anh văn ngoại thương.

2.4 Read other descriptions of people in a company.. Then talk about other people in your company / organization / class.. LESSON 3: COMPANY CULTURE 3.1 A director of Starbucks, an Amer

TRƯỜNG ĐẠI HỌC CẦN THƠ

GIÁO TRÌNH TIẾNG ANH CHUYÊN NGÀNH

ANH VĂN NGOẠI THƯƠNG 2 Biên soạn: LƯU NGUYỄN QUỐC HƯNG, Th.S

2009

TRUNG TÂM NGOẠI NGỮ Độc lập - Tự do - Hạnh phúc

ABOUT THE AUTHOR

I THÔNG TIN VỀ TÁC GIẢ

Họ và tên: Lưu Nguyễn Quốc Hưng Sinh năm: 26.01.1970

Cơ quan công tác: Trung tâm Ngoại ngữ, Trường Đại học Cần Thơ

Địa chỉ email để liên hệ: lnqhung@ctu.edu.vn

II PHẠM VI VÀ ĐỐI TƯỢNG SỬ DỤNG

• Giáo trình có thể dùng tham khảo cho những ngành nào: sinh viên ngành ngoại

thương

• Có thể dùng cho các trường nào: Khoa Kinh tế & Quản trị Kinh doanh, Trường Đại học Cần Thơ, chuyên ngành ngoại thương, các trường Kinh tế

• Các từ khóa: (Đề nghị cung cấp 10 từ khóa để tra cứu): internatinal trade, import,

export, world trade, WTO, compete, SWOT, business trend, globalization,

e-commerce

• Yêu cầu kiến thức trước khi học môn này: học viên cần có kiến thức anh văn tổng

quát tương đương trình độ B (trung cấp) để bắt đầu chương trình 1 (international trade 1) và hoàn thành chương trình 1 để tiếp tục chương trình 2 (international trade 2)

• Đã xuất bản in chưa, nếu có thì nhà xuất bản nào: chưa

CONTENT

ABOUT THE AUTHOR 2

CONTENT 3

UNIT 1: INTRODUCTION 4

LESSON 1: GREETINGS AND INTRODUCTION 4

UNIT 2: YOU AND YOUR COMPANY 7

LESSON 2: PERSONAL AND ORGANIZATIONAL PROFILE 7

LESSON 3: COMPANY CULTURE 9

LESSON 4: COMPANY ORGANIZATION 13

UNIT 3: COMPANY ACTIVITIES 17

LESSON 5: SELLING AND BUYING 17

LESSON 6: SALES AND NEGOTIATION 23

LESSON 7: SALES DOCUMENTATIONS 28

UNIT 4: FOREIGN EXCHANGE 31

LESSON 8: CURRENCY EXCHANGE 31

LESSON 9: PAYMENT IN INTERNATIONAL TRADE 35

UNIT 5: TRANSPORTATION 38

LESSON 10: METHODS OF TRANSPORTATION 38

LESSON 11: DISTRIBUTION 41

UNIT 6: IMPORT & EXPORT 44

LESSON 12: IMPORT & EXPORT REGULATIONS 44

LESSON 13: INTERNATIONAL TRADE REGULATIONS 46

LESSON 14: QUOTATIONS 50

UNIT 7: CONSOLIDATION 53

LESSON 15: REVISION 53

REFERENCES 63

GLOSSARY 64

Match the conversation openings on the left with the places where they can be asked

on the right The first one is done as an example

b) Excuse me, does your company have a stand here? On a factory visit

1.3

Think of more conversation openings

1.4

Complete the following conversations

a) I don’t think we’ve met My name’s Tim Reed

- ……… I’m Mike Lam

b) Are you going to Osaka on business?

- ………

c) Nice party, isn’t it?

- Really nice I’m ………

d) May I sit here?

- ………

Listen and check your answers

1.5

Introduce yourself to another student

Hello, / Hi, nice to meet you I’m …

I come from / I’m from … I work for …

1.6

Find out about some other students Ask and answer these questions

Where do you live?

Who do you work for?

What does your company do?

How many employees does it have?

Who are your main customers?

What are you responsible for?

What do you like doing in your free time?

