. Bone, 2391 Park Drive, Chicago. Dear Mr Mrs Bone, This is just a note to thank you very much for a most enjoyable evening on Monday. It was very kind of you to invite me to your home and to make me so welcome. When I return home I shall tell my family of the wonderful cooking and hospitality I enjoyed in the U.S.A. thanks to my American friends! I hope that ever you come to my country you will visit us so that I might repay your kindness. Best wishes, Yours sincerely Arrange the parts of the business letter in a correct order. – I look forward to hearing from you; yours sincerely; Simon Tramp; Sales Manager. – James Sawyer, Sales Manager, Electro Ltd, Perry Road Estate, Oxbridge UN54 42KF; – Dear Mr. Sawyer; – Thank you for your letter. I am afraid that we have a problem with your order. Unfortunately, the manufacturers of the part you wish to order have advised us that they cannot supply it until November. Would you prefer us to supply a substitute, or would you rather wait until the original parts are again available? – 6 Pine Estate, Bedford Road; Bristol, UB28 12BP; Telephone 90336 174369 Fax 9036 36924; 6 August 2005. EXERCISE 3. Match the information on the envelope with 134

the items below. New Jersey Power Company 5695 South 23 Road (1) Ridgefield, (2) NJ 08887 (3) Mr. Frederick Wolf Director of Marketing (4) Smith Printing Company 590 (5) Sixth Avenue Milwaukee, (6) WI 53216 1) he street name in the mailing address; 2) the Zip Code in the mailing address; 3) the addressee; 4) the town the letter comes from; 5) the addressee’s company name; 6) the ZIP CODE in the return address. EXERCISE 4. Define what type of business document this passage refers to. We are a large record store in the centre of Manchester and would like to know more about the CDs and DVDs you advertised in last month’s edition of Hi Fi. Could you tell us if the products are leading brand names, or made by small independent companies, and if they would be suitable for recording classical music, games and video? We would appreciate it if you send us some samples. ……………………………………………… Variants: 1) letter of enquiry/request; 2) CV; 3) contract; 4) Memo. EXERCISE 5. Choose the words or the phrases for filling in 135

the blanks in the way they could show the peculiarities of the forming of Memo. To : Secretarial Supervisor (1) ____ : Claire McElroy (2) ____ : Demonstration of new office equipment The (3) ___ of Smart Equipment will visit us on 28 April to demonstrate their new computer and fax-machine which you are sure to be interested in. Please arrange the time to meet him so that all your staff could be present. (4) ___ Variants: 1) C.M.; 2) From; 3) Sales Manager; 4) Subject. Beyond the dictionary The hit of the season – гвоздь сезона The ins and outs – полный расклад (мельчайшие подробности) The limit – не лезть ни в какие ворота, дальше ехать некуда Thick on the ground – валяться под ногами/ на дороге Throw one’s weight about/ around – давить своим авторитетом, кичиться своим положением, успехами Take on – брать/ нанимать на работу Turn out – выпускать, производить, делать EXERCISE 6. Fill in the gaps with the phrases above. They … three thousand cars a month. The firm is …! This is the sixth time they have sent us faulty goods. If I were you, I’d take the job. Such opportunities are not … His new plan has become … He alone knows all … of the scheme. The district manager came to our office and tried … his …, 136

but no one paid any attention to him. Is the supermarket … any more assistants?

