Exercises page 67.
1.1 Jeff Toms is Marketing Director at an international cultural training centre. Listen to the first part of the interview and answer the questions.
1 What two factors affect the 'Middle East clock'?
The prayer times and they were desert travellers, about the movements of the sun and the moon.
2 What can cause problems for Americans when they do business with Latin cultures?
They take the time to know the person with whom they do business, and this becomes a problem for Americans that time is money.
1.2 Listen to the second part of the interview and say what qualities companies should look for when sendin staff abroad.
They need to prepare the way to do business, their expectations , their needs, learn about the culture where they will do business , you need to have good the adaptation, flexibility to connect with people .
1.3 Listen to the final part of the interview and complete the gaps.
I think also one of the key features of the successful internartional businessperson is to be non-judgemental. For instance, if you're coming from an Asian culture to try and do business with a Western culture, for certain the way that people do things will be fundamentally different -the hierarchy, the structure, the decision-making process, the seniority and the influence of the people you're doing business with - will be fundamentally different.
1.4 If you could be sent anywhere in the world to work, which country would you choose? What aspects of its culture do you particularly like?
I would like to work in England, because I think it is a country dedicated to progress, and is serious about the performance of people want the best of them to get a good development work.
Exercises page 68.
2.1 Complete the idioms in the sentences below with the words in the box.
1 Small talk is one way to break the ice when meeting someone for the first time.
2 I was thrown in at the deep end when my company sent me to run the German office. I was only given two days notice to get everything ready.
3 We don't see eye to eye with our US parent company about punctuality. We have very different ideas about what beign 'on time' means. It's a question of culture.
4 I got into hot water with my boss for wearing casual clothes to the meeting with the potential Japanese customers.
5 I really put my foot in it when I met our spanish partner. Because I was nervous, I said ' who are you?' rater than 'how are you?'
6 I get on like a house on fire with our polish agent; we like the same things and have the same sense of humour.
7 When I visited China for the first time, I was like a fish out of water, everything was so different, and I couldn't read any of the signs!
8 My first meeting with our overseas clients was a real eye opener. I hadn't seen that style of negotiation before.
2.2 Listen to eight people using the idioms from exercise A and check your answers.
2.3 Consider the context of each idiom in Exercise A and decide which have:
a) a positive meaning
(1, 4, 5, 8)
b) a negative meaning
(2, 3, 6, 7)
2.4 Match the idioms in exercise A to the correct meanings.
a) given a difficult job to do without preparation (2)
b) quickly have a friendly relationship with someone (6)
c) feel uncomfortable in an unfamiliar situation (4)
d) say or do something without thinking carefully, so that you embarrass or upset someone (3)
e) disagree with someone (5)
f) an experience where you learn something surprising or something you did not know before (8)
g) make someone you have just met less nervous and more willing to talk (1)
h) get into trouble (7)
Exercises page 71.
3.1 Listen to a conversation between two people who have recently met. What is wrong? How can it be improved?
The person making the questions is being annoying to the person who answers . It should be more cautious when talking to someone, a person is not always in a good mood .
3.2 Work in Paris. In what business situations would you use these expressions?
Congratulations!-Congratulating someone's performance .
Cheers!-Appreciate someone's work .
Make yourself at home.- To have a comfortable meeting.
Help yoursefl.- Give motivation.
I don't mind.- Not interested in a conversation .
Excuse me.- Interrupting a chat.
Sorry.- By making a bad action .
It's on me.- A dinner.
I'm afraid...- Giving bad news.
yes, please.- Colaborarle someone.
Could you...?- Ask a favor.
That sounds good.- Agreeing with any idea.
After you.- Give place .
That's no problem.- Help someone who has difficulties .
Bad lucky.- A business that is not achieving close .
Not at all.- Refusing to perform some activity .
3.3 What would you say in the following situations?
1 You don't hear someone's name when you are introduced to them.
Sorry , do not understand very well , what is your name?
2 You have to refuse an invitation to dinner with a supplier.
Today I have a very important commitment , maybe later.