A: Well, it was very nice ……… to you

B: Yes, we must ……… again sometime

A: That would be ……… Here’s my card Maybe we can get together …

……… time you’re in town

B: I ……… so And here’s my card

Dialogue 2

A: Well, it was ……… to see you ………., Harry

B: Yes And we should get together again soon How about ……… next week? A: That would be great Give me a call at the office, and we’ll ……… a time

A: Your new ……… sounds very interesting Could you send me a price ……….?

B: Yes, of course I’m very sorry, but would you ……… me? I have to make

an ……… phone call

A: ………

Dialogue 4

A: Your new product sounds very ……… Could you …

B: Sorry I have to ……… to that woman over there She’s an important

A: Oh! … of course

In which dialogue(s):

- Do A and B know each other well?

- Does A decide to end the conversation?

- Does B decide to end the conversation?

Begin the conversation

⇓ Introduce yourself

⇓ Continue the conversation (talk about your company, job, family, hobbies, and interests, etc.)

⇓ End the conversation

UNIT 2: YOU AND YOUR COMPANY LESSON 2: PERSONAL AND ORGANIZATIONAL PROFILE

2.1

Two presenters introduce themselves at a conference Which words do you hear?

Dialogue 1

I work _ Ricoh (at, with, for)

I’m a project _ in the manufacturing division (manager, supervisor, coordinator) Ricoh _ office equipment (produces, manufactures, makes)

Dialogue 2

I’m a sales _ (manager, administrator, executive)

I work _ Nokia _ Helsinki (in, on, for, with, to)

My company _ cell phones (produces, makes, distributes)

Company activities

2.2

Make sentences about the companies below Use the words in the boxes

Nikon Microsoft Hyundai

È produce develop sell distribute

È sporting goods

cars fast food

computer software stereo equipment camera and optical equipment

For example: Philips produces stereo equipment

Talk about other companies in the same way

Company and Jobs

2.3

Use the words from the box to fill the gaps

I’m a sales 1 I work in the sales 2 of Philips I check customer 3, prepare sales report, and 4 complaints Philips 5

stereo equipment around the world, and 6 many new products every year

2.4

Read other descriptions of people in a company Then talk about other people in your company / organization / class

− I’m a sales administrator

− I prepare / write sales reports

− I check customer orders

− I organize / supervise deliveries

− I deal with complaints

A World Without Borders

2.5

Read the following text

Some of the larger countries of the world are breaking up into smaller units The former Soviet Union is now a collection of smaller states or countries less formally tied together Dozens of new nations have been created since the end of the 1980s Currently, over 180 countries are members of the United Nations The U.N began with only 50 countries when it was founded in 1945

This trend toward more and smaller nations does not tell the whole story, however Although many nations now exist, in some ways our borders are disappearing Independent countries are joining together so that they can improve trade, discuss regional and world issues, and share technology Some of the important alliances today are NAFTA, E.U., and Mercosur

Was your native country once part of a larger country? Has your native country joined another? Has it made any economic or political agreements with other countries?

LESSON 3: COMPANY CULTURE

3.1

A director of Starbucks, an American coffee manufacturer, is giving a talk about his company Listen and choose the correct answer, a or b

Activity: a) Sells coffee in the

USA and Canada b) world Sells coffee all over the

Location of stores: a) West Coast b) West and East Coasts

Annual Sales: a) $225 million b) $285 million

Annual growth: a) More than 5% b) More than 75%

Name of President: a) Mr Howard b) Mr Schultz

Company philosophy: a) Customer comes

first

b) Customer and employee both come first

3.2

Think about some companies you know well Does the customer come first, or

the employee? In your opinion, which is better?

3.3

Semco is a company which is run by Ricardo Semler and is famous for its unusual management structure Semco gives its new employees a survival manual Read the following extract from the manual and match the headings 1-6 to the gaps a-f

Our philosophy is built on

participation and involvement Don’t

settle down Give opinions, seek

opportunities and advancement, always

say what you think Don’t be just one

more person in the company Your

opinion is always interesting, even if

no one asked you for it Get in touch

with your factory committees, and

participate in elections Make your

voice count

b)

Before people are hired or promoted, the others in that unit have the opportunity to interview and evaluate the candidates

c) d)

keeping track of them rests with each

employee People work at different

speeds and differ in their performance

depending on the time of day Semco

does its best to adapt to each person’s

desires and needs

they please Painting walls or machines, adding plants, or decorating the space around you is up to you The company has no rules about this, and doesn’t want to have any Change the area around you, according to your tastes and desires and those of the people who work with you

e)