UNIT 24. SORTING OUR PROBLEMS VOCABULARY To sort – сортировать, распределять, разбирать Personality – индивидуальность, личность Attitude – позиция, отношение Recently – недавно, на днях, в последнее время To make a decision – принять решение As regards – что касается, в отношении To feel free – чувствовать себя свободно, не стесняться (делать что-либо) Caller – тот, кто звонит по телефону Associated problems – сопутствующие проблемы Slot – гнездо, посадочное место, слот Photocopier – фотокопировальное устройство Socket – розетка Plug – штепсельная вилка To fit – подходить, быть подходящим (для чего-либо) Faulty – неисправный, поврежденный, с изъяном To go bad – испортиться, сгнить Notebook – записная книжка, тетрадь Incompatible – несовместимый, несовмещающийся, несовместный Van – багажный вагон, товарный вагон, фургон Obsolete – устарелый, вышедший из употребления, старомодный Security – безопасность, надежность Alarm system – система сигнализации Refund – возврат суммы, возмещение убытков To arrange replacement – организовать замену Outstanding – неуплаченный, неоплаченный, просроченный 137

Bill – счет Immediately – немедленно, тотчас же, незамедлительно To overcharge – назначать завышенную цену, брать лишнее Batch – партия By return – обратной почтой To fix – устанавливать, прикреплять, закреплять Misunderstanding – неправильное понимание, неверное толкование, неправильное представление Commission – поручение, заказ, комиссионная продажа To adjust – выверять, подгонять, приводить в порядок Invoice – счет, фактура, счет-фактура (счет на отправленный товар с указанием краткой спецификации, цены, расходов и других подробностей контракта) Accordingly – соответственно, так, таким образом, следовательно To operate equipment – эксплуатировать оборудование Round-the-world trip – кругосветное путешествие To sign a contract – заключить договор, подписать договор Some contacts do not keep in touch; you have to telephone them to let them know that you still exist! The most difficult contacts say very little on the telephone. This can be because of their personality, their attitude to you, or their difficulty with English. If they do not speak, you have to! Mr. Bauer Mr. Lee Mr. Bauer Mr. Lee

Mr. Bauer Mr. Lee

Hello? Good morning, Mr. Bauer. This is David Lee, of Vasta systems. Yes? You may recall (REMIND THEM ABOUT YOU) my visit in September/this letter I sent you recently/that I phoned you last week. Yes? Could you tell me if you have made a decision yet as regards (ASK THE IMPORTANT QUESTION) the new installation?

+ Positive answer 138

B. Not yet. L. I see. Perhaps I could help? (If it helps you, I’ll be very pleased to come and discuss it with you./ Would you like me to send more detailed information?/ Is there anything that you would like to ask?) B. No. L. Well, feel free to call if we can help in any way. – Negative answer B.. Yes; we had to give the order to another firm. L. I see. Could I ask why? B. I’m sorry, I can’t tell you. L. I see. Perhaps I could keep you informed about our products and activities. It may be interesting to you in the future. EXERCISE 1. Phoning difficult contacts Imagine that you are now a caller. Speak with you classmate as if he or she is your old customer. Use your own name and company. Instead of mentioning «the new installation», say something else if necessary. Act out the conversation. EXERCISE 2. Problems with the product Below are a number of different products. Next to them are words that can be used to describe associated problems. In each case write down a complete sentence about the problem. Disk (slot, wrong size) Photocopier (slow) Socket (plug, fit) Printer (faulty) Meat (gone bad) Battery (small) Notebook (electrical supply, incompatible) Portable phone(work) Container (broken) Van (has broken down) Computer

___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________ ___________________________ 139

(obsolete)

___________________________

Security alarm system (not functioning)

___________________________ GRAMMAR IN USE FUTURE INDEFINITE

When we tell someone of our future actions we use the «will» form of the verb. Example We will arrange a refund. Perhaps things will be better tomorrow. EXERCISE 3. Here are some examples of problems. Offer solutions to the client using the phrases given. Client The samples were all damaged. You arrange/replacements/at once Client There is still $ 150 outstanding on this bill. You send/balance/immediately Client You overcharged us $ 500 on the last batch. You refund/whole sum/by return Client The generator has broken down again You send electrician/first thing tomorrow Client We have a problem with the production line. You fix it/immediately Client There’s been a misunderstanding about commission. You adjust/invoice/accordingly EXERCISE 4. Say and ask as in the model. Model They will import all the materials. They will not import all the materials. Will they import all the materials? 1. The firm will export coffee to Europe and import office 140

