Unit 2 getting to the main business
UNIT 1 STARTING THE MEETING
Vocabulary Tasks
Task I.Define the meaning ofthe following words and expressions,
translate them into Russian:
1. confidential
2. determination
3. draft
4. first half figures *
5. hostile activity
6. objective
7. on the agenda
8. press-release *
9. revival
10. stake *
11. survival
12. thrust
13. to acquire
14. to concede
15. to go for a high profile
16. to report briefly on
17. to restore credibility
18. to spearhead a campaign for / against smth
19. totackle a problem at source
20. to undertake
21. to urge
22. unidentified buyer
23. vague promises
24. vigorous
* definitions are available in the glossary
Task II. Translate the sentences into Russian:
1. I concede that the work has been slow so far, but it should speed up soon.
2. Company’s reorganisation was only the first step in the long process of corporate revival.
3. At the meeting the new board's objective is to agree a plan of action.
4. Now we have three items of business on the agenda this morning.
5. We've now had confirmation that an unidentified buyer has acquired a 5 % stake in this company.
6. Experience tells me that the activity is hostile.
7. The aim of our press-release is to restore credibility.
8. Financial analysts don't want vague promises about a wonderful new future for Visitron.
9. Let's show them we're tackling this problem at source.
10. Show them the first half figures.
11. Visitron is about to undertake major new growth based on new products and new markets.
Task Ш. Translate the sentences into English:
1. Это требует самых энергичных действий.
2. К нему обратились с настоятельной просьбой возглавить кампанию по борьбе с курением.
3. Возрождение нашей компании зависит от того, сумеем ли мы вернуть доверие акционеров.
4. Вместо того, чтобы давать туманные обещания, Вы бы лучше подумали о том, как решать проблему в корне.
5. Цель официального сообщения - показать, что мы не боимся неизвестного покупателя.
6. Враждебная деятельность наших конкурентов очень ослабила нашу позицию.
7. Данные за первое полугодие позволили сделать вывод, что компании необходимо предпринять шаги по выработке новой стратегии.
8. На повестке дня - обсуждение путей выхода из кризиса.
9. Поздравляю, мы сумели приобрести солидную долю в этой компании, что принесет нам значительную прибыль уже в следующем полугодии.
10. Предварительный пресс-релиз был помечен словами «строго секретно».
Task IV. Make up your own sentences using the vocabulary of the unit.
Video Tasks
Task I. Answer the questions:
1. What are the three items on the agenda?
2. What news does Parker confirm?
3. What is the aim of the press-release?
4. What new product is mentioned?
5. What is the financial situation in the company?
6. What structure of the press-release has been agreed upon?
7. What time will the announcement be released? Why?
8. Which item has been discussed during the first phase of the meeting?
Task II. Listen and fill in the gaps with the right words:
Well, basically what we’re doing here is ………………. a new beginning for Visitron. The aim is to ………… ………….. and to show that we’re about to ………… …………….. in a big way. So, as you can see here, I’ve started with ……………. into the small end of the market. The push will be ……………… by the new …………….. of products, …………….. by strong management and sound finance.
Task III. Study the draft press-release and answer the questions:
Draft press release: August 17th
Confidential
New Board announces turnaround plans.
The new management team at Visitron, Europe's major scanner manufacturer, today released details of the company’s new strategic plan. Mr Howard Parker, Visitron's new C.E.O., emphasized the company's unrivalled technical capabilities and the new team's determination to regain the initiative in this highly competitive industry. The plan contains three main elements.
1. A thrust into the small end of the market with a new generation of scanners based upon Visitron'srecent advances in magnet miniaturisation. These advances result from a breakthrough in detector technology which will allow Visitron's scanners to pick up much weaker signals from target objects. This will allow the use of much smaller, lighter and less expensive magnets in the next generation of scanners.
2. A management commitment to innovation, profitability and new expansion in all sectors of the scanner market.
3. A sound financial strategy based on the recently strengthened financial resources of the company. A major factor here is the commitment of the First National Bank, through its recently acquired shareholding, to a policy of renewal and strategic development of one of Europe's foremost high-tech companies.
Further details may be found in the accompanying fact sheet.
Embargoed until 3.35 p.m. August 17th.
1. What are Visitron's new marketing targets?
2. What is the technical background to the new products?
3. Why is Visitron now financially stronger?
4. What other advantages of the company are mentioned?
5. What impression about the company is produced by this press-release?
Task IV.Write a similar press-release to your shareholders.
Communication Tasks
Task I.Translate the following expressions into Russian, memorise them:
1.1 Signalling the start(Clear signals are needed to focus the attention of those involved and to indicate entry into the meeting structure)
I think we should begin.
Right. Shall we begin?
Let's start.
………………………………………………………………………………
1.2 Setting the agenda(The agenda is the man of the meeting and should be clear and concise)
The agenda this morning consists of two items.
There are three main topics on the agenda. First...
There are three things we've got to discuss today.
………………………………………………………………………………………………………………………………………………………………
1.3 Assigning roles(All participants should know what they are expected to do)
Richard is going to outline the problem.
I'd like you, Deborah, to summarise the financial position.
Could, you, Don, tell us about the R&D situation?
………………………………………………………………………………………………………………………………………………………………
1.4 Updating(All participants should be given the latest relevant information as early as possibly)
News has just come in that.
We've just heard that...
It's been confirmed that...
………………………………………………………………………………………………………………………………………………………………
1.5 Setting objectives(The target of the meeting should be clearly stated)
Our aim this morning is to..
Our objective today is to...
The main thing we've got to do today is to...
………………………………………………………………………………………………………………………………………………………………
1.6 Giving opinions(How you give an opinion may decide how others react to it)
I think that...
I believe that...
It seems to me that...
My view is that...
………………………………………………………………………………………………………………………………………………………………
1.7 Agreeing and Disagreeing(Again, how you agree and disagree may decide how others react to you)
I go along with that.
You're right.
I couldn't agree more.
I disagree.
I can't agree with you.
I'm not sure I agree.
………………………………………………………………………………
1.8 Moving the discussion forward(As you move through the agenda, give clear signals of intention and position)
Let's go on to...
Can we deal next with...
Let's turn our attention to...
………………………………………………………………………………………………………………………………………………………………
1.9 Asking for opinions(Encourage contributions and involve others)
What's your view on this, ...?
How does Marketing see this?
How do you feel about this, ...?
………………………………………………………………………………………………………………………………………………………………
1.10 Conceding and making points(Agree before you disagree. The Yes, but… technique is common in English-speaking meetings)
That may be. I still think, though...
You could have a point. On the other hand...
You may be right. But you mustn't forget...
………………………………………………………………………………………………………………………………………………………………..
Task II. Write your variants of continuing the phrases.
Task III. Find in the unit phrases, illustrating the above-mentioned steps.
Task IV. Simulation
You are directors of a big company producing office furniture. For the last three months you've been feeling hostile activity of your competitors: they have been decreasing their prices substantially which caused your profits to slump. As a result, your shareholders have started to get rid of your shares. The situation is rather dangerous as you can lose the majority control in your company. You'll have to hold a meeting where your task will be to work out a new strategy.
Marketing Manager is sure that you should spend more money on R&D. This will help you to develop new products and become the leader on the market.
Treasurer thinks that in the present situation you can't afford such expenses. The financial situation in the company leaves much to be desired.
CEOhopes that the meeting will help to work out a suitable strategy.
Study the agenda and hold a meeting.
From: CEO
To: Board of directors
Subject: New strategy
Agenda
1. Analysis of competitors' activity, forecasts.
2. Financial situation.
3. Formulation of strategy.
Each of you should use not less than three phrases from the language frame!
UNIT 2 GETTING TO THE MAIN BUSINESS
Vocabulary Tasks
Task I. Define the meaning of the following words and expressions,
translate them into Russian:
1. a bid *
2. big boys (here)
3. breakthrough
4. current situation
5. equity *
6. expansion of capacity *
7. implication
8. launch (to launch)
9. per annum
10. persuasive
11. portable
12. price sensitive
13. profit gap
14. solution
15. to accelerate
16. to anticipate
17. to be at prototype stage
18. to be beyond one's resources
19. to be forced out of the market
20. to devote
21. to earmark
22. to justify the expense
23. viable
* definitions are available in the glossary
Task II. Translate the sentences into Russian:
1. First, the current situation. Richard, I believe you've been monitoring this.
2. The buying is coming from New York and whoever it is now controls more than 5 % of the equity.
3. This is a dealer anticipating a Hyperscan's bid.
4. The problem is that the extra funding is beyond our resources.
5. The new money is earmarked for the immediate cashflow situation.
6. We've made the breakthrough. All we need now are the funds to translate that into real products.
7. This analysis shows the level of corporate profits we'll need to finance the new product development and the expansion of capacity necessary to stay in business.
8. As you can see, our present strategy will leave us with a widening profit gap.
9. The point is that unless we close that gap, we'll be forced out of the
market.
10. Smaller magnets meant that Visitron could produce a much less expensive Small Unit scanner for this highly price sensitive sector of the market.
11. This new Small Unit scanner was already at prototype stage.
12. The HHS was three years from launch.
13. An improved market share and the potential size of the new sector justified the expense.
Task Ш.Translate the sentences into English:
1. Нам требуется 111 миллионов долларов, чтобы запустить этот проект. Такие затраты намного превышают наши возможности.
2. Недавний прорыв в сканерной технологии позволил нам создать этот уникальный продукт.
3. Нам необходимо найти пути увеличения мощности. Эта цель оправдывает любые расходы.
4. Почему мы не можем вложить деньги в этот проект ?
- Эти деньги отложены на выплату дивидендов нашим акционерам.
5. Этот сектор рынка очень чутко реагирует на изменение цены. Поэтому мы, во что бы то ни стало, должны удерживать цену на нынешнем уровне.
6. Текущая ситуация вызывает серьезные опасения.
7. Чем шире будет разрыв между реальной и планируемой прибылью, тем легче нас будет вытеснить с рынка.
8. К сожалению, массовое производство этого продукта еще не начато. Пока изготовлен лишь его прототип.
9. Если акционеры примут цену, предложенную на бирже, мы потеряем 10 процентов наших акций.
10. Компания не смогла ответить на угрозу конкурентов новой жизнеспособной стратегией.
Task IV. Make up your own sentences using the vocabulary of the unit.
Video Tasks
Task I.Answer the questions:
1. What are the two major problems Parker wants to deal with?
2. What is the current situation like?
3. What action of Visitron's shareholders will bedecisive for the company?
4. What is Chapman's solution to the problems facing Visitron?
5. Why is Highsmith less confident than Chapman?
6. What does the profit gap analysis show?
7. What is the cause of this profit gap?
8. What, according to Hamilton, will happen if the profit gap isn't closed?
9. What was Hamilton's original proposal concerning collaboration with Kamakura?
10. What is Hamilton's solution to the current situation?
Task II. Study the profit gap analysis and answer the questions:
1. What year was the diagram made?
2. In which sectors did Visitron make most of its profits prior to 1985?
3. When is Visitron expected to return to profitability?
4. At what level will profits peak with present strategies?
5. When will it happen?
6. Which sector will generate most profits after 1990?
7. What will be the profit shortfall by the end of the century?
8. What is the profit shortfall at the moment?
Task III. Listen and fill in the gaps with the right words:
The ……………………. question that we have to answer is this. What …………… and ……………… levels are we going to need in order to ……………………. successfully with the ………. ………….?
Communication Tasks
Task I. Translate the following expressions into Russian, memorise them:
2.1 Signalling a new topic(Announce your arrival at each new item on the agenda)
Right then. This leads us on to...
OK. This brings up the problem of...
…………………………………………………………………………………………………………………………………………………………….…
2.2 Reportingto the present situation(Use the present continuous tense to describe events happening now)
The present situation is that...
What's happening is that...
………………………………………………………………………………………………………………………………………………………………..
2.3 Identifying the central issue(If a situation is unclear, signal the need to get to the root of the problem)
Let's get to the bottom of this.
Let's try to identify the main problem here.
What's the underlying issue here?
………………………………………………………………………………………………………………………………………………………………..
2.4 Making a promise(Persuade participants by assuring them of positive action or outcome)
2.5 Expressing doubts(Doubts may be genuine reservations or disguised disagreement)
I have some reservations about that.
That's oversimplifying it.
I'm not so sure.
………………………………………………………………………………………………………………………………………………………………
2.5 Warning(Persuade or dissuade by predicting a negative outcome)
Unless we improve training now, we'll fall behind our competitors.
Act now or it'll be too late.
Our business will suffer if...
………………………………………………………………………………………………………………………………………………………………..
2.6 Interrupting(Intervene positively but politely)
Excuse me. May I come in here?
May I interrupt?
Before you go on, could I say this?
Just a minute. Can I say something here?
………………………………………………………………………………………………………………………………………………………………
2.7 Summarising the argument(The rule is, say what you have to say, then say it again in summary form)
What I’m trying to say is that…
What I'm getting at is that...
In a nutshell, what I am arguing is that...
………………………………………………………………………………………………………………………………………………………………
Task II.Write your variants of continuing the phrases.
Task Ш. Find in the unit phrases, illustrating the above-mentioned steps.
Task IV.Fill in the gaps with proper phrases, reproduce the dialogue:
- OK, (signalling the start) . (Setting the agenda). One, presentation of our new product. Item 2, financing the programme for this product. (Setting objectives) work out a plan of actions for the next two months. Can we start with item 1? (Assigning roles).
- Well, (updating) that our R&D Department has made the major breakthrough and now they are ready with the prototype of the HHS. Its technical advantages are beyond any expectations. All we need now is money to finance the programme.
- (Interrupting). (Expressing doubts). The problem is that the extra funding is beyond our present resources.
- (Signalling a new topic) item 2. (Giving opinions) our major objective now is to expand our capital by issuing new shares. (Asking for opinions).
- (Agreeing and disagreeing). But (identifying the central issue). The problem is that our shares can attract too few shareholders.
- (Conceding and making points). Visitron is about to undertake major new growth based on new products. We must persuade our shareholders that Visitron's shares can be a very profitable investment.
- (Agreeing and disagreeing). But (warning).
- Right then. Let's now think" of the proper ways of attracting new shareholders.
Task V.Simulation
As part of a major restructuring scheme, Visitron's new board has set up a task force of three senior managers to study the possibility of relocating the company's three manufacturing plants on one site. Each member of the task force has gathered information on one site. The Corporate Planning Director now wants you to report your recommendations on relocation and manpower reductions. Hold a meeting, agree a plan for workforce reductions and make a decision on the centralisation of production. Use the memo below.
From: Director of corporate planning
To:Task force members
Subject: Company restructuring targets to 1990
MayI now confirm that the new management has established the following medium-term targets:
1. Total workforce to be cut to 6,000 from the present 9,100.
2. Production of all machines and components to be centralised on one site.
3. Expansion of Small Unit division capacity by 25 % to support new long-term targets.
Present situation
| Large Unit division Basingstoke | Medium Unit division Stevenage | Small Unit division Norwich | |
| Capacity (units) | 1,500 | ||
| Output last year | |||
| Age of plant | 10 years | 8 years | 2 years |
| Workforce | 4,700 | 3,000 | 1,400 |
| Strikes (days lost) | 33,300 | 19,600 | |
| Productivity (turnover per worker) | $28,089 | $28,583 | $16,297 |
| Distance to nearest port | 32 miles | 56 miles | 60 miles |
| Land available for building | 50ha | 200ha | l,000ha |
UNIT 3 DEBATING THE ISSUES
Vocabulary Tasks
Task I. Define the meaning of the following words and expressions, translate them into Russian:
1. asset
2. at a knock-down price *
3. break-even point *
4. cumulative cashflow *
5. flip chart
6. greenfield site *
7. joint venture *
8. on one's own doorstep
9. option
10. paramount (of paramount importance)
11. payback period *
12. poor product innovation
13. profit margin
14. quota restrictions *
15. rival
16. royalty *
17. shift in demand towards
18. to back smb
19. to backfire on smb
20. to brief
21. to handle
* definitions are available in the glossary
Task II. Translate the sentences into Russian:
1. Kamakura's share of the global Small Unit sector was expected to fall over the next decade because of uncompetitive prices and poor product innovation.
2. Hamilton's second point related to the shift in regional demand towards the Far East markets.
3. Kamakura would be unable to take advantage of the situation on its own doorstep.
4. Finally, Hamilton summarised his conclusions on the flip chart.
5. Competition from Hyperscan, the rising Yen and quota restrictions limited sales which meant that any greenfield site in Europe was uneconomic.
6. After the briefing on Kamakura, Highsmith's views on the financial issues became paramount.
7. If they saw it as a short cut to global markets, it would definitely backfire on us.
8. As I see it, we've got two options here.
9. This chart compares the cumulative cash flow of a global VS10 joint venture with the cash flow of a Visitron licencing strategy.
10. The main advantage is that it minimises our risk and brings an early break-even point.
11. Licences will bring us an early and positive cash flow and reduce our payback period on investment
12. You'd be selling off our major asset at a knock-down price.
13. The difference between a licencing royalty and a shared profit margin could be as little as two and a half per cent.
14. Will anything less than full global collaboration with Kamakura convince the stockholders to back us against Hyperscan?
15. Licences will give our rivals a competitive advantage.
16. It would all depend on how we handled it
17. My original negotiations with Kamakura were on the basis of a Small Unit joint venture in Europe.
Task III. Translate the sentences into English:
1. Я считаю, необходимо воспользоваться тем, что спрос переместился в сторону небольших компактных магнитофонов.
2. Медленное обновление ассортимента может привести к тому, что мы утратим преимущество на собственном рынке.
3. Так как товар простоял в порту несколько недель, и его качество ухудшилось, он был продан за бесценок.
4. Высокие ограничения на ввоз товара привели к осложнениям в отношениях между этими двумя странами.
5. Участок под строительство обойдется нам в кругленькую сумму и отсрочит переломный момент, по крайней мере, на три месяца.
6. Нужно во что бы то ни стало сократить период окупаемости
этого проекта, иначе мы просто разоримся.
7. Если мы не сумеем как следует контролировать ситуацию, все наши планы обратятся против нас самих.
8. В настоящий момент наши разработки являются основным достоинством компании. Правильно воспользоваться ими является делом первостепенной важности.
9. Не могли бы вы кратко проинформировать нас о планах наших соперников, известных вам ?
10. Во время семинара консультант часто пользовался доской с бумажными листами. Особенно хорошо был проиллюстрирован анализ совокупного денежного потока для нашего главного проекта.
11. Я не думаю, что этот вариант нам подходит. Уже сейчас ясно, что разница между себестоимостью и прибылью будет настолько низкой, что мы не сможем финансировать дальнейшее развитие проекта.
12. Мы решили организовать совместное предприятие по производству безалкогольных напитков.
Task IV. Make up your own sentences using the vocabulary of the unit.
Video Tasks
Task I. Answer the questions:
1. What will Kamakura's answer to the suggestion of global collaboration depend on?
2. What forms of collaboration are being discussed by the Board?
3. What are the advantages and disadvantages of each option?
4. Which members of the Board support licences?
5. Which option is expected to be more attractive to Kamakura?
6. How much is the difference between the royalty and shared profit margin?
7. What is Don Chapman's position concerning licences?
8. What, according to Mr Parker, will convince the shareholders to back Visitron against Hyperscan?
Task II. Listen and fill in the gaps with the right words:
Competition from Hyperscan, the rising ………. and ………… …………restrictions limited sales. Low sales meant that any ………….. ……………. ……………. production in Europe was uneconomic. For these reasons, …………………… in Europe and perhaps ……………. might at least be considered by Kamakura’s management.
Task III. Study the cumulative cash flow analysis of licence and joint venture options for VS 10 worldwide and answer the questions
1. What two options does this graph compare?
2. What is the difference between cash flow and cumulative cash flow?
3. How much has been spent so far on the VS10 project?
4. What elements of expenditure does the licencing option involve?
5. What is the expenditure needed for the licencing option?
6. What elements of expenditure does the joint venture option involve?
7. When will the joint venture option break even?
8. When will the licencing option break even?
9. Which option provides the better returns in the long run?
Task IV. You've been asked to make a comparative analysis for the licencing and the joint venture options. Write a report with your suggestions to the Board.
Communication Tasks
Task I. Translate the following expressions into Russian, memorise them:
3.1 Developing an argument(Signal clearly the different stages of your argument)
Let's look now at...
This raises the question of...
This brings up the matter of...
………………………………………………………………………………………………………………………………………………………………
3.2 Forcing the issue (Be firm and insist on an answer if someone is being evasive)
You're avoiding my question.
Let me repeat my question to you.
I think you misunderstood my question.
………………………………………………………………………………………………………………………………………………………………..
3.3 Evaluating the options(Demonstrate objectivity by comparing different possibilities)
If we offer the usual incentives, we'll get the usual results. If we offered them a special incentive scheme, results would improve dramatically.
3.4 Dealing with interruptions (Stop any interruption firmly but politely)
Hold on. Let Deborah finish.
Could I just finish what I'm saying?
Just a moment. I haven't finished.
………………………………………………………………………………………………………………………………………………………………
3.5 Identifying a course of action(For maximum impact signal your idea before you express it)
In my view, there are two things we can do here.
I see two ways around this.
There are three possibilities here.
………………………………………………………………………………………………………………………………………………………………..
3.6 Weighing the arguments(Present the pros and cons before you state your preference)
The major benefit is...
The attraction of this is...
On the positive side, there is...
The main disadvantage is...
The drawback is...
On the negative side, there are...
………………………………………………………………………………………………………………………………………………………………..
3.7 Presenting a counter-argument(Present disagreement as a logical position rather than an emotional response)
On the other hand....
If you look at it from another angle...
Looking at it this way...
………………………………………………………………………………………………………………………………………………………………
3.8 Disagreeing politely but firmly(If there is strong disagreement, minimize conflict by using signals of respect)
I'm sorry, but I can't accept that.
I'm afraid I can't agree with what you're saying.
Your argument overlooks an important point.
………………………………………………………………………………………………………………………………………………………………
Task II. Write your variants of continuing the phrases.
Task III. Find in the unit phrases, illustrating the above-mentioned steps.
Task IV. Transfer
Student B: Turn to File 1
Student A: Your company is in a difficult position - the sales volume is falling. You think that the best way of improving the situation is to decrease prices. Your arguments:
1. This option doesn't demand any additional expenditures.
2. You can expect quick results.
Try to convince your partner that this way will be the best one, but be ready to consider his point of view. Your common task is to come to some decision.
Your arguments should include the following steps:
Expressing doubts
Interrupting
Reporting the present situation
Identifying a course of action
Conceding and making points
Developing an argument
Weighing the arguments
Task V. Simulation
You work at a large hospital, which has decided to buy Small Unit scanners to support its overworked Large Unit scanner. Because of major rationalization programmes in the health sector, your equipment purchase budget has been severely cut. At a meeting of a management committee you have to decide, which Small Unit scanners to buy.
Prince Alexander Hospital
Internal memorandum
To: All Heads of Departments.
From: The Chief Administrator.
Subject: Hospital Management Committee meeting 2 p.m. Monday 5th July.
Small Unit scanner purchases
We have received our budget allocations for the coming year and are therefore now in a position to make decisions regarding capital expenditure. The major budget items break down as follows:
1. Capital budget: $7m (-15% on last year).
2. Operational budget: $1.5m (-10% on last year).
3. Contingency fund: $0.5m
As we all know, $6.5m of the capital budget has been allocated to the new building programme for the geriatric wing. The major remaining area of expenditure is the diagnostic unit. It has been clear for some time that the central Large Unit Visitron scanner is unable to cope with the rapidly expanding demands for diagnostic scanning. Since we do not have funds to buy a second Large Unit scanner, it has been decided that a series of Small Unit scanners should be purchased for each department. The expected workload of these scanners will be 300 patients per day. The main factors will be cost and, of course, quality. Please come prepared with your arguments. I attach specifications and costings for the two main contenders at this time.
| COMPARATIVE COSTINGS OF VS5 AND HS500 SMALL UNIT SCANNERS | ||
| Visitron VS5 | Hyperscan HS500 | |
| Price | $62,000 | $49,000 |
| Scan Quality (1-10) | ||
| Patient throughput | 4 per hour | 5 per hour |
| Operating costs | $8,000p.a. | $8,500 p.a. |
| Downtime | 7% | 12% |
| Training | $500 per operator | Included in price |
UNIT 4 ENDING THE MEETING
Vocabulary Tasks
Task I. Define the meaning of the following words and expressions, translate them into Russian:
1. arm bending
2. bargaining position
3. flexible
4. link-up
5. patent*
6. skilful negotiators
7. state-of-the-art technology*
8. stick and carrot approach
9. take-over bid
10. threat (to threaten)
11. to annotate
12. to be non-negotiable
13. to dominate
14. to emerge
15. to examine smth on its merits
16. to go along with smth/smb
17. to overestimate
18. to restart
19. to sell to the highest bidder
20. to underestimate
* definitions are available in the glossary
Task II. Translate the sentences into Russian:
1. We must restart negotiations with Kamakura.
2. Global collaboration is the only answer to the Hyperscan threat.
3. I'd go along with you. In fact, I'd say that the R&D effort and the patents are non-negotiable.
4. If you ignore for a moment our new products, our bargaining position is not strong.
5. We must be flexible and examine each, of their proposals on its merits.
6. Let's not underestimate ourselves here. We have state-of-the-art technology. We will help Kamakura to stop a damaging take-over bid in one of their main markets. Besides, we can always threaten to sell the licences to the highest bidder.
7. These people are very skilful negotiators. A stick and carrot approach will not work. - I agree. Arm bending isn't going to help anyone.
8. Over a working lunch, the outline of a strategy began to emerge. It was obvious, that a global linkup against Hyperscan was necessary.
9. Let's show them our first half figures.
10. He annotated the text at several places.
Task III. Translate the sentences into English:
1. Нам нельзя недооценивать этих людей. У них очень большой опыт ведения переговоров.
2. Если мы не будем оценивать все возможные варианты по достоинству, мы никогда не сможем принять правильное решение.
3. Наша позиция при торгах была довольно сильной, что позволило нам возобновить отношения с несколькими выгодными партнерами.
4. Когда нам пригрозили применить политику силы, нам пришлось принимать срочные меры для спасения компании.
5. Мы избрали неверную тактику ведения переговоров. Политика кнута и пряника дала результаты, противоположные тем, что мы ожидали получить.
6. Я считаю, что этот вопрос не подлежит обсуждению.
7. Если мы не можем сами использовать свою передовую технологию, давайте хотя бы продадим ее покупателю, предлагающему самую высокую цену.
8. Необходимо убедить акционеров в том, что это предложение цены за акции - попытка захвата компании.
9. Я согласен с правилом, что иногда на переговорах нужно быть гибкими, чтобы достигнуть выгодного союза с партнерами.
10. Во время подготовки к презентации у нас возникло множество
проблем.
11. Данные за первое полугодие показали, что патенты составили основную статью дохода компании.
12. Совместное предприятие с Камакурой будет доминировать на рынке портативных сканеров.
Task IV. Make up your own sentences using the vocabulary of the unit.
Video Tasks
Task I. Answer the questions:
1. What three decisions has the board arrived at?
2. What is Chapman’s last point?
3. What advantages, according to Parker, will Kamakura get from collaboration with Visitron?
4. According to Parker, what final threat can Visitron make in its negotiations with Kamakura?
5. What is the alternative to the strategy suggested by Parker?
6. How is the team divided concerning the negotiation strategy?
7. Who is going to lead the negotiations?
Task II. Listen and fill in the gaps with the right words:
Yes, but let’s not …………………… ourselves here. Let’s just look at what’s in it for them. They get into Europe. They get ……………………….. technology. They stop a damaging ……………………….. in one of their main markets. If that’s not enough, we can always ………………. to sell the licences to the…………………
Task III. Study Parker's annotated copy of the agenda and answer the questions:
1. What decisions have been taken on item I of the agenda?
2. What are the main problems that have emerged from item II of the agenda?
3. What are the main problems and opportunities that Parker sees in item III?
4. What decisions has Parker taken about Visitron's negotiating team? What are his decisions based on?
5. How have Visitrons collaboration plans changed?
| From: HP. Tо : R.H. / D.H. / D.C. Subject: Management Meeting 17/8 Agenda - R.H. to revise I Press release - R.H. - mention HHS - give first half figures II Revised R&D programme - D.C. - 111m over 3 years - finance III Strategy and action plan 1) potential bid - !* 2) profit targets - 75m shortfall by 2000 3) original collaboration plans - NO! 4) current collaboration options - via global j.v. 5) finance 6) strategy - offer HHS - keep R&D Item III decisions 1. Reopen negotiations with К 2. Global link-up against H 3. Long-term = HHS and 4th sector programme * R.H. to lead N.B. separate D.C. and D.H. ! Restrict D.C. in negotiations |
Task IV. You've been given a task by the board to analyse the strengths and weaknesses of Visitron and Kamakura. Write a report with a comparative analysis and your conclusions.
Communication Tasks
TaskI. Translate the following expressions into Russian, memorise them:
4.1 Signalling the close(Signal completion of business or time constraints to justify ending)
I'd like to wind the meeting up now.
I think that's as far as we can take it today.
It's time we finished.
We're running out of time.
………………………………………………………………………………………………………………………………………………………………
4.2 Summing up(The summary is the final ‘packaging’ of the meeting’s achievements. Give clear signals and enumerate the points)
Let me summarise what we've agreed.
Let's go over what's been decided.
Let me recap on what we've decided.
………………………………………………………………………………………………………………………………………………………………..
4.3 Raising final questions(The chair should provide an opportunity for final remarks)
Does anybody have anything else to say?
Is there any other business?
Has anyone got any further points to bring up?
………………………………………………………………………………………………………………………………………………………………..
4.4 Making a final point(Final interventions may be tactically important because they are remembered)
Can I just say one final thing?
May I bring up the question of...... ……………..before we end?
Could I just remind you all about..................... ?
………………………………………………………………………………
4.5 Suggesting and recommending (Suggestions for implementation of decisions usually end the meeting)
I believe we must...
I recommend that...
I propose that...
………………………………………………………………………………
4.6 Ending the meeting(Signal the close clearly and elegantly)
I suggest we finish.
Can we end here?
OK, let's call it a day.
………………………………………………………………………………..
Task II. Find in the unit phrases indicating the above-mentioned steps.
Task III. Fill in the gaps with appropriate phrases, reproduce the dialogue
- All right, I think we've found a good solution to the problem of price. (Developing an argument). Can we discuss the results of our market research? I don't think that market researches can be of any importance for our company. I've never trusted them.
- (Forcing the issue).
- Well, in general, the results are quite pleasing. But (presenting a counter argument) the market changes so quickly that we cannot rely on these results only.
- (Disagreeing politely but firmly). We have very experienced specialists who are able to give very reliable forecasts. So let's consider the possibilities of expanding our market share. (Identifying a course of action).
- First, we must differentiate our product range and second, our capacity must be increased.
- Yes, but how are we going to finance this expansion?
- (Dealing with interruptions). As the results show, the demand for our production's growing. So (suggesting and recommending) we take a loan from the bank. If there are no objections, (signalling the close) . (Raising final questions) .
- (Making a final point) . I think, besides the loan, we can also try to economise on our transportation costs. By my estimations, they can be cut at least by 3 %.
- I'd go along with that. Now, (summing up). One, we work on product differentiation. Two, we increase capacity. Three, to finance that we take a loan and cut our transportation costs. If there is no other business, (ending the meeting) .
TaskIV. Your R&D department has developed a state-of-the-art technology, which can bring you huge profits in future. But at the moment you find it difficult to transfer this technology into real products as you are short of money. You are going to hold a meeting where you'll discuss possible ways of finding the finance.
a) write an agenda of the meeting
b) hold the meeting.
Note, that not less than three options of financing the programme should be considered during the meeting. Besides, each of the members should use not less than five phrases from the language frame of all the four units!
BACKGROUND. PART 1. UNITS 1-4. REVISION
Task I. Fill in the gaps with prepositions or adverbs where necessary:
1. The shift in demand ……….…. Eastern markets caused a trading boom there.
2. Our consultants advised us to target …….….. garden furniture production as our major growth area.
3. There are three main topics .............. the agenda today.
4. What's your view ……... the problem of rationalising the process?
5. Please, don't worry. We are tackling the problem ……… source.
6. As our new invention is already ……… prototype stage, you can see all its advantages with your own eyes.
7. The problem is that at the moment buying a new office is far …………..….. our resources.
8. I must warn you that unless we change our pricing policy, we'll be forced …………....the market.
9. Your offer brings ……….. the problem of restructuring our company.
10. ……. my view, we must examine each of their proposals …….. its merits.
11. If we use their technology without a licence, it will definitely
backfire …………. us.
12. The company had no choice but to sell the consignment at a
knock............... price.
13. Your suggestion will allow us to reach a break - ………… point two months earlier than we expected
14. All right. We are running …………… time, and I would like to wind the discussion ................. now.
15. Before we finish let me just recap ………… what's been decided so far.
16. - What if we offer our Shareholders a higher dividend this year?
17. - I'd go ………. with that. Our profits are up this year and we can afford better dividends.
18. Don't forget that state …….... the art technology is not enough to overtake our competitors.
19. …..... the one hand this is a very risky project. …….. the other hand, however, it can bring us high profits very soon.
20. A link- ……… with this company will help us to solve a number of problems.
You may check your answers with the key given in File 2.
Task II. Act as interpreters:
- Доброе утро, господа. Начнем работу. Сегодня на повестке дня два вопроса: обсуждение результатов деятельности нашего совместного предприятия и выработка стратегии на второе полугодие. Цель нашей встречи - оценить наши перспективы и определить направление дальнейшего развития. Перейдем к делу. Сначала господин Ричардсон расскажет нам о ситуации на данный момент.
- Well, the present situation is that we are in a better position than our competitors. Our state of the art technology has allowed us to make a serious breakthrough on the market, and our first half figures look quite pleasing.
- Извините, я вас прерву. У меня есть некоторые сомнения на этот счет.
- Подожди, Эдуард. Позволь господину Ричардсон закончить.
- Well, what I'm trying to say is that at the moment we are ahead of our competitors. But it's been confirmed that Technoland, our major competitor, is going to launch their latest invention soon. It will definitely cause a shift in demand towards their production.
- Я согласен с вами, и это подводит нас ко второму вопросу нашей повестки - выработке стратегии.
- Давайте рассмотрим проблему в корне. Я считаю, что наш отдел по исследованиям и развитию немного сбавил темпы после недавнего успеха.
- I couldn’t agree more. Besides, I think that unless we increase our R&D effort, we'll fall behind our competitors very soon.
- Я вижу два способа решения этой проблемы. Во-первых, мы должны найти новых специалистов для работы в отделе и, во-вторых, нам необходима более тесная связь между отделом маркетинга и отделом исследований и развития. Мы не можем разрабатывать новые модели, не зная ситуации на рынке.
- You may have a point, but in my view, your argument overlooks an important problem. Even if our R&D department works out new models it may take us too long to transfer them into real products. Our production department works very slowly.
- Действительно, это очень серьезная проблема, и я считаю, нам необходимо обсудить ее с директором производственного отдела.
- Well, I think that's as far as we can take it today. Let me recap on what we've decided. First, the work of our R&D must be expanded. Second, R&D work should be based on Marketing Department findings. And finally, we will hold another meeting with our Production Manager present.
- Хорошо. Предлагаю на этом закончить.
- ОК. Let's call it a day.
Task III. Write the minutes of the meeting. Use the notes below:
Minutes
Meeting of the Board of Directors of ……..… Co, held. ….……. (place, time)
Present: Howard Parker, CEO
………………………………………………………………………………………………………………………………………………………………
Agenda
1. Introduction and summary of negotiating aims - H.P.
2. Announcing of a press release - R.H.
3. Summary of licence and joint venture options open to Visitron and Kamakura - D.H.
4. The new products, and the Visitron R&D effort in the negotiations - D.C.
5. Formulation of strategy
6. A.O.B.
1. ………………….
2. Structure of the press release was discussed. The following structure was agreed upon:
3. ………………….
…….. R.H was appointed to lead the negotiations.
…….. there was no other business.
File 1
Your company is in a difficult position - the sales volume is falling. You think that the best way of improving the situation is to spend more money on advertising and different forms of sales promotion like special presents for your customers, lotteries and others. Your arguments:
1. You shouldn't decrease prices as it can spoil your product's image.
2. Your sales volume is falling not because of high prices but because people know little about the product and its advantages.
Try to convince your partner that this way will be the best one, but be ready
to consider his point of view. Your common task is to come to some decision.
Your arguments should include the following steps:
Making a promise
Warning
Dealing with interruptions
Summarising the argument
Identifying the central issue
Disagreeing politely but firmly
Presenting a counter argument
PART 2 NEGOTIATIONS