Neither has any importance at Semco

A person’s appearance is not a factor

in hiring or promotion Everyone

knows what he or she likes or needs to

wear Feel at ease – wear just your

common sense

f)

Many positions at Semco carry with them hierarchical authority But efforts

to pressure subordinates or cause them

to work out of fear or insecurity, or behavior that shows any sign of disrespect, are considered an unacceptable use of authority and will not be tolerated

3.4

Complete the second column of the chart with information from the texts to summarize the ways in which Semco is different from more traditional types of companies

In more traditional companies: At Semco:

1 people are expected to just do

their job and keep their opinions

5 management often say what you

can and can’t wear

6 managers can sometimes make

staff feel pressured

3.5

Read this information

Empowerment

In many companies and organizations, employees do only what they

expect to do, and are expected to do, within their level of the hierarchy

However, there are now a number of organizations around the world that

have adopted different management styles in order to ‘empower’ their

A survey conducted by the Gallup Organization discovered that twenty-four per cent of

US workers would fire their boss if they had the chance What would the results be for your country?

3.6

Listen and decide if these statements are true (T) or false (F)

1 _ Semler started the company himself

2 _ Semler gave control to the managers

3 _ The company does not have a hierarchy of levels

4 _ There is a new CEO every three years

5 _ Everyone is responsible for their own secretarial work

6 _ Workers can elect their managers

7 _ Semler decides on the number of working hours and pay

8 _ Semler feels that people become more responsible when they make the decisions

3.7

Listen to a short description about St Luke’s Advertising Agency, and answer the following questions

1 How many people work at St Luke’s?

2 Who are Andy Law and David Abrahams?

3 Who makes most of the management decisions?

4 How did Abrahams and Law prepare their staff to accept more responsibility?

5 What do companies need to do for empowerment to be successful?

3.8

Work in groups and discuss these questions

- How practical do you think these ideas would be in your country or

If you are doing business in Israel, you

should not expect to have any meetings on

a) Friday b) Saturday c) Sunday

In Saudi Arabia, you should avoid showing people

a) the palm of your hand b) the sole of your foot

a) Orientals b) foreigners c) Asians

When doing business in Japan, you don’t

need to take any business cards with you

a) True b) False

In Japan, which of the following would be a

suitable gift?

a) four red roses

b) six white carnations

c) ten pink lilies

Which color should you avoid if you are

giving a present in Mexico or Brazil?

a) white b) blue c) purple

In England, you don’t need to say anything

at the start of a meal

a) True b) False

a) oranges b) lemons c) strawberries

When you have finished eating a Chinese meal with chopsticks, it is polite to cross the chopsticks

a) England b) Thailand c) Spain

A man should not shake hands with a woman in

a) South Korea

3.10

Think of some useful advice you could give to foreigners about business and

social situations in your country Think of six things that they should do,

shouldn’t do, or don’t need to do

Example: You should be very punctual for business appointments, but you don’t need to be so punctual for social engagements

• Hollett, V (1994) Business Objectives Oxford: Oxford University Press

• Nauton, J (2000) Head for Business – Intermediate Student’s Book Oxford: Oxford University Press

LESSON 4: COMPANY ORGANIZATION 4.1

− What’s your nationality?

− Name your neighboring countries What nationalities are the people who live there?

− What other countries do you have business dealings with? What nationalities are your business contact?

Company Location and Types of Business

4.2

Do you know any of these companies? What products and services do they sell? Are any of them in the same business as you? Where are their headquarters located?

What type of businesses are they? Find:

What does each company do? Find one which:

a develops drugs and medicines

b publishes newspapers and operates TV networks

c sells skin and hair care products

d delivers mail, packages, and freight

e explores for oil and operates refineries

f manufacturers cars

g produces refrigerators, freezers, etc

h provides commercial banking services

i supplies electricity

j supplies telephone and cable services

4.5

Tell your partner about your company

• What business is it in?

• What does it do?

• Who are its main clients?

• When was it founded?

• Where’s the head office?

• Where does it operate?

Company Organization

4.6

Study the three diagrams representing the structure of an organization

In diagram 1, which group of people

1 own the company?

2 sell to the company?

3 formulate policy?

4 buy from the company?