and telephone equipment. 2. They will insure the house later. 3. Perhaps you’ll get an answer to your letter tomorrow. 4. She will return the catalogues next month. 5. Fred will tell us the news. 6. It will take us much time to put everything in order. 7. They will be able to operate this equipment without any special instructions. 8. They will agree to your opinion. 9. I won’t keep you long. 10. You will speak either to Mr. Fox or to Mr. Fisher. EXERCISE 5. Ask questions to the underlined parts of the following sentences. 1. We shall meet our customers tomorrow morning. 2. Nelly will go on a round-the-world trip with her friends. 3. I’m so exhausted. I think I’ll go and have a bath. I’ll try to relax. 4. The employees will sign a contract next week. 5. There will be a presentation on Sunday at the Wilsons’. Beyond the dictionary Under one’s belt – за плечами (об опыте, достижениях) Up to one’s neck – по горло (в делах) User-friendly – легкий в использовании Vanish into thin air – испариться, бесследно исчезнуть, как сквозь землю провалиться Wait and see – поживем – увидим Walk (all) over smb. –возить воду на ком-либо (перегружать работой) Wink at – закрыть глаза на что-либо EXERCISE 6. Fill in the gaps with the phrases above. We need a new complaints procedure, which is simple and clear. Can you think of a … – … system? If you continue to come to work late, I won’t be able to … it. The report was here on my desk and now it’s gone, … The manager had … Ann for months. Finally she quit. 141

Right now I’m … my … in work. But with no business knowledge …, Joe decided to hire someone to run the business. Do you think they’ll raise taxes? – We’ll have to …

UNIT 25. FINDING SOLUTIONS VOCABULARY Solution – решение, разрешение (вопроса), разъяснение To accept – принимать, брать, соглашаться To apologize – извиняться, просить прощения To explain – объяснять, раскрывать, разъяснять To offer – предлагать, делать предложение To refund – возвращать деньги, возмещать убытки, отдавать долг Immediately – немедленно, тотчас же, сразу, незамедлительно Clerical error – канцелярская ошибка, описка, опечатка Terribly – ужасно, страшно, крайне Free of charge – бесплатно, даром Straight away – сразу, тотчас To deny responsibility – отрицать ответственность Department – область, отрасль To sympathize – сочувствовать, выражать сочувствие Service department – отдел технического обслуживания To let down – подвести, разочаровать Package – упаковка, контейнер, ящик To raise the money – занимать деньги, получить ссуду на что-либо Lost production time – потеря производственного времени Shipment – погрузка, отправка (товаров) To propose a solution – предлагать решение At once – сразу же, тотчас, немедленно Contingency plan – план на случай непредвиденных допол142

нительных обстоятельств Alongside – около, возле, рядом To announce – объявлять, давать знать, заявлять Devoluation – обесценение, девальвация In the meantime – тем временем, между тем Barrier – граница, барьер To renege – изменять своему слову Overseas debt – внешние/иностранные долги To take over – вступать во владение (вместо другого лица), захватить власть To protect – защищать, охранять To take legal action – проводить судебный процесс Re-investing – реинвестирование Necessity – необходимость, настоятельная потребность To resign – отказаться Completely – вполне, всецело, основательно, полностью, совершенно, совсем, целиком Convinced – убежденный, уверенный To discontinue – прекращать(ся), останавливать(ся), прерывать(ся) Long-term – долгосрочный To dismiss – увольнять, освобождать от обязанностей, обязательств To adopt – принимать, перенимать, усваивать To restructure – реструктурировать Sales dept (сокр. от department) – отдел сбыта, коммерческий отдел Instability – неустойчивость To pull out – выйти из какого-либо предприятия, отказаться от участия (в чем-либо) To take out extra insurance – получить дополнительную страховку To withdraw – отказываться, уходить, брать назад Labour – рабочая сила, рабочие, работники Union members – члены профсоюза Deal – сделка, соглашение, договор Affected – пораженный болезнью, показной, притворный 143

