F. Translate from Russian into English

1. Менеджеры высшего звена направляют и контролируют общую деятельность организации, определяют стратегию и основную политику фирмы.

2. Топ-менеджерами организации являются президент, вице-президент, главный исполнительный директор и члены совета директоров.

3. Менеджер среднего звена реализует стратегию и основную политику, определенные верхним уровнем организации.

4. Средними менеджерами организации являются руководитель подразделения, начальник отдела, директор завода и директор производства.

5. К сферам управления относят финансы, производство, маркетинг, человеческие ресурсы и администрирование.

6. Начальник финансового отдела, прежде всего, отвечает за финансовые ресурсы организации.

7. Традиционно директор производства ассоциируется с производством товаров.

8. Однако в последние годы к управлению производством относят производство товаров и услуг.

9. Начальник маркетингового отдела ответственен за обмен продукцией между организацией и ее постоянными покупателями и клиентами.

10. Начальник отдела управления человеческими ресурсами занимается наймом, обучением и оценкой деятельности работников.

GRAMMAR

1. Complete the following extract from a letter to an advertising agency from the Sales Director of Supremo Supermarket by circling the correct form from the choice given.

Dear Paul

I wrote/was writing to you at this time last year to inform you of the developments in our company. At that time, we negotiated/were negotiating with the French company Hypervend for a share of the supermarket business. Hypervend subsequently accepted/were accepting our proposal and our products started/were starting to appear on the shelves at the end of the year. However, some six months later we found/were finding that customers bought/were buying more and more rival French products. Hypervend's management said/were saying that we didn't package/weren't packaging our products for French consumers, who moved/were moving to lighter and more colourful designs. We therefore asked/were asking you to study French packaging tastes. As I said/was saying when you completed/were completing your study, we felt/were feeling that your approach didn't set/wasn't getting to the heart of the matter.

Therefore, when we received/were receiving your invoice, I was surprised to see … .

2. Read the following fax. Change the underlined phrases putting in an appropriate form of may, might, can, could, must, mustn’torneedn’t.

date: 8 Nov time: 12.47 from: 01273 548212

Further to our telephone conversation, it is important that we develop a superior organic fertiliser suitable for use by organic horticultural concerns and fruiterers. We are in a position to do this within six months. It is not necessary to greatly increase our research budget. In the short term, it is possible that our Riqhton Research Laboratory will be able to send us results of tests they carried out last year. In other words, it is possible that we already have the data we need.

In any case, it is essential that we develop this product as soon as possible. It is important that we do not let our competitors have this advantage.

I am away for a few days but there is a chance that I wi11 call you on Monday.

3. Complete the interview with Bengt Stockman, the CEO of Magnus Electronics, by using one of the following verbs in the correct tense: say, tell, talk, speak or discuss.

Interviewer: What …… you …… to your competitors who …… of your lack of environmental concern?

Bengt: Firstly, they should …… to the various environmental groups I support. And, secondly, they should …… our record with the relevant governmental department.

Interviewer: And what will they …… ?

Bengt: Basically, they …… that I have always observed all the rules and regulations.

Interviewer: But that's not what your former Managing Director …… . In a recent report he …… of the toxic emissions from your factories.

Bengt: Please …… him to provide us with some proof. There's not a shred of evidence of any improper practices. My position is clear. As I …… on many occasions, we have nothing to hide. And I am happy to …… our environmental record with the highest authorities.

Interviewer: Is it true that you …… a reporter from the Green Lobby that you had no time for ecologists?

Bengt: Yes, but I ……it in the context of a lot of untrue statements made in the press about my activities.

Interviewer: So, you don't deny …… that.

Bengt: No, absolutely not.

4. Complete the following common phrases with an appropriate verb: say, tell, talk, speak or discuss.

1. As I ……… before,

2. When we ……… about this matter last week,

3. As I ……… you before,

4. Last week they ……… that

5. When we ……… this matter last week,

6. I’d like to ……… to you again about this matter, because

7. We can ……… them to

CASE STUDY

Background

You are members of the negotiating teams of either: Altman Kopp or KEP Ltd. In an informal meeting you discuss ways to combine the two businesses into a single organization.

Task

Work in pairs.

1. Read your role card and prepare for the negotiations.

2. Work out your objectives, priorities, strategy and tactics.

3. Think carefully about what concessions you are willing to make.

4. Make up a dialogue in the form of negotiations.

Student A: Your company, Altman Kopp, is involved in negotiations with a competitor, KEP Ltd, over a possible merger. YOU: 1. want to keep the basic structure of your present company, but would like to enlarge it to take in the new product areas that your potential partners specialize in 2. plan to reduce the number of Altman Kopp directors from the present eight to five or six 3. want approximately equal representation on the new board but would accept fewer board members if the Chairman of the Board is from your company 4. want to reduce your present Marketing and Sales Departments to a single department 5. want to create a new Logistics Department instead of Corporate Planning 6. know that the Head of Personnel and Administration, who is also on the Board, is retiring. You start

Student B: Your company, KEP Ltd, is involved in negotiations with a competitor, Altman Kopp, over a possible merger. YOU: 1. want to reduce your Board from eight to four members 2. believe that your company should be a separate financial and cost centre 3. already intend to merge Finance and Administration 4. plan to abolish the Sales Department, incorporating it into Marketing 5. for the purposes of the organization chart, you plan to merge your production activities, with everything under one director 6. want to abolish Corporate Planning, bringing it under the Marketing Department.   Your partner will start

5. If the negotiation was successful, write a press release from the point of view of either KEP Ltd or Altman Kopp outlining the main points of the agreement and the benefits to the organization you represent. The tone and style of the message should express pleasure and optimism.

Or if the negotiation was unsuccessful, write a letter to your opponent in the negotiation expressing your regret that you were unable to make a deal. However, you should indicate that you might be willing to reopen negotiations in the future as clearly there could be areas of mutual benefit.