5 work for the company?

In diagram 2 and 3, which part of this organization

1 manufactures the products?

2 sells the products?

3 deals with personnel matters?

4 creates new products?

5 buys supplies?

6 gets the products to the consumers?

7 records transactions, collects cash, makes payments, and calculates costs?

8 plans, schedules, monitors, measures, and gives direction?

4.7

Do any of these diagrams represent the structure of your organization? How are they similar? How are they different? Draw a diagram of your organization and explain it to your friends

Shigeru Kanemori and some colleagues from Japan are attending a presentation of ICL A senior executive is talking about how the company is organized

Listen and complete the chart

Write your answers:

_ _ _ _ _ _ _ _

4.10

Draw an organization chart for your own company or a company you know

Present your company to your partner

• Hollett, V (1994) Business Opportunities Oxford: Oxford University Press

• Hollett, V (2000) Quick Work – A short course in Business English Oxford: Oxford University Press

UNIT 3: COMPANY ACTIVITIES LESSON 5: SELLING AND BUYING

5.1

Look at the photos and discuss these questions:

− What is happening in each picture?

− What do all the situations have in common?

− What might the people be saying?

− What sort of relationship do the people have with each other?

A Sale Simulation

5.2

Work in pairs One student is a BUYER and the other is a SELLER

Follow the steps below according to your roles as SELLERS or BUYERS

BUYER: You have received a memo from your head asking you to buy some furniture

Choose either of the memos below and do not read the other one Take your information from the memo you have chosen and talk to the ‘sales assistant’ (do not show him / her the memo) You can choose from the chairs pictured below, but the sales assistant will tell you how much they cost and anything else you want to know You must not pay more than the amount your head says in the memo, but try and get the best terms you can

SELLER: A customer wants to buy some chairs from you This is the range you have in

5.3

Sums of Money

Notice the following points:

£62,573.22 $25.02 38p 67¢

− The pound (£) or dollar ($) signs go before the numbers

− A decimal point (full stop) separates pounds from pence and dollars from cents

− We only write p or ¢ after sum of money when cents or pence are written alone without pounds or dollars, e.g 6¢ (but $.06)

− Note: £5m = five million pounds

− $6.2m = six point two million dollars, or six million, two hundred thousand dollars

machine So that probably includes you!

The relationship between a salesperson and a client is important: both parties want to feel satisfied with their deal and neither wants to feel cheated A friendly, respectful relationship is more effective than an aggressive, competitive one

A salesperson should believe that his or her product has certain advantages over

the competition Customers want to be sure that they are buying a product that is

good value and of high quality People in business are not going to spend their

company’s money on something they don’t really need (unlike consumers, who

can sometimes be persuaded to buy ‘useless’ products like fur coats and solid

gold watches!)

Some salespeople adopt a direct ‘hard sell’ approach, while others use a more

indirect ‘soft sell’ approach Which approach do you prefer? Whichever approach is used, in the end perhaps a good salesperson is someone who can

persuade anyone to buy anything On the other hand, maybe a good salesperson

is someone who knows how to deal with different kinds of people and who can

point out how his or her product will benefit each individual customer in special

ways After all a buyer is called a ‘buyer’ because he or she wants to buy All

you need to do is to convince them that your product is the one they want A

successful sales meeting depends on both the salesperson and the customer asking each other the right sort of questions

Fill the gaps in these sentences with these words

before buying client individual product wants weaknesses

If you want to be a successful salesperson and negotiator, you should …

1 know your and its main features

2 know the strengths and of competing products

3 find out who makes the decisions in your client’s firm

4 plan each sales interview it takes place

5 Match what you’re selling to each client’s and needs

6 Listen to what your tells you

7 Remember that each client is an , not a number

Usually on a phone call You have to talk to in person,

not his / her

Identify yourself and arrange an

The Stage:

a) prepare and with a or

b) dress suitably for the

c) behave in a , confident but manner

d) don’t spend too long on

e) show that you’re a , person

f) mention firms who use your product

g) tell the client about the of your product

h) encourage your client to talk by and only talk the time yourself

The Stage:

recognizing exactly when your client is ready to the order

This depends on

Finally, your client for the order and leave

Negotiation on an International Deal

5.7

Discuss some of the different behavioral styles in negotiation which you know or have experience of

5.8

Complete the following sentences using suitable form of the word ‘negotiate’