Middle manager – управляющий среднего звена Inefficient – неспособный, неумелый, негодный Recruitment procedure – процедура найма (персонала) When we have to accept responsibility for a complaint or problem the usual formula is: a) apologize This means saying you are sorry. Keep it brief! b) explain This means giving a reason for the difficulty. c) offer This means offering a solution or alternative EXERCISE 1. Accepting responsibility Look at the phrases below. Are they apologies, explanations or offers? We will refund your money immediately. ________________ We’re very sorry. ___________________________________ We’re having trouble with our suppliers. ________________ Please accept our apologies. __________________________ This is due to a clerical error.__________________________ I’m terribly sorry. ___________________________________ The next delivery will be free of charge. _________________ I’ll arrange a replacement straight away. _________________ It is wise to be polite and helpful, even when denying responsibility for a problem. 1. I am very sorry, but … this is not my department. 2. I see the problem but … I don’t think we can help you. 3. I sympathize, but … this is not really our responsibility. 4. I’m afraid … you have come to the wrong people. EXERCISE 2. Denying responsibility Use the phrases above to deny responsibility in the following cases. Example I see the problem, but that is not really our responsibility. d) Your service department has let us down again. 144

e) f) g) h)

That package you sent was open when it arrived. I need three more weeks to raise the money. We have lost production time because of you. Can your people help me organize the shipment? GRAMMAR IN USE MODAL VERBS

Should When we propose a solution we can use should before the verb. Example We should contact our local agent at once. EXERCISE 3. Contingency plans Here are the crises. Can you suggest some contingency plans using SHOULD, the phrases alongside, and the ideas listed below.

SLOVATIA GOVERNMENT ANNOUNCES 30% DEVALUATION 30% THE EC RAISES TARIFF BARRIERS FOR HI – TECH PRODUCTS MBALA RENEGES ON OVERSEAS DEBT OVERSEAS FIRMS TAKEN OVER IN KANCHING

… in the meantime __________________________ __________________________

… as soon as possible _________________________ _________________________

… as possible solution ________________________ ________________________ 145

… to protect our position ________________________ ________________________ 1) take legal action in the international courts; 2) ask the government for compensation; 3) send in financial analysts and consider re-investing locally; 4) suspend all shipments and request payment in Deutschmark. MUST, HAVE TO, COULD in offering strong advice and alternative As we saw, you can use SHOULD to offer advice or indicate necessity. Other words you can use are MUST or HAVE TO if we think the necessity is strong; COULD if we are not absolutely sure about it, or if we are offering one alternative among many. Example We must change our investment policy. Example You have to resign the old model. Example We could close down the plant completely. If we are sure about the solution we are advising, we can introduce our advice by I am convinced that … If you are not very sure you can introduce your advice by I think perhaps … Example I am convinced that we must discontinue at least two models. I think we should review our policy. EXERCISE 4. Long-term solutions You are a manager consultant. Various company directors are going to ask you for solutions to their problems. Listen to their problems and give your advice. Problem SALES FALLING DRAMATICALLY IN AREA 4 Solutions 1) Dismiss area sales manager 2) Adopt new strategy 3) Restructure sales dept 146