3 You are offered food you hate.
Sorry, but I'm allergic to that food.
4 You want to end a conversation in a diplomatic way.
It's too late , I have to go home .
5 You have to greet a visitor.
Hello , welcome , and I met all over the place ?
6 You have to introduce two people to each other.
You remember who he was talking to you?
7 You offer to pay for a meal.
Quiet ,this time I invite .
8 You have to propose a toast.
Excuse me, I want to propose a toast .
9 Your colleague has been made redundant.
Continue.
10 You arrive half an hour late for a meeting.
Pity the delay , I had several mishaps.
3.4 Lsiten and compare your answers to exercise C.
3.5 What can you say in the first five minutes of meeting someone? Match the questions to the answers. Listen and check your answers.
1 Is this your first visit to the region? (c) a) At the metropolitan hotel.
2 Oh really! What do you do? (d) b) Nearly five years now.
3 How long have you been there? (b) c) No, I come here quite a lot, but usually to Hong Kong
4 Have you been to Tokyo before? (g) d) I'm an account director for a marketing company.
5 Business or pleasure? (e) e) Business, I'm afraid.
6 How long have you been here? (h) f) Until tomorrow evening.
7 How long are you staying? (f) g) No, this is my first trip.
8 Where are you staying? (a) h) Six days.
9 What's the food like? (j) i) I really like it. There's so much to see and do.
10 So, what do you think of Tokyo? (i) j)It's very good, but eating at the Metropolitan
can be quite expensive.
3.6 What are the 'safe' topics of conversation for this sort situation? Which topics would you avoid?
I think talk business is the most prudent , how was the trip, such the city. They are topics of a conversation that are necessary for connection with the other person. Avoid personal issues that compromise the integrity of the person.
3.7 In your opinion, which of these items of advice for a successful conversation are useful and which are not?
1 Listen carefully.
2 Give only 'yes' or 'no' answers.
3 Interrupt a lot.
4 Be polite.
5 Ask questions.
6 Stay silent.
7 Keep eye contact.
8 Be friendly.
YES
NO
Ativity 2. Vocabulary and grammar.
Exercises page 74.
1.1 In your opinion, which factors below are important for getting a job? Choose the five most important. Is there anything missing from the list? Which do you think are not important? why?
appearance experience
intelligence contacts/connections
references astrological sign
blood group family background
hobbies/interests personality
marital status qualifications
age/gender handwriting
sickness record education
YES
NO
I think they are not important, because they are not aspects that must be taken into account when getting a job.
1.2 Think about jobs you've had and interviews you've attended. In Paris, ask each other about your best or worst:
1 a) job b) boss c) colleague
I worked as a waiter in a small restaurant , and it was very difficult because everyone had authority , had no rules, and the owner was a grouch.
2 a) interview experience b) interview question c) interview answer
The interview was simple , just asked me if I knew how to deal with people , they told me how much they paid , and nothing else.
1.3 Discuss the statements
1 At work, apparance is more important than performance
The appearance does not have to affect work, only to have good performance and attitude to do things.
2 You should keep your private life totally separate from your work
Privacy is an issue completely separate from work and does not have to affect your job performance.
3 People don't change much during their working lives
People at work are different, they have to meet standards, work, out of
work people are different .
4 It is best to work for as few companies as possible
If you are looking ascent and progress is best to stay in one company .
5 Everybody should retire at 50
50 is a prudent age, but you can continue to give their best performance to 60 .
Exercises page 75.
2.1 Complete the text with the words and phrases in the box
These days, many applicants submit their application form speculatively to companies they would like wo work for. In other words, the do not apply for an advertised job, but hope the employer will be interested enough to keep their CV on file and contact them when they have a vacancy. When replying to an advertisiement, candidates often fill in a curriculum vitae and write a covering letter. The employer will then invite the best candidates to attend an interview . Sometimes candidates will take a psychometric test before the interview to assess their mental ability and reasoning skills. These days, it is normal for successful candidates to have to work a probatory period in a company. This is usually three or six months; after that, they are offered a permanent post.