1 She is a really ……… , she’ll always get us the best deal

2 ……… have broken down again between the government and the train drivers

3 Never forget that ……… is a science; there are techniques you can learn

4 I’m sorry, the price is not ……… , you’ll have to take it or leave it

Listen and check your answer

5.9

Listen to the following passage and complete the missing words

International Trade Does Not Just Happen International trade does not just happen It is the result of 1 relationships and processes to ease the 2 of goods and services

This week, we spoke with David Good in Washington, D.C He is the chief 3 for Tata Sons in North America The Indian company Tata Sons is part of the Tata Group, India’s largest and best-known company

Tata wants to increase economic 4 with the United States That is what David Good’s job is all about He 5 his office as an embassy for Tata Sons in Washington Mister Good explains Tata’s products and services to American businesses and government officials He seeks to build 6 and understanding He also advises Tata on American 7 and policies and provides information on business conditions

Mister Good learned the 8 he uses every day working for the Department of State and the United States Information Agency He spent thirty-four years in government before 9 Tata

The Tata Group is made up of ninety-six companies that 10 more than two hundred thousand people Tata operates in more than fifty-four countries Its companies run hotels, provide engineering services and business 11 They also make cars and steel, among other things

The group’s yearly 12 are about twenty-two thousand million dollars, or almost three percent of India’s total economic 13

Tata has 14 in the United States mainly by buying ownership 15 in other companies For example, Tata Sons bought thirty percent of a New York-based company that makes Vitamin water products Expanding in America is good business for Tata It also 16 American jobs Mister Good says Tata employs about ten thousand people in this country

Tata continues to grow 17 This week, Tata Steel proposed to buy the British steel maker Corus Group Tata also plans major 18 in South Africa

Tata Sons is 19 by charitable trusts that are part of the Tata Group The Group says it gives about one hundred million dollars a year to support science, health and 20 in India

Review questions:

• What are main stages of selling process?

• What is negotiation? How is negotiating important selling and buying?

LESSON 6: SALES AND NEGOTIATION

6.1

What is gong in this picture? Discuss these questions in groups or as a class

1 Is it usual to pay the full asking price for gods or services in your country?

2 Does this depend on the type of goods or services you are buying?

3 Are negotiations of price lively and noisy, or businesslike and quiet?

4 Are you comfortable with negotiating the price of something you want to buy?

Negotiating Ability Quiz: How’s your haggling?

6.2

Work in pairs Ask and answer the questions together

1 You want to do a course of twelve driving lessons Each lesson costs $10 Do you: (a) ask for 10% off the price of each lesson?

(b) ask what discount is available for a course of twelve lessons?

(c) book ten lessons and ask for two extra free lessons?

2 A poor person is selling a painting for $100 which is worth five times as much Do you:

(a) tell them the full value of the painting?

(b) pay their asking price and be happy it was a bargain?

(c) offer $75, take it or leave it?

3 The table you’ve reserved in a restaurant won’t be ready for half an hour Do you:

(a) smile and wait?

(b) say that you will never use the restaurant again?

(c) suggest that you should get free drinks as a concession for waiting?

4 You pay $1,000 to do a computing course which is as waste of time Do you:

(a) forget about it?

(b) ask for a refund?

(c) ask for a refund plus compensation?

A lot of people regard negotiations as a win-lose contest in which there must always be

a winner and a loser How possible is it for a negotiation to be win-win, where both sides are satisfied?

6.4

Read the suggestion in The Guide to Tough Trading

1 Is the philosophy a win-lose or a win-win one?

2 Who is each piece advice for: the buyer, the seller, or both?

3 How good is the advice?

4 Are there any rules you would change, or others you would add?

5 Think of occasions when you followed, or broke these rules

THE GUIDE TO TOUGH TRADING

No price is fixed, everything is negotiable

Never accept anyone’s first offer

Be tough, but pleasant

Do not be afraid to shock with your first offer

Don’t just haggle about the price, negotiate the whole deal

It’s always easier to get extra goods than a lower price

Never say how much you can spend

When selling, pretend not to have total authority

Don’t be the first to make a concession

Never just complain, always try to get something in return

6.5

Listen and match the negotiations a-d with 1-4 below

1 an antique dealer and a customer …

2 two people discussing the price of a second-hand car …

3 a buyer calling a printer …

4 a salesman selling a notebook computer to a customer …

6.6

Listen again Which rule(s) in the list above were broken in each conversation? Which

of the situations, if any, would you describe as win-win?