Problem POLITICAL INSTABILITY IN RE GION 3 Solutions 1) Pull out at once 2) Take out extra insurance 3) Withdraw in stages over ten years Problem LABOUR PROBLEMS/STRIKES REDUCING PROFITS Solutions 1) Dismiss union members 2) Offer productivity deal 3) Close affected plants Problem MIDDLE MANAGERS INEFFICIENT Solutions 1) Staff retraining scheme 2) Change recruitment procedure 3) Replace all incompetent personnel EXERCISE 5. Check yourself: a) If you can’t give a client an answer until you speak to your boss, what can you tell the client in order to play for time? b) Although you are not absolutely sure that you are right, you want to suggest taking legal action. What do you say? c) Your colleague is very sure that he is right in suggesting the same thing; he says: _________________________________ Beyond the dictionary Waste one’s breath – сотрясать воздух, говорить впустую Water under the bridge – дело прошлое, дела давно минувших дней Wear one’s heart upon one’s sleeve – душа нараспашку, открытый человек What makes smb. tick – волновать (привлекать, интересовать) When pigs fly – после дождичка в четверг (никогда) 147

With no strings attached – без оговорок/ ограничений, не навязывая условий With open arms – с распростертыми объятиями EXERCISE 6. Fill in the gaps with the phrases above. I think he was really disappointed when he is not a person who … his … his … They received their visitors … We certainly had our disagreement in the past, but that’s all … now. If I knew … my customers …, I would be able to see them more merchandise. I don’t know why I bother talking to you – I’m just … my … Do you think he will agree to our proposal? – Yes, …! It’s very rare that you get a loan that size …

KEYS Unit 2 EXERCISE 2. Phoning your contact Switchboard Cinglomerate Group; can I help you? You Could I speak to Mr. Pardee, please? Switchboard Putting you through . Secretary Hello, Mr. Pardee’s office. Can I help you? You Hello, can you hear me? It’s a bad line. Could you speak up, please? Secretary Is that better? Who’s speaking, please? You (your name) from ( your company). Secretary Oh, hello. How nice to hear from you again. We haven’t seen you for ages. How are you? You Fine, thanks. Could you put me through to Mr. Pardee, please? 148

Secretary

You Secretary You Secretary You Secretary

Hold the line a moment. I’ll see if he’s in. I’m sorry, I’m afraid he’s not in the office at the moment. Could you give me your number, and I’ll ask him to ring you back? I’m on 347 8621. That’s London. Would you like to leave any message for him? No, thanks. Just tell him I rang. Certainly. Nice to hear from you again. I’ll expect him to call me this afternoon, then. Thanks. You’re welcome. Goodbye. Unit 5

EXERCISE 1. Arranging a meeting Jackson Hello, Jackson … Gray Good morning, Mr. Jackson, this is Mike Gray from Multiscan Industries … Jackson Er, yes, what can I do for you? Gray Well, as you probably know, we are introducing a new range of high-performance microprocessors. I’m going to be visiting your office next week and I wondered if you would be interested in discussing these new models and perhaps having a demonstration? Jackson M-m-m, yes, I would certainly be interested … Gray Good, would Wednesday morning be convenient? Jackson Ah, Wednesday is a bit difficult; I’m tied up all day. How about Thursday? Gray Thursday would be fine. Can you let me have an hour or so sometime in the afternoon? Jackson Yes, I think that would be possible. Say, four o’clock? 149

Gray Jackson

Excellent, well, I’ll look forward to seeing you on Thursday then. Goodbye. Goodbye.

Unit 7 EXERCISE 1. Future relations Dipak Savage

Dipak Savage

Dipak Savage

Dipak Savage

Well, that tales care of the financial details. Yes, I think so, I’ll complete the order form on your behalf and our accounts department will send a pro forma invoice in due course. Well, I think that’s everything; it’s been an interesting meeting … Yes, indeed. Now, regarding after-sales service, I’ll arrange for our service department to contact your technical people to agree a timetable for inspection and maintenance visits. Will you be coming to see us yourself? Well, I expect to be visiting your company from time to time, but in the meantime, I’ll make sure our local agent calls in on a regular basis. We will send you a productrange update and details of any price movements direct from head office. Fine, fine … Well, it’s been a pleasure doing business with you and I look forward to seeing you again in the very near future.