2.2 Match the verbs to the nouns to make word partnerships.
1 to train (e) a) a vacancy/post
2 to shortlist (c) b) an interview panel
3 to advertise (a) c) the candidates
4 to assemble (b) d) references
5 to make (f) e) new staff
6 to check (d) f) a job offer
2.3 Listen to a consultant talking about the recruitment process to check your answers to exercise B.
2.4 When companies are recruiting, what sort of qualities in employees do they look for?
People who take their own initiative , who are willing to climb , having commitment , which are compañeristas that contribute to the development of the company , having a good education.
2.5 Look at the different types of people. Which do you think are the most desirable for companies to employ?
This type of person:
1 is able to come up with ideas (c)
2 is respected and listened to by others (i)
3 is able to see different points of view (f)
4 can see how to put ideas into action (g)
5 is determined to succeed in their career (e)
6 has lots of energy and often gets excited (a)
7 is concerned with details and getting things right even if it takes time (h)
8 like to assess and evaluate (j)
9 is able to change with new situations (b)
10 is someone you can trust and depend on (d)
Match the descriptions above (1-10) to the adjectives in the box (a-j)
a) enthusiastic
b) adaptable
c) methodical
d) reliable
e) ambitious
f) objective
g) creative
h) analytical
i) authoritative
j) practical
2.6 Mark the stress on the adjectives in exercise e. Then listen and check your answers.
1 Which three qualitites listed in exercise E best describe you?
f) Objective
g) Creative
e) Ambitious
2 Which of the different types of people have you worked or studied with?
g) Creative
h) Analytical
b) Adaptable
3 Which of the different types of people do you think are easy or difficult to work with?
I think it's difficult to work with people authoritative, and methodical.
I think it's easy to work with people creative and ambitious.
Exercises page 70.
3.1 Choose the most appropiate verb. There are sometimes situations where both verbs are possible. Can you say why?
1 If you are invited to a Brazilian's house for dinner, you must/should arrive at least 30 minutes after the time mentioned.
2 You mustn't/don't have to give purple flowers as a gift in many countries.
3 All personel Should/must read the health and safety notices in the building.
4 Staff don't have to / mustn't disclose informationon the project unless authorised.
5 I think you should / must encourage the team to develop interpersonal skills.
6 Simone doesn't have to/shouldn't work so hard - she is looking very tired.
7 When going to a new country to do business, you should/must do some research into their culture.
8 You mustn't/ don't have to pay immediately. We can offer you credit.
Because the " you must" and " should " can be used in several actions which imposes an instant obligation.
3.2 Read these notes on Chinese business protocol. How does each piece of advice compare with the situation in your country?
Greetings
In the first two points rather resembles , you must first greet the elderly, must have a good sense of humor whenever you feel happy and comfortable . In the last item we can use the first-name and is not disrespectful.
Gift-giving.
In these two items does not compare at all. Flowers are gifts that signify admiration, or friendship, happiness is a gifts that gives peace person.. The second item I do not think there are taboos on unlucky number.
Entertaining at home.
In these three items no comparison, first if you can not go to a meeting just an excuse enough . At meetings or appointments you are not reached on time and no problem about this. Eating fast , belching or slurping , are signs of disgust and disrespect .
Business cards.
The business cards aren't important in the business, because the person with you have a meeting knows about you before see you.
Exercises page 78.