6.7

Listen again and complete the expressions below

1 I must say Malcolm, I

2 I you are saying

5 How does that ?

6 This is really my offer

7 I’m to pay £13,000

Which expression above:

1 asks the other person to try harder?

2 shows you have registered the other person’s position?

3 asks for someone’s reaction to an offer?

4 states a position strongly?

5 states a final position?

Ë Concession Æ Agreeing / Closing the deal Student A:

You have booked a week’s holiday for next month You would like to take next week off instead as a good friend is visiting from overseas Your boss says that you can do this if you find someone to swap with you Your colleague, Student B, has booked next week as holiday Persuade him / her to swap holidays with you using this information

Student B has been given three evenings shifts per week for the whole of next month

You have two night shifts next week You know that Student B hates working evenings You would be prepared to work some but not all of Student B’s evening shifts next week

You work in Student B’s restaurant Student B is a hard and unkind employer

You don’t want to work on New Year’s Eve because you have been invited to a party You would consider working for double time, i.e twice your normal salary and an extra day off in January

Student B:

You are looking forward to your holiday next week You haven’t planned much as you really need to relax

Next month you have been asked to work three evenings per week which you hate

You’d be happy to swap holidays if someone would do all your evening shifts

You own a restaurant You are looking for staff to work on New Year’s Eve It is always hare to find people who are willing to work then Ask student A to work

You are prepared to pay overtime at time and a half, i.e 50% more

Read the following article about negotiating and answer the questions that follow Choose the correct letters of the answer

The ability to negotiate successfully, to reach agreements with other people or parties, is

a key skill in any business This negotiation could be with a buyer or seller and it almost always involves an element of compromise But, when entering negotiations, you should always keep in mind that it is almost impossible to negotiate and make agreements successfully if you think you can’t afford to ‘lose’ or walk away from what is on offer This will result in your avoiding becoming a passive observer, with the other side dictating the terms

In most negotiations one side has more to offer than the other and proper planning can help minimize the effects of this imbalance Decide on set limits for what you can offer before negotiations begin There are always advantages you can offer the other side, and you clearly have benefits they want or need or they would not be negotiating with you In fact, the buyer or seller often wants you more than you think, so it is to your advantage to try and see things from their point of view The better you know their real needs or wants – not just the ones they have told you – the more successful you will be, and the less likely you are to fall into the trap of giving them more than you really need to

But it is also true that a concession they really need or will value from you won’t cost you as much as it benefits them, and yet may still leave you with everything you want If you know the other side must reach agreement on a deal by a certain date for financial reasons, our willingness to comply with that date could be worth a great deal of money to them, without costing you much, if anything at all It is up to you to find out what the other side really needs

Untrained negotiators often allow their feelings to become too involved and they may take each rejection of a proposal as personal rejection So they become angry with the other person, or blame them for falling to reach an agreement While it is important to be yourself and, on occasion, not be afraid to express how you honestly feel, it is important

to judge carefully when to do this It is particularly important to maintain a polite and friendly personal relationship when you are facing a difficult negotiation, but keeping negative personal feelings out of negotiation doesn’t mean hiding your personality

Think carefully about your negotiation schedule Take breaks, particularly during times when you cannot agree over a particular point But if you have to continue the negotiation on another day, make it soon, and keep the momentum of the negotiations As long as you are still talking and meeting, you build rapport with the other party; learn more about what they need and ensure that your company is the one most likely to make the deal This may require both patience and perseverance – but patience pays!

To ‘win’ a negotiation then, means that neither side should feel that they have ‘lost’ You should know what you can offer the other side and know exactly what they want If you have done everything you can and the deal remains outside the limits you have defined for yourself beforehand, then walk away from it Either way, you’re a winner!