150

Unit 8 EXERCISE 5. Understanding contracts 1. A contract is an agreement drawn up between two parties. It is divided into sections, clauses, and conditions. 2. The contract provides for any problems between the two parties. The conditions of the contract are binding on both parties. If one party does not comply with the clauses, this is called a breach of contract. 3. In the case of a dispute, many contracts provide for arbitration, but in some cases the dispute results in litigation. Most parties reach a compromise without going to court, and the dispute is settled out of court. 4. Some contracts are for a fixed period, or term; also, there are ways in which the parties can end, or terminate, the contract. Unit 9 EXERCISE 5. Ten rules for negotiating a) You see? I knew I’d win! 4. I think we can agree on these terms. b) I know what you want to discuss, so let’s start. 6. May we go through the points to be discussed before we begin? c) I can reduce the price. Does that help? 1. If you increase the order, then we may be able to reduce the price. d) Delivery? That’s no problem; no extra charge. 8. Delivery? Well it may be possible but only if … e) It’s against your policy to give discounts? OK. 2. Very well, but if you can’t give discounts, I’m sure you can extend … f) What a ridiculous idea! Don’t be stupid. 5. I’m afraid that will not be possible. 151

g) Another half per cent? Yes, that’s a very generous offer you’re making. 7. Half a per cent is very small amount. h) This is my final offer. If you refuse, I’ll cancel everything. 3. If you can’t accept this, I may have to reconsider my position. Unit 10 EXERCISE 5, B Representative Operator You Representative Operator You Representative Operator You Representative Operator You Representative Operator You

Insert the punch-card. I don’t follow. Put in the punch-card (or: Put the punchcard in). Remove the lid. I’m not with you. Take off the lid (or: Take the lid off). Ensure that the power is on. I’m not clear about that. Make sure that the power is on. Replace the lid. I don’t understand. Put back the lid (or: Put the lid back). Withdraw the punch-card. Sorry? Take out the punch-card (or: Take the punch-card out). Unit 11

EXERCISE 5. Buyers and suppliers a) I’m sorry, but these prices are still higher than your competitors’ prices. b) We’re only transferring to the customer the increases which we have to pay. 152

c) But these prices are excessively high. d) Sorry, but we can’t reduce them any further. Unit 12 EXERCISE 4. Talking about purchasing Sometimes we operate a single sourcing whereby we use only one supplier for a fixed period. Generally, however, we prefer to use a multiple sourcing from our approved suppliers’ list. We usually place spot orders but sometimes we get involved in buying forward/speculative buying for certain commodities. Apart from ordering, I have to encourage competitive bids arrange return contracts and maintain our own company’s standing in the market place. Unit 14 EXERCISE 1. Things you hear about employees and place they work. The outside agencies who hire people for cmpanies are looking for managers with practical and direct knowledge of their job and a very good past performance. Where I work, a couple of years in sales is the fast way to make progress. Young Linda is an ambitious person whose results are excellent now. In a couple of years she will be one of the dynamic people who make things happen. In our organization success is the main aim of the firm! The small number of senior people who run the organization here prefer to leave the making important calculations to young executives moving up towards the top of the firm.

153

Unit 18 EXERCISE 2. Working conditions … with good promotion prospects. Salaries are competitive and there is a generous profit-sharing scheme. All executive employees receive a four-week holiday allowance. Company car provided; relocation expenses where necessary. Unit 20 EXERCISE 3. Paying the bill You Colleague You Colleague You Colleague You Colleague You Colleague You Colleague You Colleague

Let me pay for this. No, I’ll pay for it. No, no I insist. Well, thanks very much. Waiter! Could I have the bill (US: check) please? Certainly sir, here you are. Thank you. Is service included? Yes sir, there is a 10% service charge on the bill. I see. How would you like to pay sir: in cash, by check or with a credit card? Do you take American Express? Certainly sir. That will do nicely! I wonder if I should leave a tip? Maybe just a small one. Unit 22