4.1 In each of the sentences, two of the verbs are possible and one is incorrect. Cross out the incorrect verb.
1. He _____________ to review our complaints procedures.
a) promised b) delayed c) wanted
2. I _____________ improving interpersonal skills training.
a) Undertook b) suggested c) recommended
3. I ___________ to meet the HR director.
a) decided b) didn't mind c) arranged
4. She _____________ to check the redundancy arragements
a) refused b) failed c) put off
5. We ____________ to review our policy for anti-bullying in the workplace.
a) consider b) hope c) plan
4.2 Match the sentences halves.
1 HR recommends (f) a) To raise the minimum wage
2 The company simply can't afford (a) b) To call me back in a couple of days
3 This job involves (d) c) Smoking after the programme
4 The manager seemed impressed by my CV and promised (e) d) working weekends sometimes
5 Three members of staff stopped (c) e) to follow a directive given by his superior
6 He was fired because he refused (b) f) using the cheapest form of transport
4.3 Choose the most appropriate form of the verb to complete the sentences.
1 HR's new computer programme has stopped working/to work.
2 She was driving in a hurry, but she stopped answering/to answer her mobile phone.
3 Did you remember calling/to call HR yesterday?
4 I can't remember offering/ to offer you a raise
5 I forgot telling/to tell you I'd quit my job
6 I'll never forget making/to make my first sale
4.4 Make sentences of your own with the verbs in bold in exercise b, using either the ing form or the infinitive.
He asked the favor of recommending his son for the job.
This work involving a lot of risk.
The will has been promising that will give assent.
The next stopping will be the success.
He refusing to meet its obligations.
He can't affording be increases .
Exercises page 86.
5.1 Choose the correct verbs to complete the sentences.
1 If you give us/ 'll give us discount of 5%, we'll place/place a firm order.
2 Will you deliver / Do you deliver by november if we pay / 'll pay the transport costs?
3 If you will lower / lower your price by 5%, we buy / 'll buy at least 4,000 units
4 Would / Does it help you if we sent / are sending the goods by air?
5 If you aren't improving / don't improve your delivery times, we'll have / had to find a new supplier
6 If we will join / joined an association of producers, we would get / will get a better price for our coffee.
5.2 Naoko nakamura, a buyer for a large japanese department store, is negotiating with Li Bai, Sales Director for a clothing company in Hong Kong. Listen and complete the conversation.
Naoko: If I order 30,000 skill scarves, what discount will you offer us?
Li: On 30,000, nothing. But if you buy 50,000 scarves, then we will offer you 10%.
Naoko: Ok, I'll think about that. And tell me, if we placed a very large order, say 80,000 units, would you be able to despatch immediately?
Li: We can normally guarantee to despatch a large order within three weeks. But if you order at a peak time, like just before chinese new year, it will be impossible to deliver that quickly.
Naoko: I take it your price includes insurance?
Li: Actually, no. Usually, you'd be responsible for that. But if the order was really large, that would be negotiable, I'm sure.
Naoko: What about payment?
Li: To be honest, we'd prefer cash on delivery, as this is our first contact with you. If you were a regular customer, we would offer you 30 days credit, maybe even a little more.
Naoko: That's all right. I quite undertand.
Li: Look, how about having some lunch now, and continuing later this afternoon? Then we could meet for an evening meal. I know an excellent restaurant in Wanchai.
Naoko: Yes, let's continue after lunch. If I had more time, I would love to have dinner with you, but unfortunately my flight for Tokyo leaves at eight tonight, and I need to be at the airport by six.
5.3 Make a list of the conditional sentences in the dialogue in exercise B. For each sentence, decide if the events are:
a) very likely
Li: We can normally guarantee to despatch a large order within three weeks. But if you order at a peak time, like just before chinese new year, it will be impossible to deliver that quickly.
Li: Actually, no. Usually, you'd be responsible for that. But if the order was really large, that would be negotiable, I'm sure.
Li: To be honest, we'd prefer cash on delivery, as this is our first contact with you. If you were a regular customer, we would offer you 30 days credit, maybe even a little more.
b) less certain or imaginary
Li: On 30,000, nothing. But if you buy 50,000 scarves, then we will offer you 10%.
Naoko: Ok, I'll think about that. And tell me, if we placed a very large order, say 80,000 units, would you be able to despatch immediately?
Naoko: Yes, let's continue after lunch. If I had more time, I would love to have dinner with you, but unfortunately my flight for Tokyo leaves at eight tonight, and I need to be at the airport by six.
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