1 What does the writer advise us to remember when we start negotiations?

(A) You should not ask for too much

(B) You shouldn’t feel you have to accept the proposed deal

(C) It is better not to be aggressive in negotiations

(D) You should have many different offers ready

2 Why does the writer suggest that you put yourself in the other side’s position?

(A) because they may have lied about what they want

(B) in order to avoid being trapped into making a deal you cannot change

(C) because it is likely that they have more to offer than you do

(D) in order to be able to see your real value to them

3 The writer says that one advantage of making a concession to the other side is that

(A) you will be able to get something from them in return

(B) it will please them without any inconvenience to you

(C) the other party will be more willing to meet deadliness

(D) you will make more money on the deal

4 The writer feels that expressing personal feelings

(A) is especially beneficial when negotiations are going badly

(B) may result in bad decisions being made

(C) often leads to anger during negotiations

(D) may be positive at certain times

5 What advice does the writer give concerning the negotiating schedule?

(A) Use breaks to discover more about the other party’s needs

(B) If serious disagreement occurs, postpone the meeting until another day

(C) Don’t lose the rhythm of the discussions

(D) Continue the meeting until you reach an agreement

6 What important piece of general advice is given in the article as a whole?

(A) Find out about the personalities of the people you will be negotiating with

(B) When negotiating, be prepared to offer more than you originally planned

(C) You shouldn’t worry if negotiations break down

(D) Do not allow your personality to intrude on negotiations

Reference:

• Jones, L and Alexander, R (1996) New International Business English Cambridge: Cambridge University Press

• Naunton, J (2000) Head for Business Oxford: Oxford University Press

• Norman, S (1988) We’re in Business (9th edition) Harlow: Longman Group

• UCLES (2002) Cambridge BEC Higher Cambridge: Cambridge Examination Publishing

7.1

Read the following text and answer the questions that follow

When you travel by train, you need a ticket as proof that you have paid When you send a consignment of goods by rail or road you also need a receipt to prove the transport company has taken the goods A consignment note is both a ticket and a receipt A consignment note for goods sent by air is called an air consignment note or an air waybill A consignment note for goods sent by sea is a Bill of Lading A combined transport document is for goods sent by more than one means of transport

When companies buy goods, they send an order to the suppliers If the buyers are regular customers, the suppliers send the goods and then send an invoice The buyers do not always pay the invoice immediately Usually the suppliers send a statement at the end of the month which shows all the transactions between the suppliers and the buyers in that month The buyers then pay the amount outstanding on the statement

Sometimes when the suppliers receive an enquiry, they send a pro-forma invoice This is

a quotation which looks like the final invoice so the buyers know how much they have to pay If the suppliers do not know the buyers, the buyers might pay in advance against the pro-forma when placing their order

These questions refer to the words in italics in the text:

1 Which ones are requests for payment?

2 Which ones are a sort of ticket for transporting goods?

3 Which two mean exactly the same thing?

4 Which one is a request for goods?

5 Which ones are receipts for goods?

6 HANACO in Ha Noi is a regular customer of CATAIMEX in Can Tho

CATAIMEX usually sends goods by train Which documents will be used when they do business?

7 Funi Designs in Dak Lak sent goods to a customer in Nha Trang by trailer This was the first time the customer had bought anything from Funi Designs Which documents do you think were used?

8 Funi Designs sent goods by air to a regular customer in China Which documents

do you think were used?

Some of the questions mean the same Which ones?

1 Who wrote the cheque?

2 When was the cheque written?

3 Who is the payee?

4 Who does Liz Sheperd work for?

5 Whose account number is 013378234?

6 At which bank do Transworld have an account?

7 Who made out the cheque?

8 Who is the cheque made out to?

9 Who is the person receiving the money?

10 Who signed the cheque?

11 Who is the drawer?

12 Is 0133782234 Liz Shepherd’s account number?

13 Each branch of Counts has its number What is the number of the Trafford branch?

7.3

Letter of Credit

Read the following text and give short answers to the questions below

Bruce Stevens of Harbor Imports Pty, Melbourne, Australia, wanted to pay Peter Weaver

of Clothco Ltd, Manchester, UK, for some cloth Bruce wrote to his bank on a special form and asked them to open an irrevocable documentary credit This is a Letter of Credit from Bruce’s bank guaranteeing payment in Britain at a late date If it is irrevocable, it cannot be canceled Neither Bruce nor his bank can change their minds and refuse to pay Peter’s bank knows Bruce’s bank very well and they know they will receive the money,

so they confirmed the Letter of Credit This means that they guaranteed to pay the money

so Peter was sure he would be paid However a Letter of Credit is not negotiable, so Peter had to wait until the Letter of Credit was paid before he received his money

Who applies for a L/C, the importer or the exporter?

Who issues a L/C?

If a L/C is not irrevocable, who might not pay?

If a L/C is not confirmed, who might not pay?

Can you discount a L/C?

Do you think an exporter would rather be paid by B/E, D/P or by L/C?

How many reasons can you think of why importers or banks might not pay a B/E or an unconfirmed revocable L/C?

7.4

You will hear a recording of a banker talking about some of the common mistakes that are made when people complete letters of credit Fill in the items missing below

Results of the survey:

Reasons for rejecting 25% of the documents:

• the letter of credit had 1

• the documents were presented 2 the period stipulated in the letter of credit

• the shipment was 3

Documents were often inconsistent with one another in the following ways:

• the description (or 4) of goods on invoice(s) differed from that in the letter of credit

• the 5 differed between export documents

• the amounts of 6 shown on the invoice(s) and bill of exchange (draft) differed

• the 7 differed between documents

• the letter of credit was 8 the value of the order

• the 9 was short

• some documents 10

• 11, where required, on documents presented

• 12 were used when not allowed

UNIT 4: FOREIGN EXCHANGE LESSON 8: CURRENCY EXCHANGE

8.1

Anne Bell and Sandra Parr are talking about holidays

Listen to the tape and give short answers to the following questions.

1 Where did Anne put the brochures?

2 Which ‘continent’ do you think Anne wanted to go?

3 If your currency is weak, can you buy more or less foreign currency?

4 If your currency is strong, will more or less foreigners buy your country’s goods?

5 If there is inflation, do prices go up or down?

6 Does improve mean (a) get better or (b) get worse?

World Currency Quiz

8.2

Identify these common money units used in the world Choose the correct letter of the answer

1 In Thailand you pay with ?

(A) Baht (B) Rupees (C) Ringgit (D) Rupiah

2 In Sweden you pay with ?

(A) Marks (B) Malmoes (C) Guilders (D) Krona

3 In Spain you pay with ?

(A) Pesos (B) Euro (C) Escudo (D) Drachmas

4 In Israel you pay with ?

(A) Pounds (B) Telavivs (C) New Shekels (D) Dinars

5 In Malaysia you pay with ?

(A) Baht (B) Yuan (C) Rupees (D) Ringgit

6 In Australia you pay with ?

(A) Pounds (B) Kroner (C) Rand (D) Dollars

7 In Belgium you pay with ?

(A) Dinars (B) Guilders (C) Euro (D) Marks

8 In Brazil you pay with ?

(A) Pesos (B) Real (C) Escudo (D) Rubles

9 In The Netherlands you pay with ?

(A) Francs (B) Pounds (C) Marks (D) Euro

10 In Indonesia you pay with ?

(A) Rupees (B) Rupiah (C) Rand (D) Yen

Listen and complete the missing words

Dollar Is World's Most Traded Currency But Why?

Stability in the value of a nation’s 1 depends on foreign exchange markets and economic 2

The clearest measure of stability is the exchange value of a currency over time Trading takes place on foreign exchanges around the world

Since nineteen seventy-six, most major economies have used a system of floating exchange 3 to value their currency This means the value of one currency is always changing in relation to others

People who travel pay the spot exchange rate when they have to trade currency If they wait long enough at the 4 office, they might see the rates change a little within hours or even minutes

Companies and individuals buy and sell an 5 six hundred thousand million dollars on the spot market each day

The dollar is by far the world's most traded currency And it is worth more than most The euro, however, is currently worth about one dollar and twenty-seven cents And the British pound 6 almost two dollars

A costly currency adds to the 7 of exports That can hurt economic growth Trade 8 can also grow because a strong currency lowers the cost of imports Inflation is another influence on the 9 of money High inflation cuts the buying power of a currency over time

The United States currently has a yearly inflation rate of about three percent The Federal Reserve considers this within 10 limits

This week the central bank left interest rates unchanged for the third month, after seventeen 11 Economic growth has slowed this year and inflationary 12 are expected to ease over time

Even the strongest currencies change in value over time But there is one basic reason why the market for dollars is mostly 13 The dollar is the currency of the world's biggest economy, worth twelve million million dollars

Larger 14 are generally more stable than smaller ones And nations that 15 with the United States, especially in East Asia, continue to accept dollars for the goods they sell to Americans