EXERCISE 2. Keeping the door open Do keep in touch. BUYER Keep me in the picture. BUYER I’ll keep you informed of our I’ll work on those figures you activities. SALESMAN gave me and come back to you on them. SALESMAN 154

Do keep me informed of any Perhaps next time I’m in the new developments. BUYER area I could pay you a visit. SALESMAN Perhaps I could send you more Drop me a line if anything new detailed information? SA- comes in. BUYER LESMAN I’ll send you the samples as I’d like to think about what soon as possible. SALESMAN we’ve said, and drop you a line. SALESMAN Unit 24 EXERCISE 2. Problems with the product Disk: Photocopier: Socket: Printer: Meat: Battery: Notebook: Portable phone: Container: Van: Computer: Security alarm system:

The disk is the wrong size for the slot. The photocopier is too slow. The plug does not fit the socket. Theprinteisfaulty. The meat has gone bad. The batteries are too small. The notebook computer is incompatible with the electrical supply. My portable phone is not working. The container is broken. The van has broken down. This computer is obsolete. The security alarm system is not functioning. Unit 25

EXERCISE 3. Contingency plans Slovatia: We should suspend all shipment and, in the meantime, request payment in Deutchmark. EC: We should send in financial analysts as soon as possible and consider re-investing locally. 155

Mbala: As a possible solution, we should take legal action in the international courts. Kanching: To protect our position, we should ask the Kanching government for compensation. Литература 1. Ardo J. English for practical management. – Oxford: University Press, 1988. 2. Баричев С. Шагни в Internet самостоятельно. – М.: Приор, 1998. 3. Browne S. The Internet via Mosaic and World-Wide Web. – Emeryville, California: Ziff-Davis Press, 1996. 4. Computer & Internet Dictionary. – Moscow: International Publishers, 2000. 5. Глушаков С.В., Ломотько Д.В., Мельников В.В. Работа в сети Internet: Учеб. курс. – Харьков: Фолио; М.: АСТ, 2001. 6. Hahn H., Stout R. The Internet Complete Reference. – New York: McGrow-Hill, 1994. 7. Kennedy A.J. The Internet. The Rough Guide. – London: Penguin Books Ltd, 2000. 8. Kraynak J., Habraken J. Internet Encyclopedia. – Indianapolis: MacMillan, 1999. 9. Кутькова А.С., Ковалева Т.А., Москалец Л.Е. Интернет в жизни планеты. – М.: Высш. шк., 2004. 10. Lees G., Thorne T. English on Business Practical English for International Executives. – London: Chancerel International Publishers Ltd., 1993. 11. Новый англо-русский и русско-английский словарь по компьютерной технике / К.Н. Челноков, Д.О. Амелин, Дж. Моррелл. – Минск: Вышэйш. шк., 2000. 12. Пройдаков Э.М., Теплицкий Л.А. Англо-русский словарь терминов и сокращений по ВТ, Интернет и программированию. – М.: Высш. шк., 1998. 13. Современный англо-русский словарь по вычислительной технике / Сост. С.Б. Орлов. – М.: Просвещение, 1998. 156

Учебное пособие

Иваненко Татьяна Ивановна АНГЛИЙСКИЙ ЯЗЫК

ПРАКТИКУМ ПО РАЗГОВОРНОЙ РЕЧИ Редактор Г.Ф. Майорова Технический редактор Е.Е. Бабух Набор текста Т.И. Иваненко Верстка, оригинал-макет Е.Е. Бабух

Подписано в печать 03.10.2007 г. Формат 61*86/16. Печать офсетная. Гарнитура Times New Roman Авт. л. 8,44. Уч.-изд. л. 8,64. Усл. печ. л. 9,7 Тираж 85 экз. Заказ № 869 Издательство Камчатского государственного технического университета Отпечатано полиграфическим участком издательства КамчатГТУ 683003, г. Петропавловск-Камчатский, ул. Ключевская, 35

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