Task 2. Match each of the words or phrases on the left to an appropriate definition

1 advertisementd	a) the total amount of money that needs to be spent by a business
2 bonus g	b) the relation in value between kinds of money used in different countries
3 chief executive officer h	c) a person who is in charge of running a business, a shop or a similar organization or part of one
4 costsa	d) a piece of information in a newspaper, on television, etc. that tries to persuade people to buy sth, to interest them in a new job, etc.
5 exchange rateb	e) a chance to do sth that you want to do
6 human resources i	f) the money that a person receives (usually every month) for the work he/she has done
7 manager c	g) an extra amount of money that is added to sb's wages asa reward
8 opportunity e	h) the person with the highest position in a company or an organization
9 presentation j	i) the department in a company that deals with employing and training people
10 salary f	j) a meeting at which sth, especially a new product or idea, or piece of work, is shown to a group of people

Task 3. Fill in the blanks using the word combinations given below, translate the letter.

Letter 1.

Thank you for your letter of 27 March.

I am very sorry to ( f ) made with your order. I ( c ) and found that the mistake happened in the packing section.

( b )it was not discovered before the goods were sent to you.

I have arranged for a repeat order to be sent to you today, and I hope this ( e ).

Once again, please ( a ) for the inconvenience caused.

I ( d ) of our new catalogue and I hope you find it interesting.

Please give me a call soon on 2358272 if you have any questions.

a) accept my apologies

b) unfortunately

c) have looked into this

d) enclose a copy

e) meets your requirements

f) hear about the mistake

Letter 2.

We are considering ( d ) on a training course on Customer Services. Do you have ( b ) available within the next few moths? If so please ( f ) and times plus costs.

If there isn’t a regular Pioneer course scheduled, can you tailor-make a course ( a )? We could hold it in our conference room.

Perhaps we ( c ) to discuss this – are you free next Friday 20 August at 11 am? I could come over to you, or you could ( e ). Please let me know.

a) specialy for our staff

b) a suitable course

c) can arrange to meet

d) sending some of our staff

e) come over to my office

f). let me have the dates

Task 4. Choose the correct variant.

1.This year the state California … 3 million $ in banking.

a) invested

b) got

c) imported

d) put

2. An effective employee responds to … as soon as possible.

a) correspondence

b) question

c) remark

d) reply

3.She isn’t … pretends to be.

a) such clever as

b) so clever as

c) as clever so

d) not clever as

4.He always … with my work.

a) is interfering

b) interfere

c) interferes

d) have interfered

5. The speaker … the problem of decreasing the wages today.

a) touch

b) touching

c) has touched

d) had touched

6. Reports are coming in that a train … near Dublin.

a) had crashed

b) crashes

c) has crashed

d) is crashed

7.Try … me, please.

a) understanding

b) understand

c) to be understood

d) to understand

8.I wouldn’t try my luck if I … you.

a) be

b) were

c) was

d) am

9.Would she have married him if he… poor?

a) is

b) have been

c) has been

d) had been

10.Everything seemed … in order.

a) be

b) to be

c) is

d) was

LESSON 7

Task 1. Complete the text with the words in the box.

1. weaknesses	5. Losers	9. regulations	13. deal	17. strategy
2. needs	6. satisfied with	10. carry on	14. the policy	18. aspirations
3. expectations	7. encourage	11. Present	15. to gain	19. demand
4. negotiation	8. sources of power	12.negotiating	16. hostility	20. approach

Negotiating

Most of your activities as managers involve ( 12 ). If you're a skilled manager you're probably a skilled negotiator. Successful ( 4 ) is where you get what you want, and the other party is happy with what he gets, where the result is, 'I win, you win'. This is certainly true of the variety of negotiations, big and small, that you ( 10 ) every day with your colleagues, your boss, your subordinates. ( 5 ) are not the easiest people to have to go on working with, but it's also true of business negotiations. And not just for negative reasons.

A better ( 20 ) is always possible for both parties if both ( 10 ) the negotiations as a cooperative enterprise. There are, of course, many people who would be quite glad to have you as a loser. So plan your ( 17 ) carefully. Decide first of all what you want to get from the negotiations.

What is the best result you could hope for? What is the best result you could realistically expect? What is the minimum you'll accept? Of the different points at issue, which are the most important to you? Which are most important to the other party? What are your strengths and ( 1 )? What are theirs? How can you strengthen your position and weaken theirs — before the negotiations begin? What information do you need? Where can you get it? You want the other party to feel ( 6 ) the outcome of the negotiations, so consider the disadvantages for him if you get what you want. How can you lessen these? How can you ( 7 ) him to feel that he too has won?

There are a number of factors that affect the negotiating process. Your attitude is one. The higher are your ( 18 ), the better are your results. The more committed and determined you are, the better you will perform. The attitude of the other party is important too. It's up to you to alter his ( 3 ), to encourage him to be satisfied with less than he originally hoped for. Take into account the personal ( 2 ) of the other party- not just what he wants ( 15 ) in the issues you're negotiating about, but his underlying needs. Most people want to have a good image of them; they want to be liked; they want to impress their boss. Give attention to such needs and you'll find people are more willing to go along with you.

At the centre of all negotiating is the question of power — and it comes from a variety of sources. It comes from knowledge — the more you know about the other party, the more power you'll have. It comes from time — the more time you have to negotiate, the more power you have to negotiate with. But most of all power is in the mind. You need to know that you have it, and you need to know what it's based on. All of these factors — attitudes, personal needs, and ( 8 ) — should be considered before you sit down at the negotiating table. When the negotiations actually begin, it's often a good tactic to start off with a firm ( 19 ).

Don't bargain unless you have to. This approach needs to be taken carefully though. ( 11 ) it in a way that doesn't rouse ( 16 ). There is a variety of ways of doing this. You can refer to ( 14 ) of your company. Your company has always done things this way. You can refer to ( 9 ) to your published price lists. And allow him to save face-give him time to